The Art of Negotiation: A Personal Encounter at a Resort

How do top leaders close impossible deals and get buy-in from the toughest stakeholders? James Sebenius, Professor of Business Administration at Harvard and co-founder of Harvard’s Negotiation Program, has been involved with the world’s most successful negotiation cases. In today’s episode, he reveals the top strategies that make great negotiators. Drawing from icons like Bob Iger, Jim Baker, and Henry Kissinger, James shares the keys to negotiation that every leader needs: when to use “intermediate moves” to gain advantage, why the best negotiators think like chess players, why “setup” is everything in negotiation, and how to balance empathy with assertiveness to get results.

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