Why be fair when you can be generous?

I’m not sure if professor Guhan Subramanian of Harvard Business School who taught me several cases on negotiations would fully approve of this strategy but I can tell you from my experience that I’m much happier with the outcome than I would’ve been otherwise.

Recently I was in a tough negotiation with a co-founder of one of our companies. The relationship has gone sour as we couldn’t agree on defining what’s a fair compensation for his contributions. He felt that his contributions were worth much more than the deal that he had. A few months earlier we ended up signing an agreement that each of us felt it was good for the other party but not fair for oneself! He had proposed a new agreement which I deemed not acceptable and we were heading to an impasse.

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