pessimistic investors: use logic and evidence in the case to convince the founders not to invest any more money or time in the venture at the end of the case.

Jill Draeger In early December 2016, Jill Draeger was preparing for a meeting later that month with Jing Zhou (Zhou), the CEO of a large Asian electronics firm, to discuss her proposed venture. Draeger had developed a plan to sell custom logo watches for the 2018 Winter Olympics in Pyeongchang, Korea. The games would take place February 9-25, 2018. Draeger had an agreement in principle with the Pyeongchang Olympic Organizing Committee (POOC), which licensed the right to use certain Olympic symbols and trademarks. She had arranged for distribution and believed that marketing would not be difficult given the abundant promotional efforts around the Olympics, One puzzle piece hat remained to be finalized was manufacturing. She was meeting with Zhou to discuss a plan under which Zhou's Hong Kong-based firm, Tiger Electronics, would produce the watches. Draeger had a proposal from him to manufacture the watches at an average cost of $20 per unit, with a required prepayment for her first order of 40,000 units. This would require $800,000 that she did not have. So far, she had bootstrapped her venture with her own savings, but the POOC had given her until December 30, 2016 to show that she had a qualified manufacturer for the watch; otherwise, the licensing agreement would not be finalized, Draeger hoped to convince Zhou to eliminate the down payment in exchange for either a royalty on sales (in addition to the $20 per unit) or an equity stake in the business. She wondered how best to structure her proposal and how to frame it for Zhou. If she failed to secure a deal on acceptable terms, she would lose the license and her chance to pursue this opportunity, which she had worked long and hard to create. Jill Draeger Draeger received a BA in economics from Duke University in 1997 and worked in the real estate business for three years after college