August 2014
Beginner
427 pages
11h 40m
English
Content preview from The Guide to Entrepreneurship
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158 ◾ The Guide to Entrepreneurship: How to Create Wealth for Your Company
leverage to gain a better outcome or preferred solution. For startups, power
negotiation leverage is sought for two reasons:
◾ Equalization: to balance your opponent’s initial advantage
◾ Enhancement: to secure needed outcomes
8.2.1 StartUp Negotiator Fears
“It is easier to go down a hill than up, but the best view is from the
top of the hill.”
Most startup founders/entrepreneurs are novices at the art of negotiation.
For this reason, they dread the following three scenarios: (1) fear of look-
ing foolish, (2) fear of the unknown, and (3) fear from past bad negotiating ...
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