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Full-Text Articles in Business
Still A Man's World? Second Generation Gender Bias In External Equity Term Sheet Negotiations, Ethne Swartz, Frances M. Amatucci, Susan Coleman
Still A Man's World? Second Generation Gender Bias In External Equity Term Sheet Negotiations, Ethne Swartz, Frances M. Amatucci, Susan Coleman
Department of Information Management and Business Analytics Faculty Scholarship and Creative Works
Women increasingly start and lead growth ventures yet receive a small proportion of external equity funding. Term sheet negotiation is a pivotal moment for obtaining growth capital. We employ a multi-method, mixed mode research design to explore strategies of women entrepreneurs who have negotiated term sheets and discuss our quantitative findings. Results indicate that women entrepreneurs in our sample worked hard to achieve optimal outcomes yet come up short because of exogenous and endogenous factors linked to second generation gender bias in the negotiation process. Propositions for future research are generated given the results of this exploratory research.
Through A Fractured Lens: Women Entrepreneurs And The Private Equity Negotiation Process, Frances M. Amatucci, Ethne Swartz
Through A Fractured Lens: Women Entrepreneurs And The Private Equity Negotiation Process, Frances M. Amatucci, Ethne Swartz
Department of Information Management and Business Analytics Faculty Scholarship and Creative Works
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.