How to Negotiate with VCs  

Oleh:

Malhotra, Deepak

Jenis: Article from Bulletin/Magazine - ilmiah internasional
Dalam koleksi: Harvard Business Review bisa di lihat di link (http://web.b.ebscohost.com/ehost/command/detail?sid=f227f0b4-7315-44a4-a7f7-a7cd8cbad80b%40sessionmgr114&vid=12&hid=105&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#db=bth&jid=HBR) vol. 91 no. 5 (May 2013), page 84-90.
Topik: Entrepreneurs; Nonmonetary Resources; Venture Capital; Business Negotiations

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Perpustakaan Pusat (Semanggi) Nomor Panggil: HH10.46 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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In retrospect, the entrepreneurs at the start-up made a costly mistake: Either they undervalued the nonmonetary resources the VC firm had to offer, or they assumed that mentoring and strategic support would inevitably be available. In either case, they negotiated a deal that looked great on day one but proved to be perilously misguided in hindsight. This happens more often, and in many more ways, than you might think—which is unfortunate, given how valuable and transformative a VC deal can be for entrepreneurs. Few business negotiations contain the degree of high stakes, uncertainty, and emotion present when company founders negotiate with venture capitalists. On the one hand, reaching agreement on a term sheet—the document that lays out how much equity and control a VC will have in return for its cash—is all about assigning rights, carving out protections, and haggling over claims to future returns. On the other hand, these negotiations are fundamentally about picking the right long-term partner and forging a relationship that can survive the inevitable disappointments, resolve the unforeseen conflicts, and monetize the mutually earned successes to come.

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