This case illustrates the importance of structuring negotiations with large companies and investors, which are crucial to the success of a startup. It portrays a company with innovative technologies that contracts with the giant companies to survive. It also demonstrates how the company needs to be flexible when building a business model that will ensure the position of strategic partners and investors. Arepa must decide which business model to adopt and how to sequence and structure of negotiations with distribution partners, content providers and investors. All solutions are interrelated. "Hide
by Jay O. Light, Dan J. Green Source: Harvard Business School 24 pages. Publication Date: August 2, 2000. Prod. #: 201008-PDF-ENG
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