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Future Ready Leadership With Jacob Morgan
Master Negotiator James Sebenius Reveals the Secrets Every Leader Needs to Win Any Negotiation
Nov 18, 2024
James Sebenius, a Harvard Business Administration professor and co-founder of the Harvard Negotiation Program, shares his expert insights on negotiation strategies. He discusses how to balance empathy and assertiveness for successful outcomes and emphasizes the significance of 'setup' in negotiations. Drawing on examples from icons like Bob Iger and Henry Kissinger, he explains why great negotiators think like chess players, using intermediate moves for advantage. Listeners gain valuable strategies applicable to business and leadership.
01:02:25
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Quick takeaways
- Negotiation is a strategic process that leaders must approach holistically, considering both relationships and long-term organizational goals.
- Successful negotiators, like Bob Iger and Jim Baker, emphasize the importance of preparation and adaptability in high-stakes negotiations.
Deep dives
The Impact of Negotiation in Business
Negotiation plays a crucial role in various aspects of business, impacting outcomes such as salary discussions, project approvals, and stakeholder relationships. Leaders must understand negotiation not just as a transactional interaction but as a strategic process that shapes the future of the organization. The skills needed extend beyond mere persuasion to include relationship management and the long-term vision for cooperation. Expert negotiators often analyze relationships holistically, ensuring that every deal aligns with broader organizational goals.
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Listen to the best highlights from the podcasts you love and dive into the full episode