Sharon L Poczter, chair of the entrepreneurship and strategy department at Sy Syms School of Business, writes a regular column for Inc. Her first piece is titled “Two Simple Ways Female Entrepreneurs Can Get More Funding,” relating how two new studies find that gender differences in financing have less to do with fundamentals like actual prior financial performance than with aspects of the negotiation and valuation process.

These studies suggest that female entrepreneurs can get more for start-ups in the negotiation process by anchoring high rather than low in funding negotiations and by being more aspirational in their company. Poczter’s advice is two-fold: “Become experts not only of your product or technology but also of the process of negotiation itself and know your worth.”

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