Someone makes an offer. You start negotiating their number — adjusting, countering, trying to close the gap — before you've figured out what you actually want, what they actually need, or what your alternatives are.
That's not a negotiation. That's reacting. And it costs founders more than they realize — not just in dollars, but in deal structure, earnouts, equity, and what happens to their people.
"The fastest way to weaken your position is to start negotiating their number before you've figured out your own deal."
— Nikki · Founder, NEGOTIATi℠
