Start-ups Expedia Microsoft CaterpillarCustomer ObsessionLeaders start with the customer and work backwards. They work vigorously to earn and keep customer trust. they obsess over customers.

OwnershipLeaders are owners. They think long term and don’t sacrifice long-term value for short-term results. They act on behalf of the entire company, beyond just their own team. They never say “that’s not my job." Invent and SimplifyLeaders expect and require innovation and invention from their teams and always find ways to simplify. They are externally aware, look for new ideas from everywhere, and are not limited by “not invented here." As we do new things, we accept that we may be misunderstood for long periods of time. 

Are Right, A LotLeaders are right a lot. They have strong business judgment and good instincts. 

Hire and Develop the BestLeaders raise the

performance bar with every hire and promotion. They recognize exceptional talent, and willingly move them throughout the organization. Leaders develop leaders and take seriously their role in coaching others. Insist on the Highest StandardsLeaders have relentlessly high standards - many people may think these standards are unreasonably high. Leaders are continually raising the bar and driving their teams to deliver high quality products, services and processes. Leaders ensure that defects do not get sent down the line and that problems are fixed so they stay fixed. Think BigThinking small is a self-fulfilling prophecy. Leaders create and communicate a bold direction that inspires results. They think differently and look around corners for ways to serve customers. Bias for ActionSpeed matters in business. Many decisions and actions are reversible and do not need extensive study. We value calculated risk taking. FrugalityWe try not to spend money on things that don’t matter to customers. Frugality breeds

resourcefulness, self-sufficiency, and invention. There are no extra points for headcount, budget size, or fixed expense.  Vocally Self CriticalLeaders do not believe their or their team’s body odor smells of perfume. Leaders come forward with problems or information, even when doing so is awkward or embarrassing. Leaders benchmark themselves and their teams against the best. Earn Trust of OthersLeaders are sincerely open-minded, genuinely listen, and are willing to examine their strongest convictions with humility. Dive DeepLeaders operate at all levels, stay connected to the details, and audit frequently. No task is beneath them. Have Backbone; Disagree and CommitLeaders are obligated to respectfully challenge decisions when they disagree, even when doing so is uncomfortable or exhausting. Leaders have conviction and are tenacious. They do not compromise for the sake of social cohesion. Once a decision is determined, they commit wholly. Deliver ResultsLeaders focus on the key inputs for their business and deliver them with the right quality and in a timely fashion. Despite setbacks, they rise to the occasion and never settle. 

1. When you negotiateda. Upsell rooms email – marketed , showed a range of conversions and benefit to consumer and business and convinced upper management

2. Expediaa. No availability – tested multiple solutions – supplier email, front facing deal alertsb. Competitive pricec. Check out for customer callingd. Button actual number of dates – based on number of nights stayed - e. Price watch email

3. Microsofta. Hotmail - where do you place ads?b. Hotmail – how should we integrate facebook messenger?c. Hotmail – d. What should we do with hotmail plus?e. How do we increase installs for windows mail? What can we do for the user?

4. Start-up Lemonseeda. Who should we build this for?b. Who will buy it?c. How should we sell this ? Individually or across?d. How do we negotiate a large contract?e. Negotiate with principals,- told to get out, I went with parents, and asked them to let them decidef. Selling it to individual parents, and schools and wanted to convince them, because you have more 1-1 insight into the product, initially, it was ok,

but afterwards, it bombed, I moved and started pitching to chain of schools5. Start-up consulting

a. Voxta - 6. Caterpillar

a. Negotiated co-sharing work spaces for BMW, fordb. Helped redesign by working with all levels of stakeholdersc. Which contract should we acquire, assume a cost basis model, and then do a NPV analysis based on how much we can make in the future

7. Lead a team8. Work environment changed, and what you did9. Obstacle , what you did10. Analyzed something

11. Went against boss’s wish – thought the customer instinct better12. You were innovative13. When you had to give feedback to someone – appreciate with 14. You convinced someone 15. When you got convinced16. Amazon – look at leadership principles – questions based on that17. Put aside short term and look at long term18. You went out of your job scope19. When you got feedback20. Describe an instance where you had to make an important decision with out approval from your boss21. Describe a customer feedback recommendation that you implemented22. Design a fridge for the blind 23. Product manager – negotiate your way to find deep collaboration across fields24. Tell me a time when you negotiated25. 3rd party vendors –online storefront 26. 20% drop shipment; 80% from fulfillment27. Have an opinion on prime – Prime is priced very low28. Amazon 3d phone – why do you think they said?29. Amazon basics - electronics, chargers, directly from china/other suppliers, 30. Amazon – toys r us – had a strategic partnership31. Case – 32. Amazon into being a product line oriented – kindle from 3% to 9-10% of revenue; Thoughts on this?33. Read through annual reports34. Amazon - India – what was your thought process? Solidfy and thought process?35. Amazon & android 36.