Emil Michael

“Most negotiation books focus on methodologies that overlook the human element. In reality, the most successful negotiations hinge on understanding the people you're dealing with,” says Emil Michael, the renowned tech entrepreneur who has secured over $25 billion in capital and brokered major deals worldwide. For instance, Michael closed an $8 billion deal in China within just 60 days, where his deep understanding of the culture and attention to detail—down to the choice of the right drink at dinner—played a critical role. “You need to take the time to truly grasp what drives people,” he explains. “Are they aiming for a promotion? Is their company thriving? How’s their personal life? And when dealing with different cultures, it’s crucial to approach them with respect and understanding.” In this insightful talk, Emil Michael shares the most successful negotiations of his career, including how he transformed a $300 million deal with Microsoft into an $800 million one and how he introduced Uber to markets across the globe. His compelling stories and valuable insights into the importance of the human factors in negotiations will fundamentally change how you approach and prepare for successful outcomes.

To begin, it’s essential to identify what type of leader you are: Do you prefer hiring 'spikes'—individuals with deep expertise in specific areas—or do you lean towards a 'generalist' approach to team building? How do you create a cohesive team when members are spread across the globe? In a small startup with fewer than 50 employees, it's relatively straightforward to hire top talent that aligns with the company’s values. But as the company grows and you’re no longer personally involved in every hiring decision, how do you ensure consistency in quality and values? During his tenure as Chief Business Officer at Uber, Emil Michael was tasked with maintaining these values as the company expanded internationally. In this engaging talk, Emil shares his strategies for building a resilient and relentless culture. Audiences will gain insights on establishing a consistent hiring process, effectively communicating cultural values, adapting them to different regions, and managing a team of either specialized 'spikes' or high-performing generalists.

In the early stages of a startup, when survival is the primary goal, the team you build and the values you embrace take on a tribal nature. The focus shifts from individual employees to the collective mission of growing the business. Every team member is involved in problem-solving, and there’s a strong sense of unity as everyone contributes to the next steps. As an underdog, cultivating this tribal mentality is crucial for success.

However, once a company has established a product that meets consumer demand and has learned how to deliver it efficiently, a shift is necessary. At this stage, implementing structures, systems, and even some level of bureaucracy becomes essential. Roles must be clearly defined, processes for efficient capital allocation need to be in place, and the company must address the needs of a more diverse set of stakeholders. Much like the evolution of a civilization, the focus expands beyond mere survival.

While most companies make this transition gradually, tech companies operating in hyper-competitive and rapidly growing environments must adapt more quickly than usual. However, this maturation process must be carefully managed to avoid slowing the company down, which could lead to the Innovator’s Dilemma. Balancing rapid growth with the necessary evolution of the company’s structure is the central challenge facing high-growth tech companies today.