{"id":10530,"date":"2025-09-24T14:51:54","date_gmt":"2025-09-24T12:51:54","guid":{"rendered":"https:\/\/aggrator.com\/?p=10530"},"modified":"2025-09-24T14:55:29","modified_gmt":"2025-09-24T12:55:29","slug":"slik-kan-grunderselskaper-mote-store-aktorer-i-forhandlinger","status":"publish","type":"post","link":"https:\/\/aggrator.com\/en\/slik-kan-grunderselskaper-mote-store-aktorer-i-forhandlinger\/","title":{"rendered":"This is how start-up companies can meet major players in negotiations"},"content":{"rendered":"

When small startups encounter large corporations at the negotiating table, the balance of power can seem uneven. The big companies have capital, resources, and legal muscle. Startups often have limited liquidity, a short runway, and vulnerabilities around intellectual property rights. Nevertheless, there are ways to negotiate more intelligently and stand stronger, even against much larger players.<\/p>\n\n\n\n

<\/div>\n\n\n\n

1. Build trust and set clear boundaries<\/h2>\n\n\n\n

A good negotiator is first and foremost a relationship builder. Trust creates lasting agreements, and most major players want partners they can trust. Be open and clear in your communication, but also be clear about your red lines; whether it\u2019s IP, ownership, or core values.<\/p>\n\n\n\n

<\/div>\n\n\n\n

2. Avoid desperation \u2013 get yourself time and options<\/h2>\n\n\n\n

If you have only one month of runway left, you\u2019ll easily be priced out as the bargaining party. Make sure you have a buffer and several potential stakeholders. Know your own BATNA (Best Alternative to a Negotiated Agreement) and make a hypothesis about what the counterpart\u2019s BATNA might be. <\/p>\n\n\n\n

The more options you have, the stronger you stand.<\/p>\n\n\n\n

<\/div>\n\n\n\n

3. Do your homework: Know the bargaining party<\/h2>\n\n\n\n

Don't enter into a negotiation without first researching who you're actually meeting. <\/p>\n\n\n\n

\u2013 What is the company\u2019s strategy, goals, and culture?
\u2013 How have they negotiated with other entrepreneurs in the past? What experiences have others had with them?
\u2013 Do they have a history of \u201cbuying up to shut down\u201d operations, or do they build long-term partnerships?<\/em><\/p>\n\n\n\n

This insight determines how much you can trust the process or how carefully Su should proceed.<\/p>\n\n\n\n

<\/div>\n\n\n\n

4. Be aware of negotiation tactics<\/h2>\n\n\n\n

Large players often use tactics that can push entrepreneurs off the cliff. Learn how to recognize the warning signs:<\/p>\n\n\n\n

\u2013 Aggression and anger.
\u2013 A lack of transparency or hidden agendas.
\u2013 Unreasonable demands, ultimatums, or false deadlines (often to create stress and urgency).<\/em>
\u2013 Representatives without a real mandate to negotiate (often there only to gather information).
\u2013 Overly detailed legal documents early in the process.<\/em><\/p>\n\n\n\n

These can be challenging, but recognizing them makes it easier to respond rationally and steer the dialogue back on a constructive track. <\/p>\n\n\n\n

<\/div>\n\n\n\n

5. Start with a simple term sheet<\/h2>\n\n\n\n

If a large player introduces 70-page legal draft agreements in the first meeting, it is often a red flag. <\/p>\n\n\n\n

A concise term sheet provides an overview of goals and shared interests. Wait with the legal details until the parties have agreed on the framework. This builds trust and prevents you from being locked into unfavorable clauses too early.<\/p>\n\n\n\n

<\/div>\n\n\n\n

6. Creative solutions can even out the difference<\/h2>\n\n\n\n

Where capital or bargaining power is unevenly distributed, you can propose creative contractual structures:<\/p>\n\n\n\n

\u2013 Earn-out models, where part of the prize is paid out when results are achieved.<\/em>
\u2013 Sweat equity, where you exchange expertise or work for equity shares.<\/em>
\u2013 Success fees, linked to future milestones.<\/em><\/p>\n\n\n\n

Such solutions can create a win-win situation, even when resources are unevenly distributed.<\/p>\n\n\n\n

<\/div>\n\n\n\n

Anders Rygh, co-founding partner at Beyond Strategy Consulting, shared these experiences during Aggrators Breakfast webinar<\/a> last week. <\/p>\n\n\n\n

Do you want to learn more? Join our ESSE masterclass in negotiation techniques<\/a> September 25th.<\/p>\n\n\n\n

<\/p>","protected":false},"excerpt":{"rendered":"

N\u00e5r sm\u00e5 oppstartsbedrifter m\u00f8ter store konsern ved forhandlingsbordet, kan maktbalansen virke ujevn. De store har kapital, ressurser og juridiske muskler. Startups har ofte begrenset likviditet, kort runway og s\u00e5rbarhet rundt immaterielle rettigheter. Likevel finnes det m\u00e5ter \u00e5 forhandle smartere og st\u00e5 st\u00f8digere, selv mot langt st\u00f8rre akt\u00f8rer. 1. Bygg tillit og sett tydelige grenser En […]<\/p>\n","protected":false},"author":177941435,"featured_media":10554,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_eb_attr":"","_uag_custom_page_level_css":"","_templately_pack_id":"","_templately_imported_at":"","_templately_source":"","_templately_import_session_id":"","_thinkrank_schema_form_data":"","_thinkrank_selected_schema_type":"","_thinkrank_additional_schemas":"","_thinkrank_canonical_url":"","_thinkrank_og_title":"","_thinkrank_og_description":"","_thinkrank_og_image":"","_thinkrank_twitter_title":"","_thinkrank_twitter_description":"","_thinkrank_twitter_image":"","_thinkrank_imported_from":"yoast","_thinkrank_focus_keywords":[],"_thinkrank_focus_keyword":"","_thinkrank_robots_meta_enabled":0,"_thinkrank_robots_meta":"","_thinkrank_advanced_robots_meta":"","_thinkrank_exclude_from_search":0,"_thinkrank_exclude_from_archives":0,"_thinkrank_primary_category":1,"advanced_seo_description":"","jetpack_seo_html_title":"","jetpack_seo_noindex":false,"jetpack_seo_schema_type":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_wpcom_ai_launchpad_first_post":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"{title}\n\n{excerpt}\n\n{url}","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false,"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-10530","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"jetpack_publicize_connections":[],"uagb_featured_image_src":{"full":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"thumbnail":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379-150x150.webp?crop=1",150,150,true],"medium":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379-300x164.webp",300,164,true],"medium_large":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"large":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"1536x1536":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"2048x2048":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"trp-custom-language-flag":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",18,10,false],"newspack-article-block-landscape-large":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-portrait-large":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-square-large":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-landscape-medium":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-portrait-medium":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-square-medium":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-landscape-intermediate":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-portrait-intermediate":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",450,245,false],"newspack-article-block-square-intermediate":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",600,327,false],"newspack-article-block-landscape-small":["https:\/\/aggrator.com\/wp-content\/uploads\/2025\/09\/draw-illustration-fight-between-david-600nw-2532224379.webp",400,218,false],"newspack-article-block-portrait-small":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