Entrepreneurial Negotiation: Understanding and Managing the Relationships That Determine Your Entrepreneurial Success

ISBN-13: 9783030064563 / Angielski / Miękka / 2019 / 225 str.

Samuel Dinnar; Lawrence Susskind; Edward Roberts

Recenzje

"'Entrepreneurial Negotiation' provides you great tools and mindset guidance to start considering negotiations as an opportunity, rather than a threat. ... it allows you to criticize your current negotiation attitude and identify your gaps to become a great negotiator." (Alexandre Azevedo, The Traction Stage, thetractionstage.com, October 16, 2019)

Spis treści

1. Entrepreneurship: The Good, the Bad and the Terrible

Good: When Co-founders Get Started

Bad: When Angels Sing and Investors Dance

Terrible: When Dogs-Eat-Dogs

How to Use this Book

Something Better: An Alternative Good Ending

2. The Entrepreneurial World   

The Entrepreneurship Process in Stages: from Seed to Exit

Entrepreneurs Who Can Negotiate Can Make Things Happen

A Map of the Entrepreneurial Galaxy   

Create Disruption, Thrive on Change, and Adapt

Innovation Does Not Mean Reinventing Every Wheel

Negotiation is a Vitally Important Entrepreneurial Skill

3. When Entrepreneurs Negotiate

Entrepreneurs Must Take Risks

What Made You Successful, Can Get You in Big Trouble

Entrepreneurial Negotiation Can be Learned

Negotiate Better and Become a Better Leader

The 8 Most Dangerous Mistakes That Entrepreneurs Make

How to Use the Recorded Cases That Follow

 

4. Listen to Real Entrepreneurs Describe their Mistakes

Listen to Real Entrepreneurs Describe their Mistakes

Case A - Illai           Self-Centered Seed Stage Pitch

Case B - Ailis          Overly Optimistic Seed Stage Non-Investment

Case C - Vinayak   Winning at Competing First Term Sheets

Case D - Barbara Compromising for Quicker Growth Stage Hiring

Case E - Stephen   Alone and Not Prepared to Sell the Company

Case F - Dip           Haggling to Extend the Runway

Case G - Ben          Intuitive Shift of the Revenue Growth

Case H - Petra & Peter   Non-Emotional Selling of their Company

Reflections on the Eight Cases

5. The Entrepreneurial Galaxy Reimagined: Prevent, Detect and Respond to Your Mistakes

Entrepreneurship As a Series of Negotiations

Negotiating with Different Categories of Players

Prevent Mistakes Before They Occur

Detect Mistakes As You Make Them

Reflect on Mistakes After Each Negotiation is Over

Overcoming Biases and Challenges of Culture and Gender

Using Agents to Negotiate on Your Behalf

6.  Know Your Entrepreneurial Self                                                   

Know Your Negotiating Self

Dealing with the Most Dangerous Mistakes

Develop The Skills You Need

Keep Reflecting on Your Personal Theory of Practice

Continue to Improve

Soar with Your Strengths

Develop and Support your Team

Help Spread The Word!

Appendix – Theory of Practice Tools and Templates

O autorze

Samuel Dinnar is an instructor at the Program on Negotiation at Harvard Law School, with a 25-year track record as a global entrepreneur, hi-tech executive, board member, and venture capital investor. He is a strategic negotiation advisor and a mediator specializing in business conflicts involving founders, investors, and board members in early-stage, high-growth and distressed companies.

Lawrence Susskind has been an innovator and Professor at MIT for more than forty-five years. He is one of the founders and directors of the Program on Negotiation at Harvard Law School, and a founder of the Consensus Building Institute. He has trained tens of thousands of students and executives globally, and has published twenty books.

Blurb

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that.

This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors.

As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf.

Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful commonly make.