Negociation

How did this guy negociate with the "sharks"? He was confident in his product and the future of his business. He has worked with VC so he knows what he is talking about. He has already doubled his sales from last year by 50% so it is quite believable . He was open to hearing the different offers that the sharks were offering, and negociating. He would not settle for much less than what he originally wanted. I believe that because he was so persistant and confident in his product, that he got such good offers.