Jim Sebenius

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.

Jim Sebenius, a renowned negotiation expert and Harvard Business School professor, takes listeners on a journey through iconic negotiations like Disney's acquisition of Pixar and pivotal trade agreements. He emphasizes the significance of understanding the interests of all parties involved to craft successful deals. With fascinating stories and practical insights, Sebenius equips listeners with essential strategies for tackling their own tough negotiations and disputes.