Coverart for item
The Resource Can we get to yes? : business negotiations between two start-ups, Suzyn Ornstein, Regina O'Neill

Can we get to yes? : business negotiations between two start-ups, Suzyn Ornstein, Regina O'Neill

Label
Can we get to yes? : business negotiations between two start-ups
Title
Can we get to yes?
Title remainder
business negotiations between two start-ups
Statement of responsibility
Suzyn Ornstein, Regina O'Neill
Creator
Contributor
Author
Subject
Genre
Language
eng
Summary
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
Member of
Cataloging source
CaToSAGE
http://library.link/vocab/creatorName
Ornstein, Suzyn
Dewey number
658.4052
Illustrations
illustrations
Index
no index present
LC call number
HD58.6
LC item number
.O76 2014
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/relatedWorkOrContributorName
O'Neill, Regina M.
Series statement
SAGE Knowledge. Cases
http://library.link/vocab/subjectName
  • Negotiation in business
  • New business enterprises
  • Energy industry executives
Target audience
specialized
Label
Can we get to yes? : business negotiations between two start-ups, Suzyn Ornstein, Regina O'Neill
Instantiates
Publication
Note
  • Originally Published InOrnstein, S., & O'Neill, R. (2014). Can we get to yes? Business negotiations between two start-ups. Journal of Organizational Behavior Education, 7(1), 5-15. JOBE7-CS1
  • 2Teacher Notes for Sage Business Cases are available for academic staff. Contact the Liaison Librarian for Business and Management for details3
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Control code
SAGE000005415
Extent
1 online resource
Form of item
online
Isbn
9781526461865
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations.
Specific material designation
remote
Label
Can we get to yes? : business negotiations between two start-ups, Suzyn Ornstein, Regina O'Neill
Publication
Note
  • Originally Published InOrnstein, S., & O'Neill, R. (2014). Can we get to yes? Business negotiations between two start-ups. Journal of Organizational Behavior Education, 7(1), 5-15. JOBE7-CS1
  • 2Teacher Notes for Sage Business Cases are available for academic staff. Contact the Liaison Librarian for Business and Management for details3
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Control code
SAGE000005415
Extent
1 online resource
Form of item
online
Isbn
9781526461865
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations.
Specific material designation
remote

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