Couverture de Dealcraft: Insights from Great Negotiators

Dealcraft: Insights from Great Negotiators

Dealcraft: Insights from Great Negotiators

De : Jim Sebenius
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 With an ear for memorable deal stories, Harvard Business School professor and renowned negotiation expert Jim Sebenius interviews many of the world’s greatest dealmakers and diplomats about their most challenging negotiations. From each episode, Jim extracts useful insights and lessons to help listeners with their toughest deals and disputes.447467 Economie Politique et gouvernement Sciences politiques Sciences sociales
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    Épisodes
    • Introducing “HBS Managing the Future of Work"

      Introducing “HBS Managing the Future of Work"
      Dec 9 2024
      While we’re in-between Dealcraft seasons, we’re sharing an episode of Managing the Future of Work, the chart-topping and critically-acclaimed podcast from Harvard Business School. Each episode, HBS professors Bill Kerr and Joe Fuller talk to CEOs, technologists and experts grappling with the forces (like automation and demographic shifts) that are reshaping the nature of work. You’ll hear thought-provoking conversations with notable guests, including IBM’s Chief Human Resources Officer Nickle LaMoreaux on how Big Blue is adopting AI, and LinkedIn’s SVP and Chief People Officer Teuila Hanson on workforce diversity. In this specific episode, co-hosts Bill Kerr and Joe Fuller sit down to discuss the business logic behind supporting caregivers in the workforce – which is also the subject of Joe’s latest report. What’s more, they explore how employers can benefit by remapping their talent strategies to match the realities of workers with caregiving responsibilities. To listen to other episodes, follow Managing the Future of Work here: https://link.chtbl.com/wsPtH4wH?sid=Dealcraft
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      40 min
    • How to Think Like a Great Negotiator

      How to Think Like a Great Negotiator
      Nov 18 2024
      In the final episode of Season One of Dealcraft: Insights from the World's Great Negotiators, I’ll offer you several fresh negotiation insights plus a look back over the dealmakers and diplomats from whom we've heard during these last twelve weeks. Each of these negotiators has given us a master class in one or more of the “dimensions” that make up the “3D Negotiation” framework that David Lax and I have developed over the last three decades: Setup: the moves “away from the table” designed to ensure the most promising possible situation “at the table” for realizing your target agreement; Deal design: the art and science of crafting agreements that unlock value, financial and non-financial, ideally on a sustainable basis; and, Tactics: the persuasive and problem solving actions you take directly with your counterpart(s) “at the table,” whether physical or virtual. I start this episode with insights that draw on our interviews with Colin Powell. I then loosely organize a number of actions from Season 1 into setup, deal design, and tactical groups. Among many other brief examples, I’ll draw on John Branca’s negotiations to buy the Beatles catalog, Des Stolar's beyond-thorough preparations for Shark Tank and dealing with Mark Cuban, Steve Schwarzman's hardball negotiations in Hong Kong, and Tommy Koh's remarkable elegant balance of spontaneity, patience, and drive that led to the U.S. Singapore Free Trade Agreement. While hardly comprehensive, I hope this look back will spur useful recollections. Host: Jim Sebenius Co-Producers: Alex Green and Avery Moore Kloss Outreach: Podglomerate Materials courtesy of the Great Negotiator Award Program at the Program on Negotiation at Harvard Law School, and the American Secretaries of State Program, a joint effort of the Program on Negotiation at Harvard Law School, the Program on the Future of Diplomacy at Harvard Kennedy School, and Harvard Business School. Copyright © President and Fellows of Harvard College.
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      49 min
    • Colin Powell: Lessons from a Tragically Failed (“Internal”) Negotiation

      Colin Powell: Lessons from a Tragically Failed (“Internal”) Negotiation
      Nov 11 2024
      Sadly, Colin Powell is best remembered in many quarters for deploying his immense personal prestige in giving what became his infamous speech at the United Nations. This speech purported to reveal evidence that Iraq had weapons of mass destruction, thereby building support for the disastrous U.S. invasion of that country. Powell did not want to give this speech on the rushed timetable demanded by President George W. Bush along with neoconservatives Vice President Dick Cheney and others. Having “lost” this timing negotiation with the president, the die was cast. We probe this episode for insight into how a more sophisticated approach to his “negotiation” with the president might have led to a very different outcome, in the process seeking to extract positive lessons from painful negotiating failures. About Dealcraft Host: Jim Sebenius Co-Producers: Alex Green & Avery Moore Kloss Outreach: Podglomerate Materials courtesy of the American Secretaries of State Program, a joint effort of the Program on Negotiation at Harvard Law School, the Program on the Future of Diplomacy at Harvard Kennedy School, and Harvard Business School. Copyright © President and Fellows of Harvard College.
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      36 min
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