(Revised from original 2002 version)
Endeca Negotiation, The: Steve Papa
Students play the role of Steve Papa, the CEO and founder of a venture-backed enterprise software company. In the challenging financing climate of the fall of 2001, he knows that two different groups are about to submit term sheets for his company's C-round. He is trying to decide what he should aim for in the ensuing negotiation. Presents the background of the company and the lengthy battle Steve fought just to get a term sheet. He has two months of cash left and a number of issues to consider, including a founding investor's request to change the terms of a previous round.
Keywords: Negotiation Process;
Information Technology Industry;
Web Services Industry;
Hardymon, G. Felda, Josh Lerner, and Ann Leamon. "Endeca Negotiation, The: Steve Papa." Harvard Business School Exercise 802-212, May 2003. (Revised from original May 2002 version.)