Jim Sebenius

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.

Jim Sebenius, a Harvard Business School professor and negotiation expert, digs into the art of high-stakes negotiations. He highlights the importance of strategic preparation and cultural understanding using real-world examples. Discover his 3D Negotiation Framework, which includes tactics, deal design, and setup. Sebenius shares valuable lessons from influential figures like Henry Kissinger and James Baker, illustrating how they navigated complex diplomatic challenges. Plus, learn how to turn disadvantages into negotiating strengths for success.

Jim Sebenius, founder of the Negotiation Unit at Harvard Business School, reveals powerful strategies for maximizing business sales. He emphasizes the diverse traits of effective negotiators, including authenticity and self-confidence. Sebenius introduces the '3D negotiation' framework, marrying tactical skills with strategic deal design. He discusses the art of generating competition among buyers and the critical nuances of earnout deals. With insights backed by interviews with global dealmakers, his advice is a treasure trove for aspiring sellers.