Mastering Negotiations with Investors

​This presentation, led by Andrey Kostyuk, PhD, dba, provides a comprehensive framework for founders to navigate the complex landscape of investor communications and deal-making.

​By integrating classical rhetorical foundations—Ethos, Pathos, and Logos—with modern behavioral psychological drivers, the session explores the critical distinction between ethical persuasion and manipulation.

​The core narrative is built around the "Golden Thread of Storytelling," weaving user needs and pain points into a cohesive vision that aligns with the startup journey, framed through Freytag’s Pyramid. Attendees will gain strategic insights into:

• ​Communication Strategy: Identifying the right processes and timing to begin investor dialogue.

• ​Negotiation Mechanics: Understanding fundamental concepts such as BATNA (Best Alternative to a Negotiated Agreement), ZOPA (Zone of Possible Agreement), and Reservation Prices.

• ​Counterparty Alignment: Analyzing the unique interests of diverse investors, from Business Angels seeking resale to Corporate VCs focused on product synergy.

• ​Game Theory & Strategy: Defining competitive versus cooperative play to maximize joint surplus and achieve Pareto-efficient outcomes.

​Ultimately, the presentation emphasizes that negotiation is a continuous cycle of preparation, assessment, and adaptation. It encourages founders to remain educable, using feedback from failed negotiations to pivot effectively and adjust their value proposition to current market realities.

​Speaker: Andrey Kostyuk - General partner & CEO @ AAlchemy Ventures