The hottest Negotiation Substack posts right now

Being on the sell side gives you a raw perspective on startups and founders, building trust with clear communication.
Founders and VC's often have an asymmetrical relationship, which can impact dealflow and portfolio management.
VC's should focus on clear communication to align expectations and build trust with founders for successful long-term partnerships.

Consistency in contract terms is crucial for clarity and efficiency, especially in crises when quick decisions are needed.
Template simplification is valuable; strive for plain, modern language in legal documents to aid understanding and reduce negotiation time.
Challenging outdated organizational forms is possible and beneficial; offering to improve them can lead to positive changes and improve relationships with customers.

In September, Congress will be discussing critical issues that could impact American politics, including raising the debt limit and government funding.
President Trump's approach to legislation seems risky, as he publicly criticizes party members instead of working with them to achieve goals.
During natural disasters, presidents often struggle to be effective leaders because they can't engage directly at the local level like a mayor can.

The Senate uses unanimous consent to limit debate on bills. This way, all Senators agree to give up their right to unlimited discussion to make things run smoothly.
Unanimous consent works when no Senator objects to a proposal. If they do object, everything can slow down or come to a halt.
Senators might agree to limit debate even if they oppose a bill because it gives them leverage for future negotiations or other bills they care about.

Calibrated questions are really useful in negotiations. They help buy time and get the other person to think, making it easier to guide the conversation where you want it to go.
Tactical empathy is about understanding the feelings of the other person. When you show that you care about their emotions, it helps build trust and makes it easier to work towards a solution together.
Using the word 'No' can actually be helpful in negotiations. It makes people feel safe and can lead to more honest conversations about what they really want.

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The Founder Exit Series offers guides to help founders prepare for exiting their business. It helps them think about their motivations and what they need to consider financially.
Each month, a new article will explore different aspects of the exit process, advising on strategies and legal matters. This ongoing release allows founders to reflect and apply new ideas to their journey.
The series will also discuss life after an exit and how to find new opportunities. It aims to help founders create a meaningful legacy beyond their business.

Listening and understanding assertive people can help them feel respected, even if they don't get their way. This can lead to more positive outcomes in discussions.
Being nice doesn't mean being weak; nice negotiators can be firm and get what they want while maintaining kindness.
Instead of trying to control the conversation, let the other person share their thoughts. Asking 'How?' instead of 'Why?' can keep the dialogue constructive and helpful.

Aim for win/win situations where everyone can succeed together. It’s better to work as partners instead of fighting against each other.
Life is not just a one-time game; it's more like a series of games. How you treat people now will affect how they treat you later.
Sometimes, it's wise to walk away from a game that’s rigged against you. Recognizing when to step back can save you time and trouble.

Use different escalation levels in sales conversations to shift approaches when discussions stall. Just like a car needs different gears for different conditions, sales talks need different strategies for success.
Start conversations by gathering information to understand the lead's needs better. This means asking questions and listening more than you talk to really get to the root of the problem.
When necessary, be firm and clear in your communication. If someone can't follow your advice, be direct about what needs to change or you may need to walk away from the deal.

Navigating a business exit means thinking about negotiation carefully. It's not just about the price, but how to structure the deal for long-term success.
Preparation is key for founders looking to make a successful transition. They need to engage strategically and consider expert advice to get favorable terms.
Asking the right questions about the deal can help in making better strategic decisions. It's important to think deeply about the options available during this phase.

Preparing for negotiation is crucial. Understand your company's true value and define your goals clearly before starting talks.
Negotiation isn’t just about price. Consider the structure of the deal, like payment terms and earn-outs, to maximize your value.
It’s important to build a good relationship with the buyer. Open communication and mutual respect can lead to better outcomes for everyone involved.