I was always taught to avoid “speaking first” when negotiating. Let the other side give a number. Aaron Bird, the former CEO at Bizible, broke this rule in the long and winding process getting acquired by Marketo. Why? “I was optimizing for two things, neither of which was selling the company [right away]. I was optimizing first for minimal distraction. […] And the second thing was the relationship. So if we don’t sell, I want the relationship to be as good as it was yesterday.” said Aaron.
Why did this CEO break the #1 negotiating rule?
Why did this CEO break the #1 negotiating…
Why did this CEO break the #1 negotiating rule?
I was always taught to avoid “speaking first” when negotiating. Let the other side give a number. Aaron Bird, the former CEO at Bizible, broke this rule in the long and winding process getting acquired by Marketo. Why? “I was optimizing for two things, neither of which was selling the company [right away]. I was optimizing first for minimal distraction. […] And the second thing was the relationship. So if we don’t sell, I want the relationship to be as good as it was yesterday.” said Aaron.