Let’s get something straight—equity doesn’t mean fairness. Negotiation equity is about creating deals that maximise value for both sides, but it’s not about splitting things down the middle. CEOs who confuse equity with fairness end up with lousy deals.
Here’s how to achieve negotiation equity:
Set the Terms Early: Don’t wait for them to define equity. Start by outlining what fair means for your business and stick to it.
Focus on the Big Picture: Equity isn’t just about today’s deal—it’s about what the relationship looks like in the future. Frame the discussion around mutual value, but don’t forget to protect your bottom line.
Control the Optics: Equity is perception. Use data, case studies, and hard facts to show why your offer benefits everyone involved.
The Real Edge
Negotiation equity is your chance to lead the conversation. It’s not just about fairness—it’s about creating value, setting expectations, and owning the narrative. Deals built on equity create loyalty, trust, and opportunities for bigger wins.
Don’t aim for balance; aim for control.