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
entrepreneurs commonly make.
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