Case | HBS Case Collection | February 2001 (Revised June 2001)

eSurg (A): Negotiating the Start-Up

by Jay O. Light and Anthony Massaro


The founders of an online medical supplies firm must negotiate with an established hospital distributor and a venture capital firm.

Keywords: Venture Capital; Negotiation; Internet; Financing and Loans; Business Startups; Medical Devices and Supplies Industry;


Light, Jay O., and Anthony Massaro. "eSurg (A): Negotiating the Start-Up." Harvard Business School Case 201-050, February 2001. (Revised June 2001.)