Entrepreneurs have high risk taking capabilities. They are ready to put much at stake for a long term vision or gain. But are there any studies that indicate where and how do they draw a line? Does that make their negotiation skill different from those of a professional manager?
The entrepreneur is often emotional in the negotiation. He negotiated not only for the material side of the business but also the imateriel that is to say the image of an imaginary future, a forecast short and longterme. Therefore evaluated and little is ready to commit to acquire. Management is a manager, planner, evaluator sees much the financial aspect of the case. So there is less risk-prone than the contractor.
You can consult: https://www.sbs.ox.ac.uk/.../Negotiation_Behaviour
www.entrepreneur.com/article/203168
Entrepreneurs and managers are not that different (if you believe the research). Entrepreneurs might be more optimistic, more patient, and less risk averse. see for example my JFE paper. how that translates into negotation is not altogether clear, but patience is usually considered a good thing in models of negotation.
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