Case: Portside Properties (C)

In the (C) case of this sequence, we find that Portside’s efforts to fund the project has taken a surprising turn. Portside has suddenly found itself with the opportunity to greatly increase its stake and risk. To do so, however, it must successfully conclude a difficult negotiation with a tough negotiating partner.

As you prepare this case, please think about these issues:

• Is the basic plan for this project sound? What are its strengths? Weaknesses? Risks? Is it worth pursuing?
• Will this partnership provide the right vehicle for the project? Why? Why not?
• Do you want to move ahead with Cranfield? On what basis? How? How will you negotiate the terms you want?
• If you cannot make the right deal with Cranfield, where would you turn next? Why? How?
• If you were Susan Taymore-Luria, what would you do now? Why? How?