Vanhaverbeke, WimEngelen, Yvonne2017-12-022017-12-02http://hdl.handle.net/20.500.12127/34271. Develop an understanding of how a small high-tech start-up and a large established company can negotiate an MoU when the technology is still in an early stage of development and market launch is only expected within a few years. 2. During the negotiation, students experience how the two companies can reach a mutually beneficial deal. 3. Success depends on how corporate venturing deals are structured and negotiated. 4. Experience the different perspectives & objectives of the two companies. 5. How to become a preferred partner?.This negotiation case describes a situation in which an investment manager of a large chemical company (ACE) has to decide about a corporate venturing investment in a small high-tech start-up (Sanus). To win board approval for this investment, an ACE business unit (in this case, ACE Food Specialties) must write a letter of commitment. The investment manager of ACE Venturing cannot invest in the start-up without a MoU between the start-up and the business unit of ACE. This case provides the required information for a negotiation between the investment manager, the business unit manager, and the start-up's CEO. During the negotiation, students should discover that it is possible to draft an MoU which is beneficial for the two firms.en139136894043917