On Negotiation: What One Wants

Whether you are negotiating salary or getting your kids to clean their rooms, whatever negotiation you are engaged in, I’m almost sure you know what you want–what you really, really, REALLY want.

But wait. What does the other side want?

Knowing what the other side wants is often the key to unlock a deal. Get unlocking.

An Idea vs. a Tool/Vehicle; a Ship vs. a Destination

Someone says: “I want to be a billionaire!”

Question: Is this the same as “I want to start a (presumably successful) company!”?

Since there are many different ways to become a billionaire, I assume starting a company is a tool or a vehicle to get to the destination or the wish/want/the goal of being a billionaire.

Many want to start a company. However, is the idea or the goal clear? Are you desiring the vehicle? Or do you want to get to the destination?

Open Mind 🧠 Opens Doors

I was frustrated. Frustrated by the situation that I found myself in. I had a plume of smoke above my head. But then, I took a moment, and thought I should probably keep an open mind. Then I thought: Everyone would agree that an open mind is almost always, and for sure, better than a closed mind. Ain’t that right? So I took another look. To my utter surprise, my mind was only half open; I had assumed an image of a very open-minded self that was becoming untrue. While I was busy with my frustration, I have tuned the conversation out, and was closing my mind as the frustration built. So I pried my mind open. I pried. And I pried. And then, wow. A door revealed itself, unexpectedly. And the door opened.

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No More Excuses. Keep Learning!

Most of us are connected to the internet 24/7. And because of that, there are no more excuses. We can and should learn–and keep learning–and keep acquiring valuable skills, both to be better ourselves at our current job and prepare for the future.

In the beginning of my tech transfer career, I was a sponge; I soaked up as much information about patents and tech transfer as I possibly could. When I wasn’t able to attend events, lectures or conferences, I would consume so much online materials provided by AUTM and NCET2, especially everything I could get access to without additional fees. (Free is the best!)

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Getting to the Dinner Date — Pitching to Investors

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I was roaming around the University of Chicago Booth School of Business when I stumbled upon an interesting video playing on the bulletin board. First, it was about pitching! Cool! I’m interested. Secondly, it was a female professor talking about pitching. Excellent, I’m ready to see some diversity. I stayed to watch more. Then, as she talked, it got me really, really excited. So much so that I yelled “yes!” repeatedly at the screen. What she said in the video was so true! You are not (just) asking for money; you are building — and going into — a relationship!

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