Negotiation for Entrepreneurship

Negotiation for Entrepreneurship

Achieving a Successful Outcome

By Vimal Babu & Robert Hisrich

The book deals with extraordinary insights about negotiation for start-up entrepreneurs and introduces several strategies and tactics to improve negotiation skills in an entrepreneurial ecosystem. Authors unbox several complex and conflicting scenarios and attempt to build an entrepreneurial mindset to crack great deals with smart application of negotiation strategies and tactics.

Hardback, 200 Pages


January 2023

£80.00, $110.00

  • About This Book
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About This Book

Doctors, engineers, lawyers, architects, designers, managers, artists, scientists, innovators, inventors, farmers and all other professions and walks of life have the immense possibilities of making it big. And such immense possibilities represent in terms of scale, value, excellence, and tremendous impact upon the larger society. However, quite often, it is observed that the efforts and impact of making it big fail to live up to the expectations of self and others and do not take off the way envisaged. 

Everyone has desires. Spiritual leaders too give up the mundane life. However, they carry the deeply rooted desire to attain insights and enlightenment, eventually. Irrespective of what life one leads, one core but common desire is to enjoy the autonomy to make decisions. However, life introduces one to several ups and downs resulting in both successes and failures. Nonetheless, one desires to be happy throughout and enjoy whatever is in possession. Also, one aspires to achieve all that one feels capable of achieving, thus driving oneself to take risks against the opportunities identified. 

In the backdrop, the present book is for every individual who is either an aspiring entrepreneur or serial entrepreneur, irrespective of the domain expertise or industry one represents. The book attempts to focus and address a pressing pain point of entrepreneurs: the pain point happens to be one of the major gaps towards successful and sustainable entrepreneurship in one’s life. 

A strong but subtle factor impacting in this context is the failure to achieve entrepreneurial success through great deals in all stages, at all levels of entrepreneurial journey. The present book attempts to bridge the gap through the power (soft) skill – ‘negotiation’ for entrepreneurs!


“Negotiation is a critical part of the entrepreneurial process. Entrepreneurs are always negotiating with others, from suppliers and customers to regulators and employees. Yet, few entrepreneurship books discuss negotiation, and almost no book focuses entirely on this topic. I am therefore very pleased to see Vimal Babu and Robert Hisrich address this gap with their book Negotiation for Entrepreneurship. I am confident this book will be well-received by students and practitioners interested in learning about negotiation for entrepreneurs” — Vishal K. Gupta, Professor, The University of Alabama, author of Small Business: Creating Value through Entrepreneurship and Great Minds in Entrepreneurship Research.

“A unique and fascinating textbook on negotiations for entrepreneurs, with sensitivity to the personal skills, gender, and resources of the entrepreneur, venture phase, cultural context, and stakeholder type. Opens the mind to the lens of negotiation while navigating entrepreneurship challenges. Must for realizing the wealth creation dream” — Vipin Gupta, Professor & Co-Director, Center for Global Management, The Jack H. Brown College, Business and Public Administration, California State University, San Bernardino.

Author Information

Vimal Babu is a negotiation trainer, consultant, social scientist, and professor of negotiation and entrepreneurship. He holds about two decades of rich experience in training, consulting, teaching and research in negotiation, leadership and behavioural aspects of employees and customers. He earned his Ph.D. in Management, Concentration in transformational leadership from Centre for Management Studies, Jamia Millia Islamia, New Delhi, India.

Prof. (Dr.) Robert Hisrich

Robert D. Hisrich, former Director of the Walker Center of Global Entrepreneurship at Thunderbird School of Global Management, received his B.A. in English and Science from DePauw University and his MBA and Ph.D. in Business Administration with a major in marketing from the University of Cincinnati. Hisrich also holds honorary doctorate degrees from Chuvash State University (Russia) and the University of Miskolc (Hungary).


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Table of Contents

Contents; Acknowledgements; About the Authors; Foreword; Preface; Introduction; Part I Entrepreneurship in the Twenty-First Century: Managing in a Vuca World, 1 Entrepreneurship and the Entrepreneur; 2 Conflict Management and Entrepreneurship; 3 Communication Skills for Entrepreneurs; PART II Entrepreneurship: Minimize Mistakes to Maximize Gains, 4 Intrapersonal and Interpersonal Dynamics in Entrepreneurship; 5 Negotiation and Startup Ventures; PART III Strategy, Planning and Tactics in Negotiation, 6 Negotiation Essentials: What all a Startup Entrepreneur Cannot Afford to Miss?; 7 Ten Laws of Negotiation for Entrepreneurs; PART IV Negotiation and Women Entrepreneurs, 8 Women Entrepreneurs Can Lead Negotiation; 9 Women Entrepreneurs Can Win Negotiation; PART V Cultural Dynamics and Negotiation; Index


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