Donald,

 

I don't know of any books or online articles, but I have made numerous deals for back-end payments. With a company just starting and small, dealing with other small companies sometimes it's the only way to go. For me, it was a negotiated percentage of the end product or proposed contract. Basically, you have to find out what will incentivize them and make it worth their while. What ever price, percentage, or service you can provide back to them is what you want to try to negotiate with them. Most of the time just be honest on the front end and let them know you don't have cash but would like to work out a deal for their work. They will usually let you know what they would like, then negotiate from there. I hope this helps and drives you to keep going.

 

jamie