HalaMaterials (A): Negotiating Equity between Partners - Confidential instructions for John Ambtchious

Published 16 Dec 2015
Reference 6187
Region Global
Summary

A multi-issue one-on-one negotiation between a young entrepreneur (John Ambitchious) and a close-to-retirement CEO of a large corporation (George Gried). John and George are considering becoming partners on a venture John is setting up. Besides negotiating the partnership details, George currently works for a potential competitor, thus raising ethical tensions that should be negotiated before committing to a final deal.

Teaching objectives

. Recognizing and negotiating ethical tensions under a win-win strategy . Managing value creation and claiming in an equity split negotiation or any long-term relationship . Procedural contracts . Managing partisan perceptions . Negotiating interests, not positions

Keywords
  • Negotiating equity split
  • Start-up and entrepreneurship
  • Ethics, ethical tensions and sustainability
  • Negotiating ethics
  • Managing power differences
  • Conflict of interest and manipulation
  • Difficult conversations
  • Procedural contract