AI-assisted annotations
Reorganized from combined note with Claude Opus 4.6 via Claude Code.
Source: a16z Podcast: From Teaching Leadership to Being a Leader | Andreessen Horowitz
Do to others what you want them to do to you.
这是生活上常用的一个准则，也可以推广到谈判上。
Put the gun in the other person’s hand.
你把主动权交给对方，然后观察对方给你的开价。如果对方给你开了一个荒唐的高价，你可以知道他的为人，然后避免再与他合作。如果对方给你开了一个诚实的价格，你可能收获了一个值得信任的合作伙伴，而且避免了很多谈判的烦恼。
If you can’t create a fear of loss, you’re never going to close the transaction. And so basically, I have to make you believe that the opportunity is going away. But you have to do it in a courteous way. So you have to be courteously indifferent.
损失带来的痛苦远大于获得带来的喜悦。大多人并不是因为机会而行动，而更多是因为害怕错过。如果你不能创造出”fear of loss”，那么你将很难close a deal。作为卖家，你必须创造出”现在不买就没机会了”的错觉。