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This case study is situated in the global ice-skating industry. It presents the story of a German start-up trying to establish its revolutionary innovative technology for ice-skate blades in the global market. Readers accompany Dr Mathias Kunz, Chief Executive Officer of the start-up 't-blade GmbH', on his way from his vision of a global presence for his company and product, to his entry in the North American market, through difficulties, tough business negotiations and changes in strategy. The story focuses on the negotiation theme and is centered in particular on the aspects of a two-party negotiation.