All Things Negotiation Keith Rabois: Negotiation Lessons From the Startup Trenches.
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Apr 30, 2025 
Keith Rabois, a renowned entrepreneur and venture capitalist, shares insights from his successful stints at PayPal, Square, and LinkedIn. He emphasizes the power of persuasion in scaling companies and offers a unique negotiation philosophy focused on goal clarity. Keith discusses hiring resourceful talent, fostering employee motivation, and memorable pitches he's witnessed, including Airbnb's. He provides actionable tips for aspiring entrepreneurs on securing meetings with influential figures, showcasing how impactful connections can drive success.
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Persuasion Essential to Scale
- Scaling a company requires the founder to persuade others and create a shared vision like a cult.
- Persuasion is essential to bring people along and teach the company's core values.
Be Clear and Align Priorities
- Clarify your goals and align them with top priorities of the other party, especially in negotiations with large entities.
- Map the organization and understand their key business challenges to craft mutually beneficial deals.
Use Networks to Access Executives
- Use LinkedIn and authentic common connections to reach C-suite executives at large organizations.
- Consider engaging board members or former employees for introductions to top decision-makers.