Negotiation for Entrepreneurs
What you'll learn
- In this course, you will learn the principles of strategic negotiation
- How to negotiate with agents of organizations
- How to negotiate price when both buying and selling
- How to use our analytical tools to prepare for any negotiation
This is a course on strategic collaboration for entrepreneurs and their stakeholders. It consists of an introduction to the basic principles of strategic negotiation, a guide to negotiating with agents of organizations, a discussion of negotiating about price, and four videos on how to use the preparation templates that are included with the course.
Course participants have access to occasional live webinars in which we demonstrate how to analyze and prepare for specific negotiation challenges such as resolving conflicts with co-founders, deal making with angel investors, get a line of credit at a bank, and more.
Every leader of a startup is continually working with other people to get something done or thinking about ways to get help from someone. That is the essence of negotiation.
What makes strategic negotiation strategic is the incorporation of the interests of other people into the plan for getting what we want. If other people are either necessary or a potential impediment to what we want to accomplish, we must take what they might do or be persuaded to do into account. That means we must consider what they want and need—their interests.
Strategic negotiation is a form of collaborative negotiation, a process of working together to create more value for all involved rather than pushing against each other in an effort to outwit, outfox, outmaneuver, coerce, or otherwise prevail in a game of winning and losing, where most often everyone loses.
This course introduces the basics of the strategic negotiation method to entrepreneurs and their stakeholders. It is only the beginning, but for entrepreneurs it is a valuable set of tools and techniques.
Who this course is for:
- Startup teams
- Investors in startup businesses
Michael Palmer is the founder and lead consultant of Grow a Great Company (formerly Ethics By Design). He received his M.A. and Dr. Phil. degrees from the Freie Universität Berlin and his J.D. from Georgetown University. He has been a lawyer since 1980.
Mike’s consulting practice has included work for Fortune 500 companies, Big 4 accounting and consulting firms, medical care facilities, and government agencies.
Mike has taught negotiation and conflict management skills to thousands of executives, lawyers, health care professionals, academic leaders, community members, and college students.
He works with Charles L. Howard, the recognized authority on ombuds offices, in helping organizations establish ombuds offices to help resolve work-related problems informally, confidentially, and impartially.
He has taught at colleges, universities, and law schools in Germany and the United States, including at Middlebury College (1996-2008) and Champlain College, where he teaches an online course on professional ethics.
Mike is the author of The Morally Responsible College, Professional Ethics for Business Managers, Complying with the Ethics Mandates of the Federal Acquisition Regulation, Winning Settlements: What Lawyers Must do to Get the Best Deals for Their Clients, and numerous articles on business ethics, negotiation, mediation, and litigation risk management.
Mike first practiced law with Jenner & Block in Chicago and then as head of his own firm in Vermont. He is a Senior Professional with CMI Concord Group and serves as a legal expert in USAID-funded Rule of Law projects in countries with developing economies such as Jordan, Macedonia, Bosnia and Herzegovina, Russia, Azerbaijan, and Mongolia. A frequent speaker and resource person, Mike has conducted workshops at regional, national, and international conferences and taught seminars for professionals and business leaders on a variety of topics.