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  • October 2018 (Revised July 2019)
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BulkWhiz: Negotiating as a Startup Founder in the UAE

By: Katherine Coffman, Christine Exley and Alpana Thapar
  • Format:Print
  • | Language:English
  • | Pages:11
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Abstract

This case follows Amira Rashad as she founds BulkWhiz, a Dubai-based buy-in-bulk grocery delivery platform. Following its launch in September 2017, BulkWhiz experiences rapid growth of 30 percent per month in the United Arab Emirates. Despite this initial success, Rashad finds herself at a critical juncture just nine months later, with a number of internal and external negotiations awaiting her. First, she is eager to convince her Chief Technology Officer to come on-board full-time, and needs to finalize details on his transition and compensation. Second, she is wrestling with how to expand her business beyond the UAE market. Finally, she is seeking series A fundraising, to fuel the company’s growth. How should she approach and sequence these negotiations, and what obstacles might loom?

Keywords

Entrepreneurial Management; Start-ups; Startup; Female Entrepreneur; Technology; Decision-making; Negotiations; Co-founders; Fundraising; Entrepreneurship; Business Startups; Management; Internet and the Web; Growth and Development Strategy; Decision Making; Negotiation; Expansion; E-commerce; Middle East; United Arab Emirates

Citation

Coffman, Katherine, Christine Exley, and Alpana Thapar. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Case 919-004, October 2018. (Revised July 2019.)
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About The Authors

Katherine B. Coffman

Negotiation, Organizations & Markets
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Christine L. Exley

Negotiation, Organizations & Markets
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Related Work

    • August 2019 (Revised October 2019)
    • Faculty Research

    BulkWhiz: Negotiating as a Startup Founder in the UAE

    By: Katherine B. Coffman and Christine Exley
    • September 2019
    • Faculty Research

    BulkWhiz: Negotiating as a Startup Founder in the UAE

    By: Katherine B. Coffman and Christine Exley
    • October 2018 (Revised July 2019)
    • Faculty Research

    BulkWhiz: Negotiating as a Startup Founder in the UAE

    By: Katherine Coffman, Christine Exley and Alpana Thapar
Related Work
  • BulkWhiz: Negotiating as a Startup Founder in the UAE By: Katherine B. Coffman and Christine Exley
  • BulkWhiz: Negotiating as a Startup Founder in the UAE By: Katherine B. Coffman and Christine Exley
  • BulkWhiz: Negotiating as a Startup Founder in the UAE By: Katherine Coffman, Christine Exley and Alpana Thapar
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