Entrepreneurial Negotiation; a Book Talk with Lawrence Susskind and Samuel Dinnar

Event Date: Thursday September 13, 2018
Time: 5:30 - 7:00 PM
Location: WCC 2012, Harvard Law School Campus, Cambridge, MA

The Program on Negotiation at Harvard Law School is pleased to present:

Entrepreneurial Negotiation

A book talk with co-authors

Lawrence Susskind

Ford Professor of Urban and Environmental Planning, MIT

Samuel Dinnar

Mediator & Consultant

Thursday, September 13, 2018
5:30 – 7:00 PM
WCC 2012
Harvard Law School Campus
Cambridge, MA

Free and open to the public.
A reception will follow the talk.

About the Book:

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are only about money when typically they are much more complicated than that.

This book presents entrepreneurship as a series of interactions among founders, partners, potential partners, investors and others at various stages of the entrepreneurial process – from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors.

As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf.

The authors build on decades of research and practice accumulated at the Program on Negotiation, and in the business world, to help entrepreneurs and those who deal with them create more value. We believe that entrepreneurs and aspiring entrepreneurs will find the negotiation ideas transformative and practical; while those familiar with negotiation theory will find the ideas and their application to entrepreneurship innovative and stimulating. The talk will include a lively Q&A opportunity.

About the Authors:
Samuel Dinnar is a mediator, consultant and board advisor with more than 25 years of international experience as an entrepreneur, executive, board member and venture capital investor. He is an instructor at the Program on Negotiation at Harvard Law School, teaches mediation at the Harvard Negotiation Institute, educates executives internationally with PON Global and is a research Associate with MIT’s Science Impact Collaborative. Dinnar is founder and president of Meedance (www.meedance.com), providing negotiation, training, coaching and dispute resolution services to facilitate clients’ business success with improved results and relationships. He helped resolve highly emotional business conflicts involving founders, investors, and board members in early-stage, high-growth and distressed companies, with some commercial and contractual disputes reaching tens of millions of dollars. Dinnar builds on two decades of general management, strategic growth and operations team leadership in hi-tech and aerospace, including two start-ups that revolutionized their industry, while dealing across various continents and cultures.

Lawrence Susskind is Ford Professor of Urban and Environmental Planning at MIT and head of MIT’s Science Impact Collaborative (scienceimpact.mit.edu). He is an experienced mediator and negotiation trainer who has worked in more than 30 countries. He is co-founder of the inter-university Program on Negotiation (PON) at Harvard Law School where he has worked for three decades to improve the theory and practice of negotiation and dispute resolution (www.pon.harvard.edu). He is Vice-Chair of Pedagogy at PON and Director of the MIT-Harvard Public Disputes Program. He designed and teaches Entrepreneurial Negotiation: The MIT Way to MIT undergraduates and graduate students. More than 25 years ago he founded the Consensus Building Institute (www.cbi.org) to help provide mediation services in some of the most difficult resource management disputes around the world. Susskind has mediated complex disputes involving land and water rights; advised more than fifty corporations, particularly with regard to regulatory negotiations; provided advanced negotiation training to more than 30,000 students and executives globally; served as adviser to supreme courts of several countries, and has published twenty books.


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