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Negotiation for Startups

4.5 (9)

2 Weeks

Cohort-based Course

Over 10+ years, I've transformed 1000s of reluctant negotiators into Confident Deal Architects.

Negotiation for Startups

4.5 (9)

2 Weeks

Cohort-based Course

Over 10+ years, I've transformed 1000s of reluctant negotiators into Confident Deal Architects.

Hosted by

Lisa Shu, PhD

Founder, Newton Venture Program | Negotiation Professor, London Business School

Lisa Shu, PhD

Founder, Newton Venture Program | Negotiation Professor, London Business School

Course overview

Great negotiators are not born—they are created

If only reading and streaming could make you a more effective negotiator. The reality is: Negotiation is a muscle built through practice.

Early startup negotiations have outsized consequence. What if you could role-play the most critical negotiations BEFORE the stakes are real?

Who is this for?

Early stage startup founders who will soon raise their Seed or Series A round

Aspiring and stealth founders preparing to embark on the founder journey

First hires = Chief Everything Officers who are the backbone of every early stage startup

Early stage startup founders who will soon raise their Seed or Series A round

Aspiring and stealth founders preparing to embark on the founder journey

First hires = Chief Everything Officers who are the backbone of every early stage startup

What will you gain?

Role-play negotiation scenarios BEFORE the stakes are real

Practice negotiating key scenarios you'll encounter in your entrepreneurial journey: negotiations with your cofounder, your employees, your customers, and your investors—including angels, VCs, and venture debt providers

Speak like a VC

Don't let pretentious jargon intimidate you. You'll become fluent in the strategic toolkit taught across all top-tier MBA programs (BATNA, ZOPA, MESOs, etc) and standard VC jargon so you can navigate funding conversations confidently with equal footing

Avoid costly traps

Gain tactical experience to navigate common pitfalls. Practice tactics to counter the power asymmetry with seasoned investors when facing the pressure of an expiring runway

Real feedback from real negotiation partners

Never wonder "AITA?" again. Experiment with different negotiation styles in a safe sandbox environment and gain candid feedback from your role-play partners.

For founders, by founders

The most founder-friendly essential course, taught by a founder, iterated by founders

You're in great company

Course alumni have raised funding from YC, EF, On Deck, SoftBank, SVB, Techstars, and more!

Meet fellow venturers

Join a community of founders who will face similar challenges as you. This will be invaluable as your business grows

Don't just take our word for it...

Lisa's negotiation course is without a doubt the single most valuable course as a founder! I was armed to go into real negotiations with clear strategies and multiple plans to implement. It's helped me maximize my outcomes in client and employment negotiations, and in fundraising for and selling my startup.

Lyz Swanton

Cofounder, Feedr

Lisa's course prepared our founding team exceptionally well for the multi-dimensional negotiations we faced as founders, in particular term sheets with investors, share options with employees, and terms with suppliers. The fundamentals Lisa taught and actual negotiations practice were critical to getting the best outcomes against the odds!

Will Verrill

Cofounder, Stitched

Loved the class - had been looking for this FOR YEARS. I've read negotiation books, but never digested the content. This course makes sure you actually DO the negotiation, and lets you experiment with your personal approach at the same time.

Vatsal Aggarwal

Cofounder, Stealth Startup

I often think "Bless Lisa Shu" when I have a good negotiation. Between jobs, a flat in London and a car, I figure your teachings on negotiation have saved me in the solid 6-7 figure range! That, and they have made me quite a few more friends coming out of difficult negotiations! ;) Bless you, Lisa Shu!

Crystal Ruff, PhD

Founder, DRI Biotechnologies

Lisa's course was a great sandbox for testing out different strategies via role-play with an intimate cohort of high-quality peers. I came away with real practical tips, more confidence, and an upgraded mental framework of how to approach negotiations. Technical founders and senior management—highly recommended!

Chit-Kwan Lin, PhD

Founder, Revelata

Professor Shu's course was the highlight of my MBA. She combined memorable frameworks with real practical exercises ranging in complexity from 1-on-1 to multi-stage group negotiations. Her deep knowledge, passion for the subject, positive energy, and genuine willingness to mentor individuals were truly inspiring. Highly recommended!

Mathias Keller

Head of Transformation, Public

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Meet your faculty

Lisa Shu, PhD

Founder of the Newton Venture Program & Negotiation Professor at London Business School

Lisa Shu has transformed thousands of reluctant negotiators into confident deal architects. Combining 10+ years teaching negotiations to founders & investors with her own founder's journey launching the Newton Venture Program: Lisa is passionate about helping founders create and capture value for the teams they build through equipping them with the vital skill of negotiation.

Lisa combines practical experience with academic insight. Since 2012, she has taught negotiation to oversubscribed MBA classrooms, and created custom executive training programs for top-tier venture capital, growth equity, and private equity firms. A former advisor to LocalGlobe VC: Lisa engaged in hundreds of hours of dealflow meetings, witnessing how countless deals have been won–and lost.‍ With expertise grounded in a PhD in Org Behavior and Psychology from Harvard Business School, Lisa understands investor psychology better than investors do.

A trusted board advisor to various startups, Lisa has personally negotiated lasting deals with a wide range of counterparts–including managing directors of investment banks, managing partners of investment firms, deans of universities, and of course, founders of startups.

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Course details

📅 WHEN

Tuesdays & Thursdays (Oct 11, 13, 18, 20)

8:00pm - 10:00pm UK (GMT+1)

Negotiate a live deal outcome with a new counterpart in each session—come to class ready to negotiate!

*OPTIONAL* Fridays (Oct 14, 21)

3:30pm - 4:30pm UK (GMT+1)

AMA Office Hours: send burning questions ahead of time or ask them live!

🤝 WHAT WILL YOU NEGOTIATE ?

Role-play these key scenarios with different counterparts:

✅ VC term sheet negotiation

✅ Closing new hire

✅ Supplier partnership

✅ Company acquisition

After each negotiation: we'll reveal the full range of outcomes & uncover tactics that predict success

Receive feedback from counterparts to help you iterate on your personal negotiation style ✨

🤔 WHAT WILL YOU TAKE AWAY FROM THE COURSE?

Architect your own roadmap

Build your customized model to help you navigate future significant conversations

Candid feedback from negotiation partners

Never wonder "AITA?" again

Confidence

Feel your heart rate increase, body temperature rise, experiment with new-to-you negotiation tactics—all in a safe learning bubble BEFORE the stakes are real

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Negotiation for Startups

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