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Exercise
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Reference no. 9-800-249
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 21 November 2000
Length: 6 pages
Data source: Published sources
Topics: Negotiation; Zero sum negotiations; Value creation
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Abstract

A two-person negotiation exercise involving the potential sale of a small e-commerce company to a large company. The parties need to negotiate four issues: the number of shares in the deal, the vesting period for the shares, whether the seller will get a seat on the buyer's board, and the ownership of a potential liability against the seller.
Industries:
Beverages; e-Commerce
Teaching note
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Reference no. 5-801-303
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 20 November 2000
Length: 25 pages
View full details
New product
Case
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Reference no. 9-825-P03
Portuguese language
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 21 November 2000
Length: 7 pages
Data source: Published sources
Topics: Negotiation strategies; Value creation
View full details
New product
Case
-
Reference no. 9-825-P04
Portuguese language
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 17 November 2000
Length: 7 pages
Data source: Published sources
Topics: Finance and investing; Negotiation strategies; Value creation
View full details

About

Abstract

A two-person negotiation exercise involving the potential sale of a small e-commerce company to a large company. The parties need to negotiate four issues: the number of shares in the deal, the vesting period for the shares, whether the seller will get a seat on the buyer's board, and the ownership of a potential liability against the seller.

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Industries:
Beverages; e-Commerce

Related

Teaching note
-
Reference no. 5-801-303
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 20 November 2000
Length: 25 pages
View full details
New product
Case
-
Reference no. 9-825-P03
Portuguese language
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 21 November 2000
Length: 7 pages
Data source: Published sources
Topics: Negotiation strategies; Value creation
View full details
New product
Case
-
Reference no. 9-825-P04
Portuguese language
Subject category: Case Method and Specialist Management Disciplines
Authors: Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 17 November 2000
Length: 7 pages
Data source: Published sources
Topics: Finance and investing; Negotiation strategies; Value creation
View full details