These Negotiation Mistakes will Set Your Business Back – Unless You Learn to Avoid Them
June 10, 2019 / smallbiztrends
This week, on the Small Business Radio Show, Samuel Dinnar discusses why the startup environment is different and how this impacts an entrepreneur’s ability to negotiate. Dinnar co-authored “Entrepreneurial Negotiation” and serves as an instructor at the Program on Negotiation at Harvard Law School . In our interview, Samuel reveals the four factors that make entrepreneurial negotiations difficult. They include complexity, uncertainty, the importance of long-term relationships, and heightened emotions. Let’s start with uncertainty. Many small businesses lack leverage because they don’t know if they will be around to follow through on the negotiations. And they also may not possess enough enough capital to stay in business. Emotions quickly escalate because things become personal. People’s egos clash. And this triggers their fears. Fears in turn interfere with successful negotiations.