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Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success, by Samuel Dinnar Lawrence Susskind
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Review
“This book should be read by everyone who is selling, buying or trying to establish relationships. All of these require negotiation. Each of these activities is more complex than most people think. This book offers practical guidelines, checklists and advice. The theme is that through conscious thought, you can improve your outcomes.†(Howard Stevenson, Sarofim-Rock Professor Emeritus, Harvard Business School; Founder and first President of the Baupost Group, USA) “Dinnar and Susskind have used a hypothetical tale of two startup founders to create the visceral, emotional, legal and practical rollercoaster that is the typical journey of the entrepreneur. They take their reader through the data, resources and considerations that will help them navigate these same challenges for their own startups in a pragmatic and engaging read.†(Heidi Roizen, Silicon Valley long-time entrepreneur, executive and board member; Venture Capital Operating Partner, Draper Fisher Jurvetson) “This book should be required reading for every entrepreneur – indeed, anyone launching a new enterprise. Dinnar and Susskind do more than identify the common conflicts that arise in the start-up world; they crystalize and illustrate the best advice from the field of negotiation.†(Robert Mnookin, Chair, Program on Negotiation, Harvard Law School; author of Bargaining with the Devil: When to Negotiate, When to Fight) “The authors present our venture industry with a unique gift – a common language and proven framework to improve our entrepreneurial interactions, relationships, agreements and outcomes. I have seen great technologies, great ventures and great sums of money lost to some of the most basic negotiating mistakes. The authors provide a useful and practical framework to prevent such missed opportunities. The result will be happier entrepreneurs, rewarded investors, and a better world. Every entrepreneur and VC could benefit from this unique combination of theory and practice.†(Paul Maeder, Chair and Founding Partner, Highland Capital; former Chair, National Venture Capital Association) “Both aspiring and experienced entrepreneurs have much to gain from this book! Dinnar and Susskind tap their extensive experience and deep knowledge of negotiation practice and research to offer a gold mine of negotiating advice and preparation tools. Moreover, I applaud their thoughtful consideration of factors, such as gender and culture at the negotiating table.†(Hannah Riley Bowles, Chair, Management, Leadership, and Decision Sciences Area; Faculty Director, Women and Public Policy Program, Harvard Kennedy School “Negotiation is an essential competence for entrepreneurs seeking to build a successful company and to drive change in their industry. In this highly practical guide, packed with examples and techniques, Samuel Dinnar and Larry Susskind highlight the common mistakes entrepreneurs make, and draw valuable negotiation lessons for navigating conflict effectively at all stages of entrepreneurship. Recommended for aspiring and seasoned entrepreneurs alike.†(William Ury - Co-author of Getting to Yes; Co-founder of Harvard’s Program on Negotiation; Author of seven books) “A must-read for any and every founder navigating their way along the path, from conception and short-term viability, to finding long-term success. Entrepreneurial Negotiation helps you see the pitfalls and maximize the potential in your most important relationships - with partners, angel investors, VC funders, key employees and early clients. Whether you're a start-up or taking your established business to the next level, this should be required reading for the whole leadership team.†(Sheila Heen – Cofounder of Triad; Lecturer at Harvard Law School; Co-author of Difficult Conversations and Thanks for the Feedback) “As a Founder-CEO I have seen my venture grow from just a dream, to an accelerator with programs and employees around the globe. Some of our 1,500+ alumni have solved, disrupted, and created change worldwide. Others have had to shut down their ventures. As the book Entrepreneurial Negotiation so vividly describes, much of the success of a startup depends of the entrepreneur’s ability to understand and manage their critical relationships. My partners and I facilitate judging and mentoring hundreds of startups each year. We see founders pitching their ideas and making many of the eight dangerous mistakes that the book describes – from being too self-centered, to denying their emotions while trying to “win†at all costs. I see many founders operate their seed-stage startup based on gut instinct and intuition, without any real framework of negotiation. I believe they can, and should, do better. This book is “mission critical†for entrepreneurs, and for any person or corporation that wants to collaborate with startups. Entrepreneurial Negotiation is a treasure trove of insights and practical advice on how to develop your key relationships, manage your natural mistake-biases, and direct your startup interactions to achieve high impact, from seed to exit.†(John Harthorne - Founder and CEO of MassChallenge; Winner, 2007 MIT $100K Business Plan Competition; 2013 Young Global Leader, The World Economic Forum)
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From the Back Cover
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 commonly make.
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Product details
Hardcover: 225 pages
Publisher: Palgrave Macmillan; 1st ed. 2019 edition (August 17, 2018)
Language: English
ISBN-10: 9783319925424
ISBN-13: 978-3319925424
ASIN: 3319925423
Product Dimensions:
6.2 x 0.5 x 9.5 inches
Shipping Weight: 1.2 pounds (View shipping rates and policies)
Average Customer Review:
5.0 out of 5 stars
8 customer reviews
Amazon Best Sellers Rank:
#308,545 in Books (See Top 100 in Books)
Entrepreneurs usually have strong expertise and training on the fields they are going to act (programming, marketing, design, technology, finance). Nevertheless, most of them neglect the importance of developing their negotiation skill. And despite of their role in the business, one thing is for sure: they will have to negotiate a lot! With partners, bosses, employees, clients, investors etc.It is amazing how this book translates the negotiation techniques into the entrepreneurship world. By using examples that relate to the day-by-day challenges of most, if not all, start-up companies, the authors are able to offer valuable knowledge on what to do, and especially, on what mistakes all entrepreneurs should avoid. Definitely a must-read for all entrepreneurs.
I have been mentoring entrepreneurs for several years and consulting to some who have reached the "series funding" stage. This is usually the first time they realise they need help with their negotiations; actually they needed it much earlier and got as far as VC funding in spite of themselves! My advice to all entrepreneurs, and to others who have to negotiate in their business lives: Read this book! Learn from the wisdom of the authors and the mistakes of your peers. It could be the most important book you ever read.
A fully helpful tool for improve your skills on negotiation while you develop your entrepreneurial process.
I've had several entrepreneurial/early stage adventures (beginning in 2000), and I worked as a colleauge of Samuel Dinnar for more than 5 years (2008 - 2013). I experienced first hand his unique skills as a negogiator in a very large number of situations. When he informed me he had co-written this book, I procured an advance copy and read it straight away. The two take-aways for me are: 1) ANYONE in business should read it . . but especially entrepreneurs. 2) I WISH it had been available 18 years ago, as I recall making all the mistakes outlined in the book. It's the best.
Drawing on their years of experience and research, the authors identify eight common mistakes in the entrepreneurial setting. Each topic is then tied to a real-life story from various entrepreneurs who struggled with the issues during their company life-cycles.Entrepreneurs know about the importance of a business plan, financing, governance, intellectual property protection and a host of other key components for growing a business. Yet, negotiation has not historically been considered a key entrepreneurial skill – with company success/failure viewed as binary options. This book, along with the associated videos, should change that for good. Highly recommended for entrepreneurs and all those dealing with entrepreneurs.
Great practical resource! I recommend this book for anyone looking to identify and improve his or her negotiating weaknesses.
A comprehensive playbook for success and navigating deal making in start-up land - Learn from 2 remarkable leaders and educators, it is the real deal!
A must read for all entrepreneurs! The authors leverage their extensive experience working with companies at all stages to offer practical tools for move businesses forward. The way this book is laid out, highlighting the eight most common challenges, makes it especially user friendly and accessible—just what busy entrepreneurs need! I would highly recommend for those looking for a book that will help with real world challenges.
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