What are the four lessons learned from negotiations with Steve Jobs?

ByMATEUS_ 27: 24 & 25

As soon as I graduate from Stanford Business School, a software development company "T / MakerHeidi Roizen who is active as an investor now and having experienced when starting a business now was only a lesson that was learned even though he recalled it now. Even though Mr. Roizen experienced, negotiating with Steve Jobs and summarizing business talks is a wonderful memory and it was said that Mr. Jobs taught various things through negotiations,Four lessons learned from negotiations with Steve Jobs"It is open to the official blog as.

Operating Partner, DFJ
http://heidiroizen.tumblr.com/post/80368150370/what-i-learned-negotiating-with-steve-jobs

Mr. Roizen talked with Mr. Jobs when Mr. Jobs left Apple and launched NeXT. At that time Mr. Jobs was developing a word processing processor for Mac "MacAuthorI pulled out one of the developers from Apple. Mr. Jobs's contract with the developer included development and royalty payment of MacAuthor, but as NeXT gained too much attention, the first product as NeXT is MacAuthor There seems to be no necessity.

So, to solve this problem Roizen said that the arrow of bulls was made. We suggested that employees of T / Maker who interacted with Mr. Jobs would let Roizen develop and sell word processors. Mr. Jobs agrees with the proposal and will hold a one-on-one meeting with Mr. Roizen at a later date.

ByMazzali

At the meeting, packaging to future plans were discussed and completed until the draft of the contract. Although it seemed that the second meeting was held and everything seemed to be going well, Mr. Jobs showed a bad color concerning "15% royalty payment" stated in the contract, "15% is ridiculous Please set it to 50% ", notified Mr. Roizen. Paying half of sales to Mr. Jobs was a condition almost impossible for Roizen, but Mr. Jobs said "Please change to 50%, otherwise we will not speak anymore," Roizen said I reject my claim.

Dianny Lewin who was listening to the conversation quickly came up quickly as he was listening to the conversation by Mr. Roizen who fell down on the return trip without being able to conclude a contract and said, "Steve just wants to see the figure of 50% I fully understand that it is impossible for the company to pay 50% royalties, so please somehow make it look like 50%, your company is acceptable and pay 50% on the document I think about contract contents. " With this remark, Roizen said it was clear that the contract was not very important for NeXT.

For Mr. Jobs, it is important to mention to the employees of NeXT who started just launching "I always do what I said" rather than the content and amount of the contract, which is important for the contract with Mr. Roizen. From that day, Mr. Roizen reviews the contract, creates a contract that promises 50% royalty payment by cutting package costs and salaries of employees of their company.

ByAFGE

When reviewing the contents of the contract, it was said that 15% of the initial contract and 50% of the contract finally signed settled down to an amount that was almost unchanged. Since then, the relationship between Mr. Jobs and Mr. Roizen got better and there were opportunities to join the work many times afterwards, but the contract I got at the very first became a tremendously great asset for Mr. Roizen It was.

Roizen summarizes the four lessons learned from negotiations with Mr. Jobs at the end of the blog.

◆ 1: Knowing numbers

ByE y e / s e e

I need to understand firmly what I am making money and, on the contrary, what I can not earn money. In the case of Mr. Roizen, we succeeded in concluding a contract only by understanding the number of ours and partners who can make a contract.

◆ 2: Do not turn on the dazzling and dazzling lights

ByMidorisyu

Even if it is a contract including a high price, it is not to make a contract where the partner or himself does not satisfy. Mr. Roizen made a contract with many entrepreneurs through his work as an investor, but he seems to have had a surprisingly large number of entrepreneurs who would like to sign a contract to give an impact press release.

◆ 3: Build human relationships that employees of other companies will stand on my side

ByWirawat Lian-udom

Roizen says, "Without Mr. Lewin's help, it might have been impossible to sign a contract with Jobs." If other companies have people who will help themselves, the work will progress more smoothly.

◆ 4: Understand what the other party needs

ByMel

Roizen initially did not notice that Mr. Jobs is not a royalty, but that he considers his policy to be shown to NeXT employees as most important in his contract with Mr. Roizen. However, when you realize what the other person really needs, the way to the goal is flattened and you definitely know what to do.

Since Roizen learned from negotiations with Mr. Jobs is in the business in the US to the last, there may be cases that it does not apply to work in Japan as it is, but keep in mind that there is no loss That's right.