Entrepreneurial Negotiation is a comprehensive guide to the negotiation process and how to improve one’s negotiation skills.
As a startup founder, you’ll have to negotiate with many parties like co-founders, customers, suppliers, employees, and other stakeholders.
What you get from each negotiation will impact directly your startup’s short and long-term outcomes.
Therefore, improving your negotiation skills means raising the chances of maximizing the value created for your startup.
In that sense, the book “Entrepreneurial Negotiation”, by Samuel Dinnar and Lawrence Susskind, will help you a lot.
In the first pages, you’ll read about a fictitious example of two co-founders who face many entrepreneurial negotiation challenges. From this initial case, you’ll see three different endings, based on the characters’ attitudes toward the negotiation process.
Next, you’ll understand the main components of negotiation in the entrepreneurial context. There, you’ll read about the main situations in which negotiation skills are required from the entrepreneur.
In the sequence, you’ll learn about 8 real cases of entrepreneurs who decided to share their negotiation mistakes. For each case, the authors provide a diagnosis of what could these entrepreneurs have done differently.
After that, you’ll learn how to prevent, detect and respond to the most common mistakes entrepreneurs do in negotiations.
Finally, you’ll count on 8 worksheets to help you on putting into practice the content seen throughout the book.
In summary, “Entrepreneurial Negotiation” provides you with great tools and mindset guidance to start considering negotiations as an opportunity, rather than a threat.
Also, it allows you to criticize your current negotiation attitude and identify your gaps to become a great negotiator.