Negotiation Masterclass for Early-Stage Startup Founders
Helping Founders Sharpen Their Negotiation Skills to Maximize Deal Outcomes
As a founder, negotiation is part of your daily work — with customers, investors, and hires. Stronger negotiation skills help you capture more value, hire smarter, and secure better terms. This hands-on workshop gives you practical tools and proven tactics to negotiate more effectively, with structure and confidence — all grounded in the science of negotiation.
Why This Masterclass Is a Game-Changer for Founders
In the early stages, every negotiation shapes your company — from customer deals to hiring and investor terms. Improving your skills doesn’t just protect value, it creates it. And while small gains make a difference, most founders see much bigger impact once they approach negotiations with the right tools and structure.
This masterclass gives you exactly that — a practical framework to negotiate smarter and drive better outcomes.
What You’ll Learn
Prepare Like
a Pro
Learn how to set yourself up for success before the negotiation even starts — define your BATNA, understand the ZOPA, and map what matters most to the other side.
The Immediate Impact:
Enter every negotiation with clarity, confidence, and leverage.
Navigate Complex Deals with Confidence
Master the structure of high-stakes negotiations — manage offers, concessions, and conversations while protecting value and avoiding common pitfalls.
The Immediate Impact:
Drive better terms and avoid costly mistakes in SaaS contracts, hiring, and investor deals.
Apply Proven
Negotiation Frameworks
Leverage the science of negotiation to handle SaaS contracts, procurement, and investor conversations using tools like MESOs and contingent agreements.
The Immediate Impact:
Capture more value from every deal and accelerate your path to stronger outcomes.
Your Guide to Smarter Negotiation
✓ Raz started his negotiation journey as a criminal interrogator in the IDF, learning how to read people, build trust, and drive conversations toward outcomes under extreme pressure.
✓ In tech, he’s negotiated multi-million-dollar deals with some of the world’s biggest brands — including Walmart, Airbnb, PlayStation, American Express, and LinkedIn.
✓ A Kellogg-Recanati MBA graduate, Raz studied negotiation under Professor Leigh Thompson, one of the world’s leading experts and author of “Negotiating the Sweet Spot”.
✓ Today, Raz lectures on B2B sales and negotiation at Reichman and Bar-Ilan universities and works closely with founders to help them close better deals and protect their value.
What We Cover
Preparation is 50% of Success
Learn how to prepare for every negotiation — define your BATNA, Reservation Price, Target price, understand the ZOPA, and map the other side’s priorities to enter the conversation with confidence.
Working with Procurement Teams
Understand procurement’s goals, tactics, and constraints — and learn how to manage their process while protecting your terms and value.
Smart Opening Offers and Concessions
Master how to frame your first offer, avoid common traps, and give concessions strategically — keeping momentum without weakening your position.
Creating Value with Advanced Techniques
Use tools like MESOs (Multiple Equivalent Simultaneous Offers), contingent agreements, and post-settlement strategies to unlock hidden value on both sides.
Navigating Complex SaaS Contracts
Break down the key components of enterprise SaaS deals — from pricing and payment terms to SLAs, liability, renewals, and data security — and learn where and how to negotiate.
Avoiding Common Founder Mistakes
Identify the negotiation pitfalls most founders face — from misreading investor tactics to over-conceding — and learn how to navigate high-stakes conversations with confidence.
Contact Us
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