Daylian Cain
25 statements across 1 episodes · 3 bullish · 1 bearish · 1 people on the record · first statement May 18, 2020 by Daylian Cain · said 3 times in 2 episodes since 2021 · across every show →
On the record as a speaker too: Daylian Cain's record, appearances and statements → this page counts the times other people say the name.
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brought up most by Ted Seides (3)
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2023 1 mention in 1 episode
Everything said about Daylian Cain, oldest first
May 18, 2020
May 18, 2020
Cain: Negotiation decisions inherently assign an implicit price to intangible values
“And the problem with that is your decision will put a number on it. In other words, if you accept the deal, I guess it was good enough. And if you walk away, it wasn't good enough. And so your actions imply a price. On your values.”
May 18, 2020
Cain: The negotiation pie is only unique surplus minus friction and alternatives
“Yeah, so then the pie is really 10, because I create 30, but you can get 20 without me. And then we have to look at my alternatives and then transaction costs of getting out of this deal and going chasing the other deal. And is it a certain 20 or an uncertain …”
May 18, 2020
Cain: Master negotiators script and critically rehearse answers out loud
“What most people do when they're going to have a conversation is, at best, they might have an outline for what they're going to say. But the master class people like actually word it and say it to their closet ahead of time with a critical lens. Like they'll s…”
May 18, 2020 neutral
May 18, 2020 positive
Cain: Contingent agreements neutralize emotional disputes over differing future forecasts
“What's really great about the contingent agreement is it can cool the emotions thusly. We don't have to fight about the future. We just agree on what happens if you're right, and we agree on what happens if I'm right, and if you structure the contract sensibly…”
May 18, 2020
Cain: Negotiators should plan contingencies rather than trying to predict outcomes
“People spend Far too long predicting what will happen in an exchange. And so in other words, you and I are negotiating in two weeks, and it could go X, Y, or Z way, and people will sit there and try to plan and think, like, is it going to be X? Is it going to …”
May 18, 2020
May 18, 2020
May 18, 2020
Cain: Valuing intangible relationships during live negotiations causes mispricing
“You don't want to be thinking about your value of commutes or relationships while a person has his hand extended to you. That's the worst time to be putting a value on your relationships because you'll either pay too much or even worse, too little.”
May 18, 2020 neutral
Cain: The Value of Teaching Mental Models Is Driving Execution, Not Awareness
“Compound interest, inversion, stuff that you already know, but like people aren't doing it. How do you lose weight? Exercise more, eat less, but it's getting people to do that that's the interesting challenge to me. That's where teaching is. It's taking people…”
May 18, 2020 negative
May 18, 2020 positive
Cain: Negotiators should make first offers after estimating bargaining zones
“Once you have a good estimate of the bargaining zone, then you go first, and you go for the whole thing. In other words, a good first offer as an anchor is usually the way to go, but that doesn't mean that you come in guns blazing, but if there's an offer to b…”
May 18, 2020
Cain: Winning great deals requires protecting internal champions from shopping risks
“And you need a champion like that to get some amazing deal, and what you're offering your champion is the security, a very important security, that if she burns her social capital to get this for you, oh my goodness, don't say no. Cause that's the worst is if …”
May 18, 2020
May 18, 2020
May 18, 2020
Cain: Deciding Factor in Executive Offers Is Usually Non-Financial
“It's that often for successful people, even if all you care about is money, there's money in both paths. And the delta in the money between option A and option B isn't pivotal. And so even though money might be your number one priority, the thing that's pivota…”
May 18, 2020
Cain: Market power shrinks unique deal synergies, not your fair share
“The theory of the pie says that once you've correctly identified your unique synergies, no matter how small they are, they need you just as much as you need them. For example, market cap and market power shrinks the pie, but it doesn't give you proportional ad…”
May 18, 2020 positive
Cain: Top Negotiators Prepare Honest, Non-Revealing Answers to Tough Questions in Advance
“Usually it's the people who are prepared to answer tough questions in an honest way. They don't have to be revealing, but they kind of know their answer ahead of time, and those people are always in the top five of my class.”
May 18, 2020
Cain: Promoting to Higher Title Is Easier Than Maxing Current Pay Band
“So if you're EVP and you want an extra 40 K, it's sometimes harder to be the highest paid EVP in the room because that upsets the Alpacarit. Easier to be the least experienced managing director in the room, and if your champion can get you that role, and if we…”
May 18, 2020
May 18, 2020
Cain: Negotiators should propose 'deal makers' rather than threatening 'deal breakers'
“The cheesy descriptor of it is, I like to say, sell the deal makers, not the deal breakers. In other words, you don't say, give me EVP or I'm not coming, Ted. There's always some bargaining zone where there's the high ended and the low end of it. And people of…”
May 18, 2020
May 18, 2020
May 18, 2020
Cain: People plan assuming smooth sailing; negotiations require months of preparation
“People, when they're planning, they plan for everything to go right, and what you gotta do is kind of unpack all the ways this could go longer than you think. The last minute is many nights before, so when you prepare for your negotiation person, That's why yo…”