Negotiation Masterclass: Harvard’s Jim Sebenius on Maximizing Your Business Sale | Built to Sell Radio
August 30, 2024 |
About this episode
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In this episode of Built to Sell Radio, Jim Sebenius, the founder of the Negotiation Unit at Harvard Business School, shares his advanced negotiation strategies for selling a privately held business.
Jim’s extensive experience includes his time at the Blackstone Group, where he negotiated on behalf of one of the world’s largest alternative asset managers with more than $1 trillion under management. He is also a frequent speaker to YPO and a consultant for privately held companies, helping them navigate complex negotiations.
Jim’s insights are backed by his in-depth research, including first-hand interviews with former U.S. Secretaries of State such as Henry Kissinger, Hillary Clinton, and Rex Tillerson. These interviews have provided him with unique perspectives on negotiation from some of the world’s most experienced dealmakers, making his advice invaluable for anyone looking to sell their company for maximum value.
Listeners of Built to Sell Radio will 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
Jim’s shrewd approach to negotiation will help you punch above your weight in a negotiation to sell your business.
Show Notes & Links
Visit Jim’s website to learn more about his books
The Harvard Negotiation Project
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About Our Guest
Jim Sebenius
JAMES K. (“Jim”) SEBENIUS, He is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and teaches advanced negotiation to students and senior executives. He is a founding partner of Lax Sebenius LLC that specializes in analyzing and advising corporations and governments worldwide on their most challenging negotiations. Although not a lawyer, he also directs the Harvard Negotiation Project at Harvard Law School. With co-author and business partner, David Lax, Jim originated 3D Negotiation, a uniquely powerful approach for analyzing and advising on complex negotiations. Sebenius’s private sector career included Blackstone’s startup years; he also served in the U.S. government’s Commerce and State Departments.
