Stanford Innovation Lab, produced by the Stanford Technology Ventures Program (STVP), brings you conversations on the leading edge of entrepreneurship, featuring Stanford faculty and other experts on strategy, creativity, technology and smart growth.
Negotiation—whether it’s over a job offer or a merger—is a dance. Each partner must be attentive to the other, and they’ve got to agree on style and tempo. In this episode, Tina Seelig, Professor of the Practice in Stanford’s Department of Management Science & Engineering, and guests Andrew Scheuermann, CEO and cofounder of Arch Systems, and Jessica Verrilli, general partner at GV, explain what makes a negotiation successful. The best negotiations stem from openness and mutual trust between the two parties, and it helps to know exactly what you want it, and say it clearly.