Smartix (A): Dancing with Elephants

Case Solution

Donald N. Sull, James K. Sebenius, Noam Wasserman
Harvard Business School ()

This case describes the problems faced by the founding CEO of a high-tech startup in Boston while negotiating with several major potential partners and investors. Negotiations include a possible business partnership with FleetCenter and Madison Square Garden, as well as a possible investment from two major venture capital firms. The case focuses on sequencing between the parties, the resolution of conflicts of interest between the parties, and the issues faced by small entrepreneurs trying to negotiate with very large and powerful investors and business partners.

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