Entrepreneurial Negotiation: Understanding and Managing the Relationships That Determine Your Entrepreneurial Success (Hardcover, 2019)

1. Entrepreneurship: The Good, the Bad and the Terrible Good: When Co-founders Get Started Bad: When Angels Sing and Investors Dance Terrible: When Dogs-Eat-Dogs How to Use this Book Something Better: An Alternative Good Ending 2. The Entrepreneurial World The Entrepreneurship Process in Stages: from Seed to Exit Entrepreneurs Who Can Negotiate Can Make Things Happen A Map of the Entrepreneurial Galaxy Create Disruption, Thrive on Change, and Adapt Innovation Does Not Mean Reinventing Every Wheel Negotiation is a Vitally Important Entrepreneurial Skill 3. When Entrepreneurs Negotiate Entrepreneurs Must Take Risks What Made You Successful, Can Get You in Big Trouble Entrepreneurial Negotiation Can be Learned Negotiate Better and Become a Better Leader The 8 Most Dangerous Mistakes That Entrepreneurs Make How to Use the Recorded Cases That Follow 4. Listen to Real Entrepreneurs Describe their Mistakes Listen to Real Entrepreneurs Describe their Mistakes Case A - Illai Self-Centered Seed Stage Pitch Case B - Ailis Overly Optimistic Seed Stage Non-Investment Case C - Vinayak Winning at Competing First Term Sheets Case D - Barbara Compromising for Quicker Growth Stage Hiring Case E - Stephen Alone and Not Prepared to Sell the Company Case F - Dip Haggling to Extend the Runway Case G - Ben Intuitive Shift of the Revenue Growth Case H - Petra & Peter Non-Emotional Selling of their Company Reflections on the Eight Cases 5. The Entrepreneurial Galaxy Reimagined: Prevent, Detect and Respond to Your Mistakes Entrepreneurship As a Series of Negotiations Negotiating with Different Categories of Players Prevent Mistakes Before They Occur Detect Mistakes As You Make Them Reflect on Mistakes After Each Negotiation is Over Overcoming Biases and Challenges of Culture and Gender Using Agents to Negotiate on Your Behalf 6. Know Your Entrepreneurial Self Know Your Negotiating Self Dealing with the Most Dangerous Mistakes Develop The Skills You Need Keep Reflecting on Your Personal Theory of Practice Continue to Improve Soar with Your Strengths Develop and Support your Team Help Spread The Word! Appendix - Theory of Practice Tools and Templates