Negotiation

Maybe I’m missing something, but I don’t see any other alternatives. Do you?

Steve Jobs, The Steve Jobs Emails that Show How to Win a Hard-nosed Negotiation

I don't really buy that there is that much to learn about negotiation in this email exchange. It's a great example of how adept Jobs was at persuasion, but in this case, what exactly did Apple have to lose if HarperCollins didn't meet their demands?

They already had deals in place with many other competing publishers so it doesn't seem like they really had any incentive to compromise. Jobs knew this, so it was easy to play hardball.