Posted by KJ on July 20, 2008 at 15:15:00:
In Reply to: Re: Venture capitalists posted by RJB(MA) on July 20, 2008 at 09:08:59:
RJB,
Thanks for the kind words.
Here is a little rule of thumb that helps to focus your thoughts and the words you include in such documents...
Imagine your document as being something other than just words on a piece of paper. Think of it as "Windex for their Crystal Ball".
And by that I mean the document should help bring clarity to their decision making process.
One of the traps that is easy to fall into is including information that raises additional questions that don't need to be brought up at the time. Those questions may have a place in the negotiations, but try to pick and choose a time where your strengths play to the situation.
Like everything else in life 'timing' is a critical element of a successful negotiation, and make no mistake, these documents are negotiations.
KJ
I know Jeanne will probably kill me for this shameless plug, but here is link to something I wrote about negotiating a long time ago.
http://www.bycletus.com/thefineartofnegotiation.html