Chapter 2 of Larry’s book is about never negotiating from need.
He calls it playing with house money.
Build a cushion so no single deal can hurt you.
When you can walk away, you negotiate from a different planet.
The buyer feels it, even when nothing is said.
House money is not about being rich, it is about being unhurried.
A small buffer changes your posture in every meeting.
Larry borrows the 70, 20, 10 split from an old finance book.
Seventy to live, twenty to invest, ten to give away.
Boring on the surface, powerful underneath.
The point of the cushion is not interest, it is calm.
Calm closes, need begs.
Details: The Stanford book, from Larry himself: @LarryChiang
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