Business
Entrepreneurial Negotiation
Samuel Dinnar, Lawrence Susskind
3.7 (480) 8 min read 5 key ideas
A negotiation framework specifically designed for entrepreneurs and startups, where power imbalances and resource scarcity are the norm.
Key takeaways
- Entrepreneurs Face Distinct Negotiation Challenges
- Negotiating With Investors Requires Managing Significant Power Imbalance
- Co-Founder Negotiations Require Addressing Difficult Topics Early
- Interest-Based Negotiation Applies Even Under Extreme Uncertainty
- Building Negotiation Skill as an Ongoing Entrepreneurial Capability
Action checklist
- Identify shared interests before positions in your next business negotiation
- Prepare your best alternative (BATNA) before your next negotiation
Final takeaway
The authors' closing invitation: apply the book's specific frameworks to your current entrepreneurial negotiation challenges while treating negotiation skill development as an ongoing capability requiring continued attention throughout your venture's entire lifecycle, not a single skill to master and then set aside.
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