The art of negotiation

There is no more important skill for a founder than the ability to negotiate.

When scaling a startup, entrepreneurs have many meetings, conversations, and discussions. We will tell you how not to screw up in negotiations and learn how to properly present yourself and the project.

2 карточка:?

Good preparation is your key to success. Before negotiating, answer the questions:

Define social roles: Who am I? Who is my opponent?

Understand your positions: What is my view of the situation? What is the opponent’s opinion?

Consider emotions: What am I experiencing? What does he/she feel?

Understand your interests: What do I want? What does he/she want?

These points will guide you and help you stay on the right track during the negotiations.

3 карточка:?

Let's understand the typical mistakes in negotiations

1st mistake: you need something

Showing your partner that you are in dire need of cooperation is a bad idea. This will give a signal to the opponent: ?They are ready for any conditions?.

4 карточка:?

2nd mistake: you accept social roles

Even if your partner has more potential than you, don't put yourself down. It looks like a sign of weakness and dependence. On the contrary, your opponent will admire it, if you interact on an equal footing.

5 карточка:?

3rd mistake: you ignore emotions

Show empathy for the interlocutor, and show that you understand his feelings. You need to do it intelligently, for example: ?Yes, we perfectly understand your current state of affairs—this is really disturbing. Since we ourselves faced a similar problem, we understand the need for our cooperation?.

6 карточка:?

4th mistake: you forget about iteration

When you ask a question—expect a specific answer. Do not overwhelm the interlocutor with a flurry of questions—most likely, he/she will answer the last or the easiest question.

7 карточка:?

On the C-Level program, you will learn about the communicative and cultural features of conducting business negotiations with investors, partners, and clients. Leave an application for School of С.