Exercise | May 2002 (Revised May 2003)

Endeca Negotiation, The: Charlie Yie

by G. Felda Hardymon, Josh Lerner and Ann Leamon


Students play the role of Charlie Yie, a venture capitalist considering an investment in a venture-backed enterprise software company. In the challenging financing climate of the Fall of 2001, he is trying to decide what terms to offer the company as an outside investor leading its C-round. Presents the background of the company and the lengthy struggle that existing investors and the CEO endured just to get a term sheet.

Keywords: Negotiation Process; Negotiation Offer; Management Teams; Venture Capital; Valuation; Software; Information Technology Industry; Web Services Industry;


Hardymon, G. Felda, Josh Lerner, and Ann Leamon. "Endeca Negotiation, The: Charlie Yie." Harvard Business School Exercise 802-214, May 2002. (Revised May 2003.)