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This week’s Built to Sell Radio episode features Jim Sebenius, the founder of the Negotiation Unit at Harvard Business School, who has spent years studying and interviewing some of the world’s greatest negotiators.
Jim’s career includes a pivotal role at the Blackstone Group, where he negotiated on behalf of one of the world’s largest alternative asset managers. Beyond his work with global giants, Jim also advises smaller, privately held companies and frequently speaks to YPO, where he shares his deep insights into negotiation strategy.
You’ll discover how to:
- Navigate the fine line between empathy and assertiveness in high-stakes negotiations
- Harness the power of 3D Negotiation to design deals that unlock hidden value
- Avoid the pitfalls of “busted auctions” and manage competitive tension effectively
- Prepare for the inevitable challenge of re-trading and protect their deal from erosion
If you’re looking to punch above your weight class in a negotiation to sell your business, this episode is for you.
Quote of the Week
“Great negotiators combine empathy with assertiveness—understanding the other side while confidently asserting their own interests.”
– Jim Sebenius
Deals
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Kent Island Mechanical, LLC (KIM), an HVAC company in the Washington, D.C. area has been acquired by Limbach Holdings, Inc. for $15 million, with the potential for an extra $5 million based on future performance. KIM had $4 million in profits before certain expenses, meaning Limbach paid about five times that amount. Limbach is a company that also specializes in maintaining and fixing essential systems in buildings.
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SRx Health Solutions Inc., a Canadian pharmaceutical company, has agreed to be acquired by Better Choice Co. Inc. (BTTR), a pet healthcare company, for approximately $125 million. In 2023, SRx Health generated C$161.5 million in revenue and C$11.4 million in adjusted earnings, meaning the company was valued at about 11 times its adjusted earnings.
