“Win-win” negotiation is overrated when there is only one variable and every concession costs you money.
Alex Adamo, chief negotiator behind The Commercializer, currently manages or advises on $6.5 billion of negotiations.
We discuss:
Why founders often prepare the deal but not the negotiation, then optimize for closing instead of maximizing it.
Why a billion-dollar negotiation with only price on the table can become win-lose, regardless of relationship quality.
Why putting your number down first can anchor the entire negotiation when you understand the market.
How an almost imperceptible nod once convinced Alex’s team to stop conceding with another $1 million available.
Why catching a counterparty lying does not mean you should expose them, and how giving them a “golden bridge” protects your leverage.
Why AI could eventually handle negotiations directly, escalating to humans only when automated negotiators cannot reach agreement.
“Closing the deal is the worst case scenario for us as negotiators.”
Is “win-win” actually bad advice when the negotiation is purely about dividing a fixed amount of value?
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