Original paper
The technology bias in entrepreneur-investor negotiations
Abstract
Entrepreneur-investor negotiations are pivotal for ventures in need of funding. However, to date, little is known about the dynamics of these negotiations. We investigate a critical feature of this phenomenon by examining the role of technology, via cognitive heuristics, in shaping entrepreneur and investor perceptions and subsequent negotiation outcomes. In a controlled laboratory setting, we simulate 103 negotiations between entrepreneurs and...
Paper Details
Title
The technology bias in entrepreneur-investor negotiations
Published Date
Dec 1, 2019
Journal
Volume
105
Pages
258 - 269
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Notes
History