How do power dynamics and psychological factors shape the negotiation process between entrepreneurs and venture capitalists in early-stage fundraising within European culture ?
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- This thesis delves behind the scenes of negotiations between entrepreneurs seeking funding and venture capital (VC) investors, particularly during the early stages of fundraising in Europe. It explores an often underestimated aspect in academic literature: the impact of power dynamics and psychological factors on this process. Far from being merely a rational financial transaction, the study, based on direct interviews with entrepreneurs and VCs, reveals that these negotiations are, in reality, deeply human, strategic, and complex interactions. At its core, the work seeks to understand how influence, perceptions, emotions, and information management shape the formation of long-term partnerships, thereby offering concrete insight into this critical stage of the entrepreneurial journey in Europe.