Abstract
Both budding and experienced entrepreneurs can improve their chances of success if they can sharpen their self-awareness, enhance their situational sensitivity, and build their communication skills. This chapter provides very specific instructions about how to prepare for various kinds of negotiations (with actors in all parts of their entrepreneurial galaxy), how to handle moves while at the negotiation table, and how to reflect afterward. The goal is to prevent the typical mistakes that have been identified, detect mistakes that have been made inadvertently, and recover from these mistakes, especially when important relationships are threatened. The book re-conceptualizes entrepreneurship through the lens of negotiation and provides clear prescriptive advice based on practical findings. A special section is devoted to the challenges of gender and diversity, proposing techniques to overcome biases and to deal with cultural barriers. These concepts are then extended to discuss the advantages and methods of using agents to negotiate on your behalf.
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Dinnar, S., Susskind, L. (2019). The Entrepreneurial Galaxy Reimagined: Prevent, Detect, and Respond to Your Mistakes. In: Entrepreneurial Negotiation. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-92543-1_5
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DOI: https://doi.org/10.1007/978-3-319-92543-1_5
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