12 negotiation tactics every founder needs to know

Experienced founders typically secure more capital and better terms in negotiations with investors. What sets them apart from others is that they possess key negotiating skills that allow them to adapt flexibly and specifically to any situation.

Recent scientific studies show that there are systematic differences in negotiation behavior between experienced and less experienced founders.

Negotiation skills are one of the "Big Five" success factors in investor negotiations – alongside reputation, professional expertise, negotiating power, and personal negotiating style. They significantly influence behavior at the negotiating table – and thus also the success of the negotiations.