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Building relationships and focusing on business terms with potential partners are key while not letting cultural differences get in the way while negotiating abroad. This seasoned negotiator in international transactions presents a comprehensive primer on how entrepreneurs can undertake effective global, business negotiations.
A strong knowledge of markets and values and knowing up front what you want to achieve are keys to successful negotiations. This entrepreneur tells the story of how the creative structuring of a unique deal became a success for all parties involved.
This negotiations expert provides do's and don'ts for closing a deal. One important set of tactics: going in with all the facts, understanding both parties' wants and needs, and adjusting strategies to succeed.
The challenges of working for both the talent the company represents and the clients who buy that talent are discussed by this veteran negotiator. The most important factors in her success: knowing the product and understanding what clients really need.
The author, a distinguished global expert on negotiations, argues the Knowledge Revolution makes it especially easier for both sides of a negotiation to gain. With this Revolution comes a revolution in decision making and dispute resolution, leading to networks of negotiation.
This entrepreneur's case study on a biopharmaceutical company shows the critical role negotiations play in commercializing technologies. He organizes tech-transfer negotiations into three phases: trust-building, intellectual property negotiations, and post-licensing.
"Learning to improve your negotiating skills is the highest and best use of your time," says Roger Dawson, a topic expert on negotiations. Dawson provides a series of strategies that entrepreneurs can use to improve their negotiating skills.
Disaster planning is one task entrepreneurs may not undertake when their businesses are going smoothly. A well thought-out, well-rehearsed disaster plan can be an invaluable tool that allows a company to recover more quickly.
The decision to offer employee health benefits is tough for any business owner. In approaching the issue, the first question an entrepreneur should ask is where health benefits fit into the culture of the organization. The answer largely depends on the kind of bond the entrepreneur wants to create between the company and its employees.
When it comes time sell your company, one of the toughest issues is communicating the process to employees. One positive way to do this is to establish a company culture rooted in honesty and openness, which can allay employee anxiety during a potential company sale.
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