Volume 7: 2014, pp. 5-14; ABSTRACT
This case describes business negotiations between three founders of two start-up companies in the alternative energy industry. The situation illustrates the challenges of negotiating agreement when the protagonists have different skill sets, experience, and ethnic backgrounds as well as confidence in their own personal negotiation expertise. The business issues under negotiation include sales agreements, finder’s fees, licensing, royalty fees, patent protection, and acquisitions. This case provides material to be used in a three-person, multi-issue negotiation. The material is presented as a classic role play in which all students are provided identical, general background information that is followed by their being provided specific, confidential information about one of the protagonists. Students prepare in advance for a meeting at which negotiations will take place among all three founders. This is followed by groups of three students (representing each founder) spending time working to negotiate agreements, followed by various debriefing activities
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