How to Negotiate From a Position of Power: Amy Burroughs on Merck, Leverage & Leadership

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What really goes on behind the scenes of a $6.7 billion deal? This week on Tiger Sisters, we're joined by Amy Burroughs, the biotech executive who led Terns Pharmaceuticals through its $6.7 billion acquisition by Merck, following a more than 15x increase in the company's market cap during her tenure as CEO.

Amy takes us inside the negotiations and strategic decisions behind the deal, while also reflecting on her unconventional career journey.

Tune in for lessons on:

✅ Why the power to walk away can be your greatest advantage in any negotiation

✅ How to identify your competitive advantage and make tough strategic decisions

✅ How to build your own "Personal Board of Directors" of trusted advisors

✅ The difference between mentors and sponsors, and why you need both

00:00 - Episode Intro

00:54 - Introducing Amy Burroughs

02:00 - The ups and downs of Amy’s nonlinear career path

06:08 - Hiring for potential, not just experience

06:55 - Doing well by doing good

09:51 - Working in Executive Search to become a better CEO

16:40 - Taking over Terns after the previous CEO's passing

27:40 - Inside the $6.7 billion deal

29:18 - How raising $750 million gave Terns the power to walk away

30:30 - An unexpected phone call

39:00 - Managing the pressure of a multibillion-dollar deal

43:40 - Being a CEO doesn’t have to be a lonely job

45:35 - How to build your own personal board of directors

50:46 - The difference between mentors and sponsors

56:40 - Why your career is a marathon, not a sprint

59:30 - Choosing a life partner is one of your biggest career decisions

1:00:40 - What’s next for Amy

1:01:50 - Closing thoughts

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