| HBS Case Collection
(Revised from original 1999 version)
Venture Capital Negotiations: VC versus Entrepreneur
Introduces students to the challenging negotiations between venture capitalists and entrepreneurs. Explores interests, sources of negotiating power, barriers to reaching agreement, and common contractual terms. Describes how the parties try to reduce information asymmetries, align incentives, control decision making, and protect financial downside.
Keywords: Negotiation Tactics;
Financial Services Industry;