A negotiator explains how to frame language strategically to pressure the other side. He contrasts a 2-year note with 2-year equity to claim higher asset priority, then uses worse competing offers to force acceptance of his terms.
Were you in the deal room today? You can, and you can tweak the way you say something to somebody. I can apply pressure, or I can apply— in this case, I'm going to use a word that many people get triggered by, but manipulation. I'm manipulating you into understanding why my idea is better by saying you're already open to a 2-year note, why not take 2-year equity? Well, I'll tell you why, because a note stands a higher position than equity. So that's why he's getting a little frustrated with that, but that's okay. Like, we're You know, I'm not, I'm not out to do a win-draw-win or win-draw-lose with anybody. And in this case right here, it's just a win for him, not for anybody else. And we have to move on from that. And so telling him we're not interested, we're moving on, forces him to eat his hat when it comes to the other 3 LOIs that are probably half of what we offered.
