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When Entrepreneurs Negotiate

  • Samuel Dinnar
  • Lawrence Susskind
Chapter

Abstract

Based on the authors’ research, and their review of what other scholars and practitioners have written, this chapter introduces key negotiation terms, explains key negotiation factors, and identifies the eight worst negotiation mistakes that entrepreneurs commonly tend to make: they are self-centered, overly optimistic, put too much emphasis on “winning” in the short term, are too quick to compromise, try to work alone, haggle, rely too much on intuition, and often deny their emotions. Entrepreneurs can improve their negotiation and leadership skills in order to sidestep these mistakes. The authors explain how to do this by taking advantage of the insights offered by real entrepreneurs who tell their stories in the video case studies that are quoted in the book and included in the e-book.

Keywords

Negotiation terms Worst mistakes Risk-taking Leadership Practitioner stories Negotiation factors 

Bibliography

  1. Fisher, Roger, William Ury, and Bruce Patton. 2011. Getting to Yes: Negotiating Agreement Without giving In. London: Penguin Books.Google Scholar
  2. Movius, Hal. 2008. The Effectiveness of Negotiation Training. Negotiation Journal 24 (4): 509–531.CrossRefGoogle Scholar
  3. Nadler, Janice, Thompson, Leigh and Van Boven, Leaf. 2003. Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer. Management Science, 49($):529-540.CrossRefGoogle Scholar
  4. Rackham, Neil, and John Carlisle. 1978. The Effective Negotiator—Part 1: The Behavior of Successful Negotiators. Journal of European Industrial Training 2 (6): 6–11.CrossRefGoogle Scholar
  5. Salacuse, Jeswald W. 2017. Real Leaders Negotiate!: Gaining, Using, and Keeping the Power to Lead Through Negotiation. New York: Palgrave Macmillan US.CrossRefGoogle Scholar
  6. Susskind, Lawrence. 2014. Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation. New York: Public Affairs.Google Scholar

Copyright information

© The Author(s) 2019

Authors and Affiliations

  • Samuel Dinnar
    • 1
  • Lawrence Susskind
    • 2
  1. 1.Program on Negotiation at Harvard Law SchoolCambridgeUSA
  2. 2.Department of Urban Studies and PlanningMassachusetts Institute of TechnologyCambridgeUSA

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