The world of technology is full of fascinating characters, and Steve Jobs is certainly one of the most prominent. Its relentless approach to quality and excellence has been praised and criticized in equal measure, but no one can deny that. succeeded in changing the world with its innovative approach and passionate vision.
In one of his most famous and also decisive negotiations for the company with which he was confronted, Jobs used his talent as a provocateur to obtain an agreement with IBM, and the story has become business legend.
A key negotiation for business success
In 1989, NeXT, the technology company founded by Steve Jobs after his departure from Apple, was struggling to win over buyers. Desperate for a deal with IBM, NeXT executives met with their IBM counterparts to discuss the possibility of licensing their NeXTSTEP software for use on IBM’s OS/2 computers. What happened at that meeting has become legend and has been cited many times as Example of Jobs’ unique negotiation approach.
When executives from both companies met at NeXT headquarters in Palo Alto, Calif., to discuss the terms of the deal, everyone was nervous. Jobs, who was the head of the technology company at the time, had not yet arrived at the meeting. When he finally introduced himself, he walked into the conference room and addressed IBM’s top executive directly at the meeting. In a moment of audacity, Jobs told him, “Your UI is garbage.”.
The room became silent. NeXT and IBM executives couldn’t believe what had just happened. But that was nothing new for Steve Jobs, who knew that often the best way to get what he wanted was to be ruthless and defiant. With an incredible talent for provocation, Jobs continued: “We’re going to make this deal, but your products are mi…a”. The executives of both companies were in shock, but Jobs had a goal in mind and would stop at nothing to achieve it.
In the end, Jobs’ tactic worked and NeXT was able to close the deal with IBM for $65 million. The story has become a legend in the business world and has been cited many times as example of Jobs’ unique ability to negotiate. While some criticized his approach as too pushy and unprofessional, others praised him for his ability to get what he wanted and his insistence on quality and excellence.
The story of the negotiation meeting between NeXT and IBM is one more example of the uniqueness of Steve Jobs and his ability to achieve everything he set out to do. Although his approach is unconventional, he has delivered results and made his mark in the world of business and technology. Sometimes, a direct and honest approach can be more effective than trying to please everyone and of this, Steve Jobs knew a lot.
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