If you cannot get the terms you know make sense, then walk away. This is one occasion when you have the right to overrule senior management in your company, if you feel strongly enough. Listen hard. But if you are not convinced, insist they walk away. -How to get rich, p.280 Continue reading No deal is a total make-or-break deal. Not one.
But do not surrender control of the negotiations or the agenda to such professionals. They are not the ones who will have to live with the consequences – you are. -How to get rich, p.164 Continue reading In negotiation, get all the professional help you can trust.
They require very different skills. Let’s say an employee wishes to deposit and collect their child from school each day. This will interfere with his/her “normal” working hours. Big deal. If the employee is important to you, you will probably bend over barckward to “negotiate” a solution. If they are not, you will probably enforce the letter of law (and fire them). Whatever you decide to do, you are not involved in “negotiating” – you are problem solving. -How to get rich, p.150 Continue reading Do not mistake serious negotiations with management bargaining.
-How to get rich, p.129 Continue reading When you stop listening, you stop learning
Looking back at the acquisitions of Pixar, Marvel and Lucasfilm, the personal component of each of these deals was going to make or break them, and authenticity was crucial. Steve had to believe my promise that we would respect the essence of Pixar. Ike needed to know that the Marvel team would be valued and given the chance to thrive in their new company. And George had to trust that his legacy, his “baby”, would be in good hands at Disney. The Ride of Lifetime, p.188 Continue reading Each deal depends on building trust with a single controlling entity.
Roadmap to Billions 