Negotiation for Startup Founders

Whether you’re splitting equity with co-founders, pitching to investors, or hiring your first employee, one skill quietly shapes every outcome in your startup journey: negotiation. This practical, fast-paced workshop gives founders the tools, tactics, and real-world scenarios they need to negotiate smarter, not harder.

Session 1: Foundations & Startup Scenarios
Kick off with an energising introduction to the role negotiation plays in startup survival. Learn the core rules every founder should master, essential negotiation competences, and quick do’s and don’ts you can apply immediately.

Then dive into real startup-world situations, from equity splits and early supplier deals to investor conversations, office space in Edinburgh’s tech hubs, and first-hire salary negotiations.
Hear Leonardo’shard-earned startup lessons from AraBat and other founder journeys to uncover what really happens at the table.

Session 2: Advanced Techniques & Templates

Get practical with the negotiation elements hidden inside every startup contract. We’ll break down term sheets, partnership agreements, licensing deals, and joint ventures—plus how to navigate letters of intent with clarity and confidence.
You’ll leave with plug-and-play templates including:

• Term sheet checklist
• Partnership agreement outline
• Salary negotiation scripts for early hires

Learn how to handle threats, close deals effectively, and recognise the moment you should walk away.

Startup founders, early-stage entrepreneurs, and ecosystem stakeholders eager to strengthen their negotiation edge and make better, more confident decisions at every growth stage.

✔ Build negotiation muscle through real scenarios
✔ Learn tools you can apply immediately
✔ Avoid classic founder pitfalls
✔ Connect with peers across Edinburgh’s startup ecosystem

Duration: 2 hours
Facilitators: Leonardo Binetti & Liza Sutherland

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