Dealcraft: Insights from Great Negotiators

Join Hillary Clinton, former Secretary of State, as she shares insights on negotiating with tough counterparts like Vladimir Putin. Acclaimed artist Jeanne-Claude reveals strategies for winning over stakeholders for her ambitious installations. Former Secretary of State James Baker discusses the significance of personal relationships in diplomacy, while ex-Disney CEO Bob Iger reflects on transformative business negotiations. Lastly, Juan Santos, Colombia's former president, recounts his peace negotiations with guerrilla groups, emphasizing the power of connection and trust.

Discover how prominent negotiators handled pivotal moments in their careers. Charlene Barshefsky faced an ultimatum in China, while Rex Tillerson navigated insults during a Middle Eastern deal. Learn how Steve Schwarzman tackled impasses with Japanese firms and how property negotiations revealed hidden interests through unexpected conversations. Hear about Henry Kissinger's breakthrough with Zhou Enlai and Christiana Figueres' persuasion in climate talks. Each story emphasizes strategies for overcoming tension and leveraging empathy in critical negotiations.

In this captivating discussion, music industry super-lawyer John Branca shares the incredible behind-the-scenes story of negotiating the iconic 'Thriller' music video for Michael Jackson. Discover how Branca secured ownership of Jackson's master recordings, a groundbreaking move at the time. He also reveals the tension surrounding the management of 'Thriller's' film canisters and Jackson's extraordinary request to destroy them. Delve into the complexities of balancing creativity and ethics, all while navigating the high-stakes world of music negotiations.

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.