Follow me

Should you co-found a company with your friend? And how do you split the equity?

If you’re talking with cofounders about launching a new business, you’re fundamentally recruiting someone to take the job of partnering with you for the next decade.  I see a lot of founders who do less due diligence than I think ideal before making that long-term commitment. Just knowing one [...continue reading]

How to ensure everyone agrees on the contract you just signed

When we negotiate a deal, the paperwork is intended to document the deal.  If necessary, the paperwork is supposed to ensure that all parties keep their commitments. But I admit it: I’m paranoid.  How do I ensure enforceability?  We are investing millions of dollars based on a few pieces of [...continue reading]

How to negotiate a partner role at a VC or private equity firm

It’s hard enough to get a job at a venture capital or private equity firm; it’s even more complex to join as a Partner.  I thought it would be helpful to put together some notes on market norms and issues to consider in negotiating a partnership at an institutional investment firm.  These are many [...continue reading]

Useful negotiation links

Via Dan Schatzman: When to Make the First Offer in Negotiations http://hbswk.hbs.edu/item.jhtml?id=4302&t=strategy A Better Way to Negotiate: Backward http://hbswk.hbs.edu/item.jhtml?id=4278&t=strategy&nl=y Keeping Your Cool in [...continue reading]

The Master Negotiator, Part II

Victor Urbach has released part II of his online talk on negotiating techniques: The Urbach Letter - February 2005. [...continue reading]

Off With the Gloves: The Hardball Approach to Business – Knowledge@Wharton

Off With the Gloves: The Hardball Approach to Business - Knowledge@Wharton [...continue reading]

Negotiation: Yahoo CEO Describes Art of the Deal

HBS Working Knowledge: Negotiation: Yahoo CEO Describes Art of the Deal [...continue reading]

How to Use Deadlines for Powerful Negotiations

Use Deadlines for Powerful Negotiations [...continue reading]