Happy to announce that our paper “Differences between habitual and novice entrepreneurs in funding negotiations” has just been published in the International Journal of Entrepreneurial Behaviour & Research!
Serial entrepreneurs are generally able to secure more venture capital funding and on better deal terms than novices. Our study investigates the disparities in negotiation competencies between habitual and novice entrepreneurs during VC funding negotiations. We use a qualitative approach to investigate the variation in negotiation competencies between habitual and novice entrepreneurs, utilizing the negotiation competency model (NCM). Our findings reveal substantial differences between novice and habitual entrepreneurs in VC negotiations. The results indicate three primary dimensions contributing to these differences: expertise, reputation, and negotiation competences. Our study represents one of the earliest empirical investigations into the entrepreneurial negotiation competencies within VC negotiations. The findings narrow the gap between novice and habitual entrepreneurs in VC negotiations by pinpointing the distinct variations between these two groups, which hold significant practical implications.
We are already translating our findings into a negotiation training designed especially for entrepreneuers to prepare them for their most important entrepreneurial negotiations! Please reach out to me if you’re interested in such training!
Many thanks to Christian Glade, Peter Kesting, and Dominik K. Kanbach for a great collaboration on this project! We also keep on looking at the VC funding negotiations and hope to report further insights soon!
Source: Differences between habitual and novice entrepreneurs in funding negotiations | Emerald Insight
