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Case Publications
White Knights of Townsville, The
Arieh A. Ullmann
published: 2006 | Case Study | Small Business/Entrepreneurship
Subject Area: Small Business/Entrepreneurship; Business Policy/Strategic Management
Key Issues: Business Planning; Negotiation Strategy; Decision Focus; Political Environment of Business
Case Description: Henry and Pete, two young entrepreneurs are seeking to acquire an apparel manufacturing plant from a large conglomerate that is closing facilities across the United States. Written from the perspective of one of the two main characters, the case gives a step-by-step account of the 4-month course of events, especially the negotiations between the two entrepreneurs, corporate executives responsible for unloading the plant, and city officials responsible for economic development. Unlike the company, which is willing to sell the plant to the two entrepreneurs, the city officials seem to have other ideas, which they never fully disclose. The case ends in a surprising development when the two entrepreneurs are being told that they are not perceived as credible buyers. As time is running out the two main actors have to decide whether to abandon their project or to find a way out of the deadlock.
# Case Pages: 12
Case Number: 060030-22-4-8
Teaching Note: Yes
revised May 24/06
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