17min chapter

Disrupt Yourself Podcast with Whitney Johnson cover image

370 Roger L. Martin: How To Turn Around A Failing Business School – Without Doing A Whole Lot Of Anything

Disrupt Yourself Podcast with Whitney Johnson

CHAPTER

Strategic Negotiation and Long-term Investment

The chapter explores a strategic negotiation involving a dean convincing a decision-maker to invest in transforming a business school over time instead of an immediate large sum payment. It emphasizes the importance of patience and long-term investments by using the concept of two lists to influence decisions. The discussion highlights the value of retaining talent and recruiting world-class professors through strategic financial planning.

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