Steve VarsanoFounder at The Jet Business

This is how I make sure I leave a business deal with two satisfied parties.

Name: This is how I make sure I leave a business deal with two satisfied parties.
Uploaded: 2025-04-03T15:55:05+00:00
Duration: 53 s
Channel: Steve Varsano
Description: Steve Varsano negotiates high-value asset sales with billionaires who are wired to win and quick to walk away. The trick: both sides need something on…

3 Apr 2025 · 1 min

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Steve Varsano negotiates high-value asset sales with billionaires who are wired to win and quick to walk away. The trick: both sides need something on the table. Figure out what matters most to them, structure the deal around those priorities, and everyone leaves satisfied.

Chapters

I deal with billionaires every single day negotiating, whether representing them as buying an airplane or representing them selling an airplane. The one common trait that all of them have is they love to win. They love to win. They have been really, really winning more than losing all their life, or they wouldn't be where they are. They are used to negotiating and walking away from a deal if they don't get what they want. The question is, how do you make them happy in a transaction? The one thing for sure is it's not winner-take-all. It's not really the case. You have to leave some crumbs on the table when you walk away. One guy gets 100% and the other one get zero. That's never the case. It's a very unfriendly settlement that way, and it's not normally how it happens. You got to figure out where's that line move. There are some things that are very important to the person you're negotiating against, and some things that are not as important. That's where the art of the deal comes into fruition. You have to navigate and find out where those touch points are, and you can make both sides happy on, and that's usually how the deal gets done.