Negotiation secrets of Steve Jobs

08/21/2013 | Forbes

Steve Jobs was a phenomenal negotiator, recalls former Adventis consultant Raj Aggarwal, who met repeatedly with him during talks aimed at bringing the iPhone to AT&T. Jobs impressed AT&T execs with the sheer strength of his self-belief, Aggarwal says, then leveraged that to exact concessions. "In one meeting in the conference room with Jobs, he was annoyed that AT&T was spending too much time worrying about the risks of the deal. So he said, ‘You know what we should do to stop them from complaining? We should write AT&T a check for $1 billion and if the deal doesn’t work out, they can keep the money.'" Aggarwal said.

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