學門類別
最新個案
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Seed Stage Fund: Dispute in Venture Capital (A) - Emma Walker
內容大綱
This role-play exercise presents students with a realistic and complex negotiation challenge: it asks them to participate in a quantifiable negotiation between managing partners in a venture capital fund who are embroiled in a co-founder dispute. The negotiation is multifaceted, focusing on both reputational safeguards and financial outcomes across five key quantifiable issues. The negotiation is also underscored by an atypical yet critical ethical conundrum, offering a rich context for exploring the interplay between ethical considerations and business decision-making. These scenarios compel negotiators to engage deeply with the ethical dimensions of their strategies, assessing not only the limits of their own moral flexibility but also the veracity of their adversary’s claims.
學習目標
This case can be used in courses on business ethics, negotiations, and venture capital at the undergraduate level. After working through the exercise and assignment questions, students will be able to do the following:<ul><li>Analyze the interplay between competition and cooperation, identifying opportunities for creating value through collaboration while strategically managing competitive elements to optimize negotiation outcomes.</li><li>Apply logrolling techniques for mutual benefit, prioritizing issues, trading concessions, and advocating for their interests while facilitating agreements that offer reciprocal benefits.</li><li>Utilize direct questions to enhance negotiation effectiveness by revealing underlying needs, challenging assumptions, and driving effective negotiation strategies.</li><li>Critically assess the ethical implications of negotiation tactics such as deception and bluffing to ensure that negotiation approaches remain within the realm of principled and successful outcomes.</li></ul>