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In this brief segment, Jake Burhans explains that the key to negotiating favorable terms is to maintain a robust pipeline of potential deals. He argues that the party who can walk away from a deal holds the power in negotiations. For early‑stage founders or dealmakers, this means deliberately cultivating multiple opportunities so they are not forced to accept unfavorable terms out of desperation. The advice emphasizes a mindset shift: act as if you don’t need any single deal, which becomes realistic only when you have alternatives on the table.
