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Dancing with Elephants: The Smartix Saga


Economics, Economics

Publication Year



Describes issues facing the founder-CEO of a high-tech start-up in Boston, MA, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a potential investment from two large venture capital firms. Focuses on the sequencing among the parties, how to resolve conflicting interests among the parties, and the issues facing small entrepreneurial firms trying to negotiate with very large and powerful investors and business partners.; To help students understand some of the key issues facing start-ups negotiating with large organizations.

Topic List

Entrepreneurial finance, Entrepreneurship, Negotiations, Venture capital

Project Funder

European Research Council (ERC)

Available on ECCH


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