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|Title:||Sanus-Ace: Negotiating a Memorandum of Understanding in external corporate venturing.||Authors:||VANHAVERBEKE, Wim||Issue Date:||2014||Abstract:||This negotiation case describes a situation in which an investment manager of a large chemical company (ACE) has to decide about a corporate venturing investment in a small high-tech start-up (Sanus). To win board approval for this investment, an ACE business unit (in this case, ACE Food Specialties) must write a letter of commitment. The investment manager of ACE Venturing cannot invest in the start-up without a MoU between the start-up and the business unit of ACE. This case provides the required information for a negotiation between the investment manager, the business unit manager, and the start-up’s CEO. During the negotiation, students should discover that it is possible to draft an MoU which is beneficial for the two firms.||Keywords:||open innovation; negotiation; CVC; new business development, innovation partners; trust; alliance management||Document URI:||http://hdl.handle.net/1942/18048||Link to publication:||http://www.thecasecentre.org/educators/search/results?s=6A60A912BDC86DFD88F78167662C93F2||Category:||O||Type:||Other|
|Appears in Collections:||Research publications|
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