The session is practice led rather than theory heavy. Concepts and frameworks are used sparingly only to the extent that they help clarify thinking. The primary emphasis is on practical negotiation judgment, real world decision making and actionable insights that participants can immediately apply.
Key focus of the session …
1. Demystifying Myths that Limit Founder Effectiveness
We challenge common but unhelpful beliefs such as “negotiation is about toughness,” “relationships require compromise,” or “price is the only lever.”
Participants will leave with clearer mental models grounded in practice rather than abstract theory.
2. The Art and Science of Value Creation and Value Selling
Instead of complex frameworks, the focus is on how experienced negotiators actually identify, expand, and communicate value.
Participants will gain practical cues on:
• What to listen for in conversations
• How to surface real interests
• How to structure proposals that sell value rather than price
3. Trust, Fairness, and Reputation in SME Ecosystems
Founders operate in environments where reputation travels fast.
The session provides practical guidance on:
• Assessing trustworthiness in counterparts
• Signaling fairness without weakening position
• Protecting oneself while building durable relationships
4. Decision Making in High Stakes Moments
Common judgment traps founders fall into during negotiations and simple techniques to avoid costly mistakes.
