Picking who to give money to is not "deal making," or at least bears little resemblance to the deal making that founders need to become proficient at to gain cu

Picking who to give money to is not "deal making," or at least bears little resemblance to the deal making that founders need to become proficient at to gain customers and partners. In particular the exploding offer structure ("make your decision before you leave the room") is only possible when one side in the negotiation is in a highly advantaged position. "So how can startup founders learn to be good deal makers." Practice, negotiation training, cultivating a creative frame of mind, preparation, spending two-thirds of your preparation trying to look at the situation from the other party's perspective.