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Negotiation Playbook: How to handle pushback like a pro

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Craig dos Santos

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What you'll learn

How to handle pushback (and why it's a good thing)

You'll learn how to respond without offending or giving in.

How to improve this skill (it's not through books or videos)

I'll give you the strategy, but that only gets you so far. We'll engage in role play to get better through experience

How to handle hearing no from managers/investors etc.

It's only defeat if hearing 'no' is the end of your strategy. Walk away with a better plan.

Why this topic matters

You can't ask for what you deserve or advocate for what you need if you don't know how to handle pushback. Importantly, knowing how to do this skillfully makes conversations WAY less stressful and breeds a confidence that's hard to come by otherwise. You'll come away with specific responses that allow you to respond without giving in.

You'll learn from

Craig dos Santos

2x founder/exit; 13 years consulting exec negotiation

Craig has been a negotiation consultant to execs and entrepreneurs in tech for over 12 years. His clients have amassed tens of millions in accretive value and coached hundreds of people into offers at companies like Google, Stripe, Facebook, Amazon, Airbnb, as well as startups from seed stage onwards. He's worked alongside professors at Duke and Wharton, and learned to negotiate with high stakes and no leverage on the SF suicide hotline.

Over the last 15 years, he's also built, funded and sold two companies and worked as a PM at startups as well as in big tech at Microsoft and Disney.

Previous clients from

Meta
Microsoft
OpenAI
Amazon
Google

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