THROUGH A FRACTURED LENS: WOMEN ENTREPRENEURS AND THE PRIVATE EQUITY NEGOTIATION PROCESS

Frances M. Amatucci () and Ethné Swartz ()
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Frances M. Amatucci: Slippery Rock University, Slippery Rock, Pennsylvania 16057, USA
Ethné Swartz: Fairleigh Dickinson University, 285 Madison Avenue, Madison, NJ 07940, USA

Journal of Developmental Entrepreneurship (JDE), 2011, vol. 16, issue 03, 333-350

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.

Keywords: Gender; negotiation; women entrepreneurs; private equity; self-efficacy (search for similar items in EconPapers)
Date: 2011
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DOI: 10.1142/S1084946711001872

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