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.
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?
01
Early stage startup founders who will soon raise their Seed or Series A round
02
Aspiring and stealth founders preparing to embark on the founder journey
03
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.
Negotiation for Startups
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...
Lyz Swanton
Will Verrill
Vatsal Aggarwal
Crystal Ruff, PhD
Chit-Kwan Lin, PhD
Mathias Keller
Meet your faculty
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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.
Course syllabus
Week 1
Oct
11
Session 1
Oct
13
Session 2
Oct
14
AMA Office Hours 1
Session 1 | Negotiation Fundamentals: Building Blocks
Session 2 | Negotiator's Dilemma
Week 2
Oct
18
Session 3
Oct
20
Session 4
Oct
21
AMA Office Hours 2
Session 3 | Hiring Negotiation
Session 4 | Term Sheet Negotiation
Frequently Asked Questions
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