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.
Dealcraft: Insights from Great Negotiators
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14 episodes
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Podcast Overview
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.
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Publishing Since
8/26/2024
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Recent Episodes
December 9, 2024
Introducing “HBS Managing the Future of Work"
HBS professors Bill Kerr and Joe Fuller discuss how employers can benefit by supporting caregivers in the workforce and remapping talent strategies to match workers' caregiving realities.
November 18, 2024
How to Think Like a Great Negotiator
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 groupins. 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.
November 11, 2024
Colin Powell: Lessons from a Tragically Failed (“Internal”) Negotiation
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.
14 total episodes available
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- What is Dealcraft: Insights from Great Negotiators?
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This podcast updates weekly.
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