Negotiation for entrepreneurship : achieving a successful outcome / Vimal Babu and Robert Hisrich.

Format:

Book

Author/Creator:

Babu, Vimal, author.

Hisrich, Robert, author.

Language:

English

Subjects (All):

Entrepreneurship.

Negotiation in business.

Physical Description:

1 online resource (167 pages)

Place of Publication:

London, UK : Anthem Press, [2023]

Summary:

The book deals with extraordinary insights about negotiation for start-up entrepreneurs and introduces several strategies and tactics to improve negotiation skills in an entrepreneurial ecosystem. Authors unbox several complex and conflicting scenarios and attempt to build an entrepreneurial mindset to crack great deals with smart application of negotiation strategies and tactics.

Contents:

Cover

Half-Title

Title

Copyright

Contents

Acknowledgements

About the Authors

Foreword

Preface

Introduction

PART I Entrepreneurship in the Twenty-First Century: Managing in a Vuca World

1 Entrepreneurship and the Entrepreneur

Learning Objectives

Opening Profile: Negotiating with Walmart Buyers

What Is Entrepreneurship?

Why Is Entrepreneurship So Important in the Twenty-First Century?

Prominent Example Entrepreneurs

Intentions behind Entrepreneurial Efforts

Sustainability and Entrepreneurship

Chapter Summary

Key Terms

Review Questions

You Be the Entrepreneur

Case Scenario

Suggested Reading

References

Table 1.1 Definitions of entrepreneurship.

Table 1.2 How a direct-to-consumer shirt brand is giving back?

2 Conflict Management and Entrepreneurship

Opening Profile: Power in Canadian Trade Negotiation

Barriers to Entrepreneurship

Case 2.1

What Happens When Entrepreneurs Deal with Conflict?

Nature and Sources of Conflict

Types of Conflict

Approaches to Conflict Management

Suggested Readings

Table 2.1 Model of conflict

3 Communication Skills for Entrepreneurs

Opening Scenario: The Disney-Fox Merger

Communication Skills and Conflict Management

Negotiation as an Entrepreneurial Skill

Communication Secrets for Effective Negotiation

Role of Non-Verbal Communication in Negotiation and Conflict Resolution

How Persuasion Helps in Negotiation?

Role of Influencing Skills in Negotiation

Case.

Suggested Readings

Table 3.1 Negotiation skills checklist.

Figure 3.1 Influencing

PART II Entrepreneurship: Minimize Mistakes to Maximize Gains

4 Intrapersonal and Interpersonal Dynamics in Entrepreneurship

Opening Scenario: Apple and US Book Publishers

Understanding Interconnections between Psychology and Entrepreneurship

Biases of Entrepreneurs in the Entrepreneurial Journey

Personality Types and Attitudinal Differences

Role of Emotions: Should Entrepreneur Be an Emotional Being?

Entrepreneurial Mind-set for Entrepreneurial Behavior

Case

Figure 4.1 Relationship between cognitive bias and entrepreneurship intention

5 Negotiation and Startup Ventures

Opening Scenario: Disney's Purchase of Lucasfilm

Startup Ventures and Negotiation

Historical Background of Negotiation

Negotiation at Individual, Departmental and Organizational Levels

Negotiation Styles in Startup Ventures

Integrative vs Distributive Negotiation

Impact of Poor Negotiation

Figure 5.1

PART III Strategy, Planning and Tactics in Negotiation

6 Negotiation Essentials: What all a Startup Entrepreneur Cannot Afford to Miss?

Opening Scenario: Simon &amp

Schuster vs Barnes and Noble

Planning and Scripting in Negotiation

Exploring Priorities of Parties in Negotiation

Winning Negotiation Strategies for Entrepreneurs

BATNA, ZOPA and Value Creation

De-anchoring in Negotiation

Multiple Alternatives and Deadlocks

Tactical Challenges

Dirty Tricks in Negotiation.

Chapter Summary

7 Ten Laws of Negotiation for Entrepreneurs

Opening Profile: Starbucks and Kraft Foods

Law 1: Call a Negotiation Meeting, Not Just a Meeting

Law 2: Applaud the Valid Arguments of the Other Party

Law 3: Keep Ready Your Plan of Action Against a Tragic End

Law 4: Ending Well Is Indispensable

Focus on Means Is Inevitable Too!

Law 5: Probing Is an Art in Negotiation: Learn It!

Law 6: Making Offers Is Good: The Question of Timing Matters!

Law 7: Avoid Taking Up Multiple Interests in One Go

Law 8: Empathy Can Cultivate Mutual Interests-Cultivate It!

Law 9: Building Trust Reduces Indifferences between Parties

Law 10: Irrationality of Other Party: Dig Deeper, You May Find Hidden Interest Sleeping Underneath!

PART IV Negotiation and Women Entrepreneurs

8 Women Entrepreneurs Can Lead Negotiation

Opening Profile: Walmart Vendors

Generate Alternatives for the Counterpart

Take Advantage of Your Strength Being an Active Listener

Concessions Are Good! Learn to Use Your Power Rather Than Relying Much on Concessions

Knowing When to Say "No" Is Crucial in Negotiation: A "Must" Learn Factor for Women Entrepreneurs to Strike Win-Win Deals

9 Women Entrepreneurs Can Win Negotiation

Opening Profile: Time Warner Cable

Don't Take Things for Granted

It Will Cost You

Know Your Value in the Negotiating Table

Strong Network Is Net-Worth in Negotiation

PART V Cultural Dynamics and Negotiation.

10 Culture Differences Impact Negotiation: Embrace It!

Opening Profile: The Free Trade Agreement between Canada and United States

Cultural Factors and Cognitive Dynamics

Communication and Intercultural Negotiation

Role of Emotions in Intercultural Negotiation

Index.

Notes:

Description based on print version record.

ISBN:

9781785277788

1785277782

OCLC:

1356008146