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Shark Tank Final

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Shark Tank Final
Negotiation Analysis – 2014/2015 Professor: Luis Almeida Costa and Verena Menezes

António Melo, Carmo Melo, José Sacadura, Mafalda Gomes and Ricardo Santos

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December 2014 Shark Tank -­‐ Negotiation Analysis

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SHARK TANK -­‐ NEGOTIATION ANALYSIS

INDEX

SHARK TANK

3

THE SHARKS

3

THE BUSINESS: SCRUB DADDY

6

THE NEGOTIATION PROCESS

6

ANALYSIS OF THE NEGOTIATION

8

INFORMATION SCENARIO

8

VALUATION SCENARIO

9

HOW DID THE SELLER OVERCOME THE IPV ASSUMPTION?

10

CONCESSION PATTERNS IN THE NEGOTIATION PROCESS

11

COALITION

11

SINGLE-­‐ISSUE NEGOTIATION VS MULTIPLE-­‐ISSUE NEGOTIATION

12

INFORMATION ABOUT PAYOFFS

13

OBSERVABILITY OF BEHAVIOR

13

COALITION OUTCOME

13

SUGGESTION

14

SOURCES

16

SHARK TANK -­‐ NEGOTIATION ANALYSIS

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Shark Tank

Shark Tank is an American TV show, where entrepreneurs have the chance to present their businesses, in order to seek investment from five very healthy “titans of the industry”. These titans are called Sharks, as they will analyze the attractiveness, potential and profitability of each business and, if convinced, make a proposal to invest on it with their own cash. The entrepreneur tries his/ her best to convince the Sharks
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