This case shows the importance of structuring negotiations with large companies and investors who are critical to a start-up to success. It provides a company with innovative technology, contracts with huge companies to survive. It also shows how the company’s management needs to be flexible in the design of a business model that can be accommodated, the positions of its strategic partners and investors. Arepa need to decide which business model to adopt and in what order and stru … Read more »

This case shows the importance of structuring negotiations with large companies and investors who are critical to a start-up to success. It provides a company with innovative technology, contracts with huge companies to survive. It also shows how the company’s management needs to be flexible in the design of a business model that can be accommodated, the positions of its strategic partners and investors. Arepa need to decide which business model to adopt and in what order and structure negotiations with distributors, content providers and investors. All decisions to each other in.
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from
Jay O. Light
Dan J. Green
Source: Harvard Business School
24 pages.
Release Date: 2 August 2000. Prod #: 201008-PDF-ENG
Arepa HBR case solution