Preface of Textbook
About the Textbook
About the Authors
Book Website at McGraw-Hill
DVD Contents
Stanford 1e Book Website
McGraw-Hill 1e Book Website
Book Contents
Table of Contents
Venture Opportunity, Concept and Strategy
Venture Formation and Planning
Functional Planning of the Venture
Financing and Building the Venture
  Business Plans (App. A)
  Case Studies (App. B)
Online Sources (App. C)
Sample Syllabus
Course Overview
Calendar of Sessions
Entrepreneurial Perspective
Idea or Opportunity
Gathering Resources
Managing Ventures
Entrepreneurship and You
Additional Resources
Schools Using This Textbook
Authors Blog

The creators of a new enterprise need to tell their story about the future of their business. A good story will motivate investors, employees, and partners. A well-told narrative plan, one that demonstrates a novel solution to an important problem, can be inspirational and motivational. Establishing credibility and trust through presentations of the new venture’s plan may lead to an investment. A short presentation of the plan (called a pitch) can help interest investors in seeing a more complete presentation. The 10-slide pitch, often delivered in an investor’s office or at a venture fair, may create the necessary interest from an investor. The negotiation of a deal with an investor is an important part of the process. One can cement the relationship or destroy it through the negotiation process. Often agreements with terms contingent upon performance may be appropriate. The integrated story and the business plan should show how the business solution would be profitable within a reasonable period. The investors are interested in a favorable return. They also want to sense that they will be partners with trustworthy, capable entrepreneurs.


Steve Perlman and WebTV (A)
Explores the dynamics of a linked series of inegotiations involved in launching, growing, and selling a high-tech, Internet start-up. Steve Perlman initiated alliances with content and Internet service providers, maneuvered into negotiation with major consumer electronics players and ultimately decided on selling the firm.
Intuitive Surgical: Negotiating the Deal
Two cofounders of a company enter into a negotiation to set the terms of a start-up in the field of laparoscopic surgery. Teaching Purpose: Teaching the art and science of negotiation in early-stage deals.
(DVD Section 19.3) Heidi Roizen: Tips for a Good Pitch
Tips for the pitch: focus on getting to the next step. The day you come in for an hour long meeting, plan on 20 min. presentation (no more), get to value proposition in 15 minutes, be articulate, manage the meeting, show experience and establish credibility.
Stanford Technology Venture Formation - The VC Presentation
Erik Staser of Mohr, Davidow Ventures discusses the content and process associated with giving a VC pitch.
Jeff Hawkins: Difficult Negotiations
Hawkins talks about the complicated negotiations with 3COM for the spin off of Palm. Discussions lasted 5 months and involved investment bankers and board members. Five different proposals on how to do this were presented to the CEO, they even proposed spinning off 2 years in the future. However, the final decision involved no doors banging, no storming out of offices. All said and done Jeff Hawkins did not want to start a company.
Guy Kawasaki: Make a great pitch
I pitch therefore I am. Making pitches is a way of life for an entrepreneur, and Guy prov his tips for ensuring each pitch is better than the last. His 10/20/30 rule for PowerPoint slides is essential.
Negotiation, Business Fundamentals Series: Negotiation Strategy and Tactics
Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs.


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