Doing Smart Deals

Most tech entrepreneurs are uncomfortable negotiating. Yet most everything in business (and life) is a negotiation -- whether it's a technology license, a VC term sheet, a distribution alliance or hiring a key employee. Often feared and frequently misunderstood, a business deal is an agreement between business people not a legal document.

• When does the negotiation begin?
• Do you let your lawyer negotiate on your behalf?
• What role do you play?

You also need to know what to tell the other side and when (and why they are not the "other side"); what makes a good contract; creating triggers that can more than double the value of the deal; how to hold your partner accountable; and pitfalls to avoid.

Learn to make negotiation a strength that is fun and that helps you build relationships that will greatly impact your business and your life.