© 2019

Entrepreneurial Negotiation

Understanding and Managing the Relationships that Determine Your Entrepreneurial Success


  • Presents entrepreneurship as a sequence of negotiations within a galaxy of partners, investors, staff, suppliers, and potential consumers

  • Contains interviews with eight entrepreneurs as well as a detailed analysis of what the interviewees did wrong and what they now realize they should have done to prevent, detect or respond more effectively to their errors

  • Offers 3 prescriptions to common mistakes (prevention, detection, response)


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

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

About the authors

Samuel Dinnar is an instructor at the Program on Negotiation at Harvard Law School, with a 25-year track record as a global entrepreneur, hi-tech executive, board member, and venture capital investor. He is a strategic negotiation advisor and a mediator specializing in business conflicts involving founders, investors, and board members in early-stage, high-growth and distressed companies.

Lawrence Susskind has been an innovator and Professor at MIT for more than forty-five years. He is one of the founders and directors of the Program on Negotiation at Harvard Law School, and a founder of the Consensus Building Institute. He has trained tens of thousands of students and executives globally, and has published twenty books.

Bibliographic information

  • Book Title Entrepreneurial Negotiation
  • Book Subtitle Understanding and Managing the Relationships that Determine Your Entrepreneurial Success
  • Authors Samuel Dinnar
    Lawrence Susskind
  • DOI
  • Copyright Information The Editor(s) (if applicable) and The Author(s) 2019
  • Publisher Name Palgrave Macmillan, Cham
  • eBook Packages Business and Management Business and Management (R0)
  • Hardcover ISBN 978-3-319-92542-4
  • Softcover ISBN 978-3-030-06456-3
  • eBook ISBN 978-3-319-92543-1
  • Edition Number 1
  • Number of Pages XXIII, 225
  • Number of Illustrations 1 b/w illustrations, 24 illustrations in colour
  • Topics Popular Science in Business and Management
  • Buy this book on publisher's site


“‘Entrepreneurial Negotiation’ provides you great tools and mindset guidance to start considering negotiations as an opportunity, rather than a threat. ... it allows you to criticize your current negotiation attitude and identify your gaps to become a great negotiator.” (Alexandre Azevedo, The Traction Stage,, October 16, 2019)