Entrepreneurial Negotiation by Samuel Dinnar and Lawrence Susskind

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 on 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.

The book is a guide for you to understand the entrepreneurial negotiation process and to improve your negotiation skills.

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 characters attitudes towards 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 on 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 with 8 worksheets to help you on putting into practice the content seen throughout the book.

In summary, “Entrepreneurial Negotiation” provides you 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.


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