“The funny thing about the story about ‘you don’t who’s gonna do what’, right, is that because of the uncertainty, you should come in with a plan. You should lay the anchor for what you want to happen because that will be the negotiation starting position. The point about the first deal is: you have a clear anchor. We have done this with this other company; this is how it’s working. People take that for granted. Setting your anchor is hugely important in terms of where the conversation starts, or where it will end up.”
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