Whitman School of Management at Syracuse University
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Abstract Details

Through a Fractured Lens: Women Entrepreneurs and the Private Equity Negotiation Process
Vol. Volume 16 Number 3 September/2011

Frances M. Amatucci Ethne Swartz
Access to financial resources remains an important aspect of new venture start-up and growth strategies. While women still obtain a small amount of total private equity investment, they are increasingly involved in developing high growth ventures which may be attractive investment opportunities for venture capitalists and business angels. Contract, or term sheet, negotiation is an important stage of the investment process. While gender-related differences in negotiation styles are well documented in other fields, they have not been examined in entrepreneurship. This research utilizes a mixed method study of gender and negotiation strategies employed during the private equity investment process

Keywords: Term sheet negotiation, Women entrepreneurs, Risk capital, Self efficacy.