The Leverage Flipped

One press release. One car ride. One split-second decision that could have killed the deal.

Most people think negotiation is about getting to yes. It’s not. It’s about what happens right after yes, before anything is signed.

I learned that while closing the domain deal that helped launch Akamai Technologies.

The leverage flipped instantly.
I had one choice:
move fast or lose everything.

Speed is a strategy.
Silence is a weapon.
And the person who moves first often wins.

If you’re negotiating anything, don’t let delays cost you the deal.

Move fast. Say less. Close it.

Видео The Leverage Flipped канала Randall Kaplan