Can Friendship Stand the Heat? Negotiating Funding for a New Restaurant

Can Friendship Stand the Heat? Negotiating Funding for a New Restaurant

  • Case
  • Teaching Notes
Abstract

Stephen Marltonali is on the verge of securing funding for his newest restaurant venture, Fresh. He just won the pop-up restaurant challenge funded by famed restauranteur and innovator Jose Guerrez’s reality TV show Pop-up Start-up, and with this exposure and Guerrez’s connections, Marltonali could make the comeback he has so desperately wanted since he was forced to close his last restaurant to fight a custody battle for his son. Yet the decision to accept Guerrez’s funding comes with a serious personal cost: he will need to cut his partner and best friend out of the deal. This case uses this common entrepreneurial situation to illustrate the utility of systematic decision making rubrics in negotiation, even for highly emotional and personal decisions. Students must identify the ...

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