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Case from journal
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Reference no. NAC2100
Published by: NACRA - North American Case Research Association
Published in: "The Case Research Journal", 2001

Abstract

James Chesney, President of TelSys International, a small, high-tech US firm, has entered final negotiations with Dr Nik Bashshar Ahmad abu Munir, President and Chief Executive Officer of Venture Capital Group (VCG), a Malaysian venture capital company. Only if Chesney can secure financing will TelSys be able to produce and market satellite ground station communications equipment based on his patented designs. Chesney needs at least $7 million. This is a large request, given that Chesney wants to continue as president and there is as of yet no proven commercial market. Evidence suggests that there may be a good ''fit'' between the companies'' long-term goals and strategic plans. Students are put in the shoes of executives from the two firms as they enter the final hour of negotiations in Kuala Lumpur. They must decide if this partnership is in the best interest of their respective firms and determine the appropriate negotiating strategies to achieve success.

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Abstract

James Chesney, President of TelSys International, a small, high-tech US firm, has entered final negotiations with Dr Nik Bashshar Ahmad abu Munir, President and Chief Executive Officer of Venture Capital Group (VCG), a Malaysian venture capital company. Only if Chesney can secure financing will TelSys be able to produce and market satellite ground station communications equipment based on his patented designs. Chesney needs at least $7 million. This is a large request, given that Chesney wants to continue as president and there is as of yet no proven commercial market. Evidence suggests that there may be a good ''fit'' between the companies'' long-term goals and strategic plans. Students are put in the shoes of executives from the two firms as they enter the final hour of negotiations in Kuala Lumpur. They must decide if this partnership is in the best interest of their respective firms and determine the appropriate negotiating strategies to achieve success.

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