Capitalists: Trendsetter Inc. TEACHING ENTREPRENEURIAL THOUGHT & ACTION 20 March 2012 Richard T. Bliss‚ PhD Trendsetter Inc. Learning Objectives 1. The entrepreneur/VC relationship 2. Exposure to deal term sheets 3. Moving beyond valuation 4. VC negotiations 2 The Entrepreneur/VC Relationship Entrepreneur VC 3 The Entrepreneur/VC Relationship • Provisions to address adverse selection − due diligence − staging/milestones − use of convertible preferred shares • Provisions to facilitate
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Negotiation: New Recruit Role of Candidate 1. What issues are most important to you? 1. Salary ‚ 6000 points‚ range $110‚000-$90‚000‚ decrement of $5000 or 1500 points. 2. Signing Bonus‚ 4000 points‚ $25‚000-$5‚000‚ decrement of $5000 or 1000 points. 3. Moving Expenses Covered‚ 3200 points‚ 100%-60%‚ decrement of 10%=800 points 4. Division‚ 2400 points‚ A-E‚ decrement of 600 points 5. Starting date‚ 2400 points‚ Aug 1-June 1‚ decrement of about 15 days=600
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Characterized by multiple parties with interdependent goals‚ the negotiation process can involve a number of strategies and tactics that help parties maximize their outcomes. Some of the most useful and versatile of these strategies are forms of persuasion. Persuasion aims to change the behavior‚ attitudes‚ or beliefs of another party in some way for the benefit of the persuader‚ but how can one effectively use such a strategy in a negotiation scenario? Persuasion is an activity made necessary by the fact
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Describe at least two benefits if using enterprise systems. Enterprise system is an integrated enterprise-wide information system that coordinates key internal processes of the firm. Set of integrated modules for applications such as sales and distribution‚ financial accounting‚ investment management‚ materials management‚ production planning‚ plant maintenance‚ and human resources that allow data to be used by multiple functions and business processes. Enterprise systems
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Negotiations that preserve relationships 1.0 INTRODUCTION When thinking about workplace negotiations‚ what normally comes to our minds is a picture of relatively aggressive opponents holding their files and arguments‚ determined to get the best for themselves out of the process. A different and better approach to negotiating is to assume that the parties’ subsequent relationship remains as important as the details of the deal struck between parties‚ i.e. collaborative negotiations. Negotiation
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Section 1: Review Exhibit 2-4 in the textbook According to the Persuasive Communications and Negotiation course‚ before a negotiation‚ the negotiator should make adequate preparations. These preparations include self-assessment‚ assessment of the other party and the situation assessment. First‚ the negotiator should complete self-assessment. The negotiator should clearly understand what he want‚ what his target point and reservation point are‚ what his alternatives are‚ and analyses‚ which is the
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to negotiate across cultural and national boundaries. There are many cultural challenges‚ to be considered while conduct business negotiation in cross cultural situation. Cultural dimension theory and negotiation process help to understand these challenges and find the remedies. For instance‚ Hofstede four dimensions and high and low culture context dimensions are two important theories to explain the behavior of negotiator in international business from cultural perspective. From these theories
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First Negotiation : Hamilton Real Estate. Role Played: Executive VP of Pearl Investment. Hamilton Real Estate was my first negotiation in the negotiation class. Actually‚ it was not my first experience of negotiating. Back home‚ I used to be in charge of my family business which is a company of real estate. Therefore‚ I have already run many real life negotiations very similar to this particular one. My previous experiences of negotiating real estate properties sale were slightly different from
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Reading Responses Face-Negotiation Theory Face-Negotiation theory was developed by Stella Ting-Toomey in 1985. It is a theory that explains why members of two different cultures manage conflict differently. Ting-Toomey asserts that different cultural values exist in dealing with conflict‚ and these conflictual episodes‚ in turn‚ are influenced by the face concerns and face needs of communicators. The differences in cultures‚ distinguishing between individualistic and collectivistic orientations
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Negotiation Summary/Analysis Form 1. The Problem: What is the problem that must be solved in this negotiation? Beta’s ‚ Inc.‚ a robotic manufacturing company had a preliminary discussion with Alpha Inc. about a possible licensing arrangement. In this discussion‚ the companies agreed to be in a relationship for 5 years‚ Alpha‚ Inc. will receive fully assembled Robots from Beta’s In. and will sell under Alpha‚ Inc.’s name‚ companies will have a technology exchange‚ and the agreement will be nonexclusive
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