Think Big, Buy Small Bonus Episode: The Art and Strategy of Negotiation, with Jim Sebenius
8 snips
Oct 20, 2025 
Jim Sebenius, a Harvard Business School professor and negotiation expert, dives into the art of negotiation with wit and wisdom. He shares his unique '3D' model, highlighting the importance of people, deal design, and setup. Jim reflects on early nerve-wracking negotiations and common pitfalls such as currency confusion. He emphasizes the challenges of internal negotiations, often more complex than external ones. With anecdotes from high-stakes scenarios, he inspires listeners to keep a deal diary and develop their negotiation skills.
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A Gift That Killed A Joint Venture
- A Tiffany's clock presented in China offended because clocks symbolize death and pale blue is a funeral color.
- A well-intended gift can wreck a deal if you ignore cultural meanings.
Kids Out-Negotiate Adults
- Children instinctively negotiate and often win despite adults' experience and power.
- Sebenius recounts his daughter getting both parents to drive her by claiming whoever loved her most.
The 3D Model Of Negotiation
- Negotiation has three dimensions: interpersonal tactics, deal design, and pre-negotiation setup.
- Most outcomes depend on setup choices made before you sit at the table.
