Delighted to share that our paper: Start-up funding negotiations with venture capitalists: understanding the behaviors and strategies of experienced entrepreneurs has been published in International Journal of Entrepreneurial Behavior & Research!
This study investigates how seasoned entrepreneurs negotiate to obtain VC funding, identifying three key dimensions of their behavior: negotiation competencies, power tactics, and negotiation style. The findings offer practical insights for entrepreneurs aiming to improve their negotiation skills and suggest that training programs can be developed to foster these behaviors, potentially leading to better funding outcomes. Based on our research, we’ve designed and refined our negotiation training for aspring entrepreneuers and have successfully tested it with first clients.
Many thanks to my co-authors: Christian Glade, Peter Kesting, and Dominik Kanbach for a great collaboration and to the anonymous reviewers for their suggestions and feedback.
We look forward to receiving your feedback and read your thoughts! Please reach out to us if you’re interested in collaborating on this or related topics.
Source: Start-up funding negotiations with venture capitalists: understanding the behaviors and strategies of experienced entrepreneurs