Through a fractured lens: Women entrepreneurs and the private equity negotiation process

Frances M. Amatucci, Ethné Swartz

Research output: Contribution to journalArticle

8 Scopus citations

Abstract

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. Although 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.

Original languageEnglish
Pages (from-to)333-350
Number of pages18
JournalJournal of Developmental Entrepreneurship
Volume16
Issue number3
DOIs
StatePublished - 1 Sep 2011

Keywords

  • Gender
  • negotiation
  • private equity
  • self-efficacy
  • women entrepreneurs

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