Entrepreneurial Negotiation

Understanding and Managing the Relationships that Determine Your Entrepreneurial Success

  • Samuel Dinnar
  • Lawrence Susskind

Table of contents

  1. Front Matter
    Pages i-xxiii
  2. Samuel Dinnar, Lawrence Susskind
    Pages 1-11
  3. Samuel Dinnar, Lawrence Susskind
    Pages 13-40
  4. Samuel Dinnar, Lawrence Susskind
    Pages 41-60
  5. Samuel Dinnar, Lawrence Susskind
    Pages 61-125
  6. Samuel Dinnar, Lawrence Susskind
    Pages 179-186
  7. Back Matter
    Pages 187-225

About this book


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.


entrepreneurial negotiation cross-cultural seed incubators startups angel investors innovation

Authors and affiliations

  • Samuel Dinnar
    • 1
  • Lawrence Susskind
    • 2
  1. 1.Program on Negotiation at Harvard Law SchoolCambridge, MAUSA
  2. 2.Department of Urban Studies and PlanningMassachusetts Institute of TechnologyCambridge, MAUSA

Bibliographic information