Founder’s Dance with George Levin #6

This week, I had the unique experience of visiting London for the first time, staying in a hotel, and working from 9 to 7 every day.

Surprisingly, by the end of the week, it turned out to be a positive experience. Being confined to a hotel room allowed me to complete many tasks and clear my backlog.

Now, all my tasks fit on one screen, so I no longer need to scroll through it :) I also wrapped up my 4-week course on fundraising and have started working on a new course focused on launching startups.

Startup Hacks: The Power of No

In 2019, I was deep into the due diligence process of selling my startup, Getintent. For those unfamiliar, acquisitions are exhausting, stressful, and often drawn-out, with a high risk the deal will fall apart after months (or even years) of negotiations.

Midway through, the buyer wanted to change a key term—one our board considered a deal-breaker. It wasn’t malicious; after months of back-and-forth, their priorities had shifted, and they sought better terms.

Picture this: you’ve spent seven years building your company to sell eventually. After more than ten failed acquisition talks, you finally have one that looks promising. Terms have been discussed with the board, investors, and the buyer. Eight months of legal wrangling later, you’re just weeks away from closing. It’s your first chance to make significant money after years of being underpaid as a founder. Then, suddenly, something threatens to blow up the deal.

That’s when I received invaluable advice from Michael Szalontay at Flashpoint: never be afraid to say no to a potential partner. If the deal matters, the buyer will find a workaround. They never really wanted it if a single “no” kills the deal. A deal that both parties genuinely want won’t collapse over one rejection.

So, I said no. It felt unfamiliar—like I was rejecting the deal entirely. Negotiations paused for a few days, but eventually, the buyer returned with a workaround that worked for both sides.

In negotiations, everyone wants the best terms. When one side seeks its best outcome while the other pushes for a win-win, it often loses significantly. It’s more honest when both advocate for themselves. In this context, saying “no” is a tool to set clear boundaries.

Since then, I’ve learned you can say no, even with high stakes. The other party won't walk away if they want the deal. And if they do, they never really wanted it in the first place and used your “no” as an excuse.

Product Spotlight: AI Comes Alive

In this week’s spotlight, we’re diving into OpenAI’s Advanced Voice Mode, released to Team and most Plus users on September 27. And let me tell you—it's shockingly good.

Previous iterations of AI audio always felt a bit uncanny, like chatting with a chatbot from a sci-fi movie. This time it feels more natural than most of my daily human interactions.

It’s not just about voice recognition anymore; it’s about emotional intelligence. The AI picks up on subtle conversational pauses, detects shifts in mood, and responds in real-time. I tried it out as a writing copilot, simply talking through ideas and asking it to prompt me with questions. The flow was seamless—like having a real-time conversation with an editor. I’ve used AI for brainstorming in text mode before, but speaking feels faster and more intuitive, letting me absorb and process ideas with surprising ease.

What blew my mind was its ability to distinguish between different voices. My wife and I simulated a couple’s therapy session, pretending to disagree. Not only did the AI recognize us as separate individuals, but it also guided us toward resolving our “conflict” in a positive, playful way.

At the current rate of advancement, I can easily see this technology becoming your actual friend in the next 1-2 years—understanding you better than anyone and offering empathy with zero judgment. Imagine when they add vision recognition.

OpenAI’s Advanced Voice Mode has brought AI one step closer to feeling genuinely human. While text interactions are great, this new development breaks through the “Chinese Room” thought experiment. Its emotional depth makes you quickly forget you're talking to a machine. Here is an excellent review from Every with some examples.

Culture Corner: Start with No" by Jim Camp

If you appreciated the advice from the beginning of the newsletter about the power of saying "no," you'll likely find Start with No by Jim Camp a compelling read. It builds on the same principle, emphasizing that "no" is not something to fear but a powerful tool for better negotiation outcomes.

In Start with No, Jim Camp positions "no" as a critical tactic for success. By embracing "no," you stay in control and avoid premature commitments, ensuring deals meet your needs without rushing into unsatisfactory agreements.

Camp also critiques the popular "win-win" mentality, asserting that it often leads to unnecessary compromises. Instead, he advocates focusing on securing the best outcome for yourself, ensuring your interests are fully met before considering the other party's needs. This approach encourages clear boundaries and better results in negotiations.

It's one of only a few books on sales that I enjoyed—and the only one I’ve reread.

Mind Bender: Wheel of Consent

This week's topic delves into the "Wheel of Consent," a framework that uncovers the hidden dynamics in our everyday exchanges.

To enjoy interactions and avoid unspoken tension, it’s essential to identify who is providing and who is receiving. In any conversation, one person offers something while the other benefits. For example, if you ask for advice, I’m offering a service, and you’re receiving it.

However, these roles aren’t always obvious. In a relationship, someone may give a massage not to serve but because they enjoy it. In this case, the person receiving the massage is offering the service by allowing it to happen.

The key is clarity. Without understanding who’s providing the service, interactions can become strained. For instance, when a friend gives unsolicited advice, they may believe they’re helping, but you might find it frustrating. You might think you’re doing them a favor by simply listening, leading to frustration on both sides.

In my experience, when meeting with friends, I spent a lot of time sharing ideas from books I read. I presented it as if I were doing them a favor, but often they weren’t interested and thought they were doing me a favor by listening. 

The honest approach would have been: “I read a great book. Can I tell you about it? Talking through it helps me understand it better.” Here, I’d be asking them to provide the service of listening. Without this clarity, they might feel annoyed, and I’d be frustrated that they weren’t as interested as I hoped.

Ultimately, recognizing who’s giving and receiving in any interaction fosters honest, respectful exchanges. For more insight, you can watch a 45-minute video by the creator of this concept.

Life Snippets: Chelsea F.C.

On Saturday, we attended the Chelsea vs. Brighton game at Stamford Bridge. Before the match, we even stopped by a local pub with Chelsea fans—the atmosphere from Football Factory and Green Street Hooligans is still alive! Chelsea won 4-2, and it was a great game, but next time I’d instead catch a League One match, like Charlton or Leyton. I love the smaller stadiums and the dedicated fans who support their clubs no matter the league.

It's Sunday afternoon, and I’m glad I finished the newsletter early. I can spend the rest of the day walking around London with my wife before meeting up with friends.

Speak soon,

George,

September 29, 2024. London.

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