Skip to Main Content
Venture Deals, 4th Edition
book

Venture Deals, 4th Edition

by Brad Feld, Jason Mendelson
August 2019
Beginner content levelBeginner
368 pages
9h 33m
English
Wiley
Audiobook available
Content preview from Venture Deals, 4th Edition

CHAPTER 13Negotiation Tactics

Regardless of how much you know about term sheets, you still need to be able to negotiate a good deal. We’ve found that most people, including many lawyers, are weak negotiators. Fortunately for our current and future portfolio company executives, they can read about everything we know online and in this book, so in addition to being better negotiators, they now know all of our moves and can negotiate more effectively against us.

There are plenty of treatises on negotiation; however, this chapter walks through some negotiation tactics that have worked well for us over the years. Although this book is primarily about financings, we’ll talk about a range of negotiation tactics that you can use in your life, and we illustrate some of the different types of characters you’ll meet along the way.

What Really Matters?

There are only three things that matter when negotiating a financing: achieving a good and fair result, not killing your personal relationship getting there, and understanding the deal that you are striking.

It has been said that a good deal means neither party is happy. This might be true in litigation or acquisitions, but if neither party is happy following the closing of a venture financing, then you have a real problem. Remember, the financing is only the beginning of the relationship and a small part at that. Building the company together while having a productive and good relationship is what matters. A great starting point is for ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Venture Deals, 4th Edition

Venture Deals, 4th Edition

Brad Feld, Jason Mendelson
Venture Deals, 3rd Edition

Venture Deals, 3rd Edition

Brad Feld, Jason Mendelson
Fundamentals of Corporate Finance, Second Edition

Fundamentals of Corporate Finance, Second Edition

Robert Parrino, David S. Kidwell, Thomas W. Bates

Publisher Resources

ISBN: 9781119594826Purchase book