"In deal making, only the fear of death closes deals."
Sit with that.
No one moves until something is dying. A runway. A relationship. A window of opportunity. A reputation. When everything is fine, people negotiate forever. They stall. They "circle back." They wait for better terms.
But the moment something is about to die — urgency appears from nowhere.
The dying startup signs the term sheet. The desperate seller accepts the offer. The founder with 3 months of runway stops being precious about valuation.
This means something tactical for you as a deal maker.
**Your job isn't to make a great offer. Your job is to make the cost of inaction visible.**
What happens if they don't sign this week? What opportunity closes? What competitor moves in? What leverage disappears?
You're not creating fear. You're just making the existing death more visible.
The best deal makers I've seen don't push. They illuminate. They show the other side exactly what's dying — and let that do the work.
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