How do serial and unicorn entrepreneurs consistently secure deals with investors? What sets their negotiation behaviors apart from those of novice founders? This book dives deep into the black box of funding negotiations, uncovering the behaviors, tactics, and strategies that experienced entrepreneurs use in negotiations with venture capitalists.

Drawing from scientific research, this essential guide reveals:

• The key differences in negotiation competencies between novice and experienced entrepreneurs.

• Proven strategies and behaviors employed by serial and unicorn founders to secure better funding terms.

• A holistic approach to mastering venture capital negotiations.

To help readers translate these insights into practice, the book concludes with a powerful negotiation simulation. This interactive role-play, complete with teaching notes, delivers hands-on training in the skills that define the critical difference between an average deal and an exceptional one.This book is for anyone striving to achieve negotiation excellence by leveraging the proven strategies of today's top founders. It offers state-of-the-art strategies to secure outstanding deals while nurturing long-term, meaningful relationships with counterparts.

Autorentext

Dr. Christian Glade is an investor, author, and founder. He holds a degree in business administration (Diplom-Kaufmann) and a doctorate in economics.

Inhalt

Introduction.- Entrepreneurial negotiation: A systematic literature review of a nascent research field.- Differences between habitual and novice entrepreneurs in funding negotiations.- Start-up funding negotiations with venture capitalists: understanding the behaviors and strategies of experienced entrepreneurs.- The next unicorn - Funding negotiation between entrepreneurs and venture capitalists.- Contributions.