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

Résumé : 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 entrepreneurs commonly make Résumé : 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 entrepreneurs commonly make Front Matter ....Pages i-xxiii Entrepreneurship: The Good, the Bad, and the Terrible (Samuel Dinnar, Lawrence Susskind)....Pages 1-11 The Entrepreneurial World (Samuel Dinnar, Lawrence Susskind)....Pages 13-40 When Entrepreneurs Negotiate (Samuel Dinnar, Lawrence Susskind)....Pages 41-60 Real Entrepreneurs Describe Their Mistakes (Samuel Dinnar, Lawrence Susskind)....Pages 61-125 The Entrepreneurial Galaxy Reimagined: Prevent, Detect, and Respond to Your Mistakes (Samuel Dinnar, Lawrence Susskind)....Pages 127-177 Know Your Entrepreneurial Self (Samuel Dinnar, Lawrence Susskind)....Pages 179-186 Back Matter ....Pages 187-225 Samuel Dinnar, Lawrence Susskind ; Foreword By Edward Roberts. Includes Bibliographical References (pages 209-215) And Index.