Unshrinking the Pie: Desiree Stolar's Negotiation Saga (A)

Sebenius, James K. Green, Alex

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HBP

When Desir e ("Des") Stolar's wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for reversing wool shrinkage. Stolar's path to success would eventually include an appearance on the hit television show Shark Tank and an investment offer from billionaire Mark Cuban. But along the way she encountered several challenging negotiations-over equity allocations, supplier and manufacturer terms, with skeptical potential investors, business and legal deal teams, etc.-that threatened to derail her efforts. Unshrinkit (A) tells the story of Unshrinkit while stopping at six crucial "negotiation challenges" that call for students to articulate how they would approach each challenge. Unshrinkit (B) reveals the strategies, tactics, and mindsets by which Stolar approached these challenges. This provides instructors and students with opportunities to compare their proposed advice with what Stolar actually did-as well as to draw broader lessons from her saga.

出版日
2021/10
領域
交渉
ボリューム
9ページ
コンテンツID
CCJB-HBS-922012
オリジナルID
922012
ケースの種類
Case
言語
英語
カラー
製本の場合、モノクロ印刷での納品となります。

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