0 1-25 Complete Negotiation For Investment Negotiating Scenarios game 1 You’ve been introduced to this Angel via a broker and you are feeling a bit anxious as you know the general climate for obtaining funding is quite tough at the moment. How would you assess the bargaining power between you? A 1 You have most of the bargaining power ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. B 3 It's about equal ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. C 4 Slightly more in favour of the investor, but only just ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. D 1 The investor has most of the bargaining power ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. E 1 The investor has all the bargaining power ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. Next Hide scores and answer commentary Show scores and answer commentary Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. *answer: You have most of the bargaining power It's about equal Slightly more in favour of the investor, but only just The investor has most of the bargaining power The investor has all the bargaining power
You’ve been introduced to this Angel via a broker and you are feeling a bit anxious as you know the general climate for obtaining funding is quite tough at the moment. How would you assess the bargaining power between you? A 1 You have most of the bargaining power ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. B 3 It's about equal ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. C 4 Slightly more in favour of the investor, but only just ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. D 1 The investor has most of the bargaining power ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality. E 1 The investor has all the bargaining power ANSWER COMMENTARY Often people underestimate their own bargaining power and build fantasies about the bargaining power on the other side. An investor has money which may well translate into a number of advantages including scale, market power and authority bargaining power. However, it may be that you have a unique or innovative business which gives you ‘niche market power’ – it certainly sounds like you believe that. You may also have expertise and/or information in this area, which are sources of bargaining power, and you always have your personal skills as a negotiator – your personal power. The best answers here are therefore (b) and (c), which recognise the power of money, but are optimistic. (c) is slightly better than (b), because even if you are wrong in your assessment, carrying a positive attitude into the negotiation is likely to help you achieve your goals. Answers (d) and (e) are too negative - you are beaten before you start - and answer (a) is likely to be a bit too bold in reality.
