James Sebenius

James K. Sebenius, a Harvard Business School professor and founder of the school's negotiations unit, dives into the fascinating world of high-stakes deals. He discusses John Branca's strategic negotiation for the Beatles' Northern Songs catalog, emphasizing the blend of cooperation and tough bargaining. Sebenius highlights ethical dilemmas and the emotional components at play, revealing how these dynamics influence outcomes. The conversation also touches on unexpected moments, like an intriguing call from Richard Branson, that shape negotiations in the music industry.

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.