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A startup must build and maintain
an ecosystem of investors, partners, suppliers and other stakeholders
in order to get off its feet. With little to negotiate critical
relationships, startups must be skillful and persistent and leverage
their intellectual property. We use WebTV as an example.
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Relevant
Texbook Chapters
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Discussion
Questions
- How did WebTV define its critical ecosystem of partners,
investors and stake holders?
- What were Steve Perlman's greatest strengths and weaknesses
in negotiating with stakeholders?
- What are the key differences between negotiating a transaction
and negotiating a relationship?
- What are WebTVs three most important terms to ask Sony
for? What is the case vice-versa?
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Main
Case Study: Steve Perlman and WebTV (A)
Explores the dynamics of a linked series of inegotiations
involved in launching, growing, and selling a high-tech, Internet
start-up. Steve Perlman initiated alliances with content and
Internet service providers, maneuvered into negotiation with
major consumer electronics players and ultimately decided
on selling the firm. |
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Alternative
Case Study: Danger Inc.
Danger has a complete solution that enables wireless carriers
to offer innovative and affordable voice and data products
to their customers over next-generation networks. It must
now build a portfolio of strategic relationships that would
help bring its technology to mainstream markets. |
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