Smartix (A): Dancing with Elephants

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Case

Reference no. 9-902-156

Subject category: Case Method and Specialist Management Disciplines

Authors: Donald N Sull (Harvard Business School); James K Sebenius (Harvard Business School); Noam Wasserman (Harvard Business School)

Published by: Harvard Business Publishing

Originally published in: 2001

Version: 13 October 2006

Length: 20 pages

Data source: Field research

Topics: Entrepreneurial finance; Venture capital; Entrepreneurship; Negotiation

Share a link: https://casecent.re/p/41661

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Abstract

This case describes issues facing the founder-CEO (chief executive officer) of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a potential investment from two large venture capital firms. The case focuses on the sequencing among the parties, how to resolve conflicting interests among the parties, and the issues facing small entrepreneurial firms trying to negotiate with very large and powerful investors and business partners.

Location:

United States

Size:

4 employees

Other setting(s):

1999-2000