We recently chatted with Matthew May over at AMEX OPEN forum about Roadside MBA. This interview was a lot of fun because we revisited many of the businesses in the book, and even a few that we didn’t have space for.
It was not the best smelling place we visited, but the lessons in negotiation were rich at Eko Compost in Missoula, Montana. It’s a great example of the importance of knowing your own next best option, as well as that of the party you are negotiating with. Eko Compost gets its primary input from a sewage treatment plant next door. Knowing that the plant next door would find it very expensive to get rid of the waste any other way helps Eko Compost be aggressive in negotiations.