Entrepreneurs who are fortunate to partner with Venture Capital and Private Equity firms must identify the Gifts of their current and future staff to rapidly grow their companies to supersede ROI expectations.
Do you know the Gifts required to improve human performance and potential to swiftly grow your company? Engage Milestone’s former Fortune 500 executives, entrepreneurial leaders, human resource professionals and psychologists to Supercharge Your Company Today!
Entrepreneurs Beware Investor Negotiation Ploys
By Martin Zwilling
Every entrepreneur seeking funding loves the challenge of getting customers and investors excited, but dreads the thought of negotiating the terms of a deal with potential investors. They are naturally reluctant to step out of the friendly and familiar business territory into the unfamiliar battlefield of venture capitalists from which few escape unscathed.
In reality, a financing negotiation is not a single-round winner-take-all game, since a “good” deal requires that both parties walk away satisfied — with a win-win relationship. Brad Feld and Jason Mendelson, in their book “Venture Deals: Be Smarter Than Your Lawyer and Venture Capitalist” emphasize that there are only three things that really matter in this negotiation: achieving a good and fair result, not killing your personal relationship getting there, and understanding the deal that you are striking.
To be an effective negotiator, you first need to quickly identify and adapt to your opponents negotiating style. Feld and Mendelson identify the five most common negotiating styles that you will see on both sides of the table, and talk about how you can best work with each of them:
The Bully (aka UAW negotiator). The bully negotiates by yelling and screaming, forcing issues, and threatening the other party. They usually don’t understand the issues, so they try to win by force. Unless this is your natural negotiating style, their advice is to chill out as your adversary gets hotter.
The Nice Guy (aka used-car salesman). This style is pleasant, but you always feel like he’s trying to sell you something. While he doesn’t yell at you like the bully, it’s often frustrating to get a real answer (need to talk with the boss). For these, be clear and direct, and don’t be afraid to toss a little bully into the mix to move things forward.
Are You Using Your Gift At Work?
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Each year it is estimated that US corporations lose an estimated $350 Billion due to low productivity of actively dis-engaged workers. To help people and corporations solve this problem, The Milestone Brand (TMB) co-founders, Darrayl & Derrick Miles have authored Superhuman Performance, a two-part book series emphasizing Utilizing Your Gifts to Perform at Extraordinary Levels.
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