While were in-between Dealcraft seasons, were sharing an episode of Managing the Future of Work, the chart-topping and critically-acclaimed podcast from Harvard Business School. Each episode, HBS professors Bill Kerr and Joe Fuller talk to CEOs, technologists and experts grappling with the forces (like automation and demographic shifts) that are reshaping the nature of work. Youll hear thought-provoking conversations with notable guests, including IBMs Chief Human Resources Officer Nickle LaMore...
Dec 09, 2024•40 min•Ep 13•Transcript available on Metacast In the final episode of Season One ofDealcraft: Insights from the World's Great Negotiators, Ill offer you several fresh negotiation insights plus a look back over the dealmakers and diplomats from whom we've heard during these last twelve weeks. Each of these negotiators has given us a master class in one or more of the dimensions that make up the 3D Negotiation framework that David Lax and I have developed over the last three decades: Setup: the moves away from the table designed to ensure the...
Nov 18, 2024•49 min•Ep 12•Transcript available on Metacast Sadly, Colin Powell is best remembered in many quarters for deploying his immense personal prestige in giving what became his infamous speech at the United Nations. This speech purported to reveal evidence that Iraq had weapons of mass destruction, thereby building support for the disastrous U.S. invasion of that country. Powell did not want to give this speech on the rushed timetable demanded by President George W. Bush along with neoconservatives Vice President Dick Cheney and others. Having l...
Nov 11, 2024•36 min•Ep 11•Transcript available on Metacast In 2015, before a rapt Harvard audience, Colin Powell recounted his poignant and incredible life story and career with me and my colleagues Bob Mnookin and Nick Burns. Interwoven into his remarkable accounts were lessons drawn from profound success and deep failure in negotiation. In this week's episode of Dealcraft: Insights from the World's Great Negotiators, I share three short examples of success from these conversations with Powell: Dealing with Vladimir Putin over the Anti-Ballistic Missil...
Nov 04, 2024•1 hr 4 min•Ep 10•Transcript available on Metacast When facing any negotiating counterpart, especially a very tough one, it is wise to learn as much as possible about their background, likely approach, and tactics that can turn the interaction to your advantage. This episode uses Vladimir Putin as a prototypical hardball opponent and shows just how much one can usefully learn by speaking with others who have extensively and personally negotiated with this challenging Russian leader.Via interviews with former U.S. Secretaries of State Colin Powel...
Oct 28, 2024•59 min•Ep 9•Transcript available on Metacast John Branca was tasked by his client, Michael Jackson, to buy the Beatles catalog. Jacksons instructions: under any circumstances, do not lose this catalog, but do not overpay and dont over-negotiate. To pull this off, Branca was soon embroiled in a fierce competition against record companies and individuals such as Richard Branson who also craved this musical prize. Ultimately, John Branca must negotiate with its then-owner, ruthless Australian billionaire, Robert Holmes Court, who frequently m...
Oct 21, 2024•50 min•Ep 8•Transcript available on Metacast One of Singapores top diplomats, Ambassador Tommy Koh, has negotiated countless tricky issues during his illustrious career.This episode focuses on his role as Singapores chief negotiator in successfully crafting a free trade dealvia a complex negotiation campaignwith the United States. This agreement was especially challenging since Koh pulled it off over the opposition of the then-U.S. Secretary of State and the National Security Advisor.
Oct 14, 2024•56 min•Ep 7•Transcript available on Metacast While the hallmark of the first episode with Steve Schwarzman involved his probing deeper interests and forging creative solutions, this episode draws lessons from several negotiations in which Schwarzman either played hardball or was the target of hardball tactics.Broader lessons on handling such moves derive from how Steve dealt with these challenges. This week's episode is based on four Harvard Business School Case studies by Dealcraft host Jim Sebenius which can be found here: James K. Seben...
Oct 07, 2024•1 hr 2 min•Ep 6•Transcript available on Metacast Fresh out of Harvard Business School, entrepreneur Desire Stolar and her co-founder must negotiate equity splits and a tricky manufacturing deal before they are unexpectedly chosen for Shark Tank. They must prepare carefullythe numbers, the very different sharks personalities, and the high-profile processand ultimately receive an investment offer from Mark Cuban, after which some very unexpected negotiating twists and turns ensue. About the Podcast: From Disneys acquisition of Pixar, to trade ag...
Sep 30, 2024•1 hr 9 min•Ep 5•Transcript available on Metacast While todays Blackstone is a financial behemoth with over a trillion dollars under management, this episode takes us back to the days when the firm was a fragile startup and each deal had a make-or-break character. In interviews with Steve Schwarzman, Blackstones co-founder, chairman, and CEO, this episode recounts several deals and analyzes them for their broader lessons in which Schwarzman needed to probe for the real interests of the parties and craft very creative solutions in order to succe...
Sep 23, 2024•1 hr 20 min•Ep 3•Transcript available on Metacast At the table movesincluding establishing rapport, connection, and relationshipsinclude Hillary Clinton dealing with Vladimir Putin, artist Jeanne-Claude, who with her husband Christo, won over countless stakeholders to build their massive outdoor art installations, as well as former Secretary of State James Baker, and Disney CEO Bob Iger. Protagonists whose away from the table moves to shape the underlying situation in their favor include former Colombian President Juan Santos dealing with a gue...
Sep 16, 2024•1 hr 18 min•Ep 3•Transcript available on Metacast In this secondDealcraftepisode,six remarkablewomen and men discuss howthey dealt with critical moments in their most challenging businessandpublic sector negotiations. After each example, Ill suggest insights that will helpyouhandle critical moments inyourtoughest deals.Heres who youll meet: Charlene Barshefsky, elite private sector lawyer and former US special trade representative,dealing with a threatening ultimatum in China; Rex Tillerson,who headed ExxonMobil and served as theU.S.Secretary o...
Sep 09, 2024•1 hr 9 min•Ep 2•Transcript available on Metacast The most viewed music video of all time, Michael Jacksons Thriller, was almost destroyed before it was released except for some almost unbelievable negotiations by music industry super-lawyer, John Branca, over 30 of whose clients have been inducted into the Rock & Roll Hall of Fameranging from Bob Dylan and the Rolling Stones to Michael Jackson and Dr Dre. Incidentally, this episode reveals how Branca was able to negotiate for Jackson the ownership of his master recordings, an almost unpreceden...
Sep 09, 2024•42 min•Ep 1•Transcript available on Metacast Season 1 Trailer: From Disneys acquisition of Pixar, to trade agreements with China, pivotal Blackstone deals, and the peaceful end of apartheid in South Africa, landmark agreements are often spearheaded by savvy negotiators who employ winning strategies and tactics. Beginning September 9, join world-renowned negotiation expert and Harvard Business School professor Jim Sebenius as he explores fascinating stories from remarkable negotiators and distills practical insights that listeners can apply...
Aug 26, 2024•3 min•Ep 1•Transcript available on Metacast 
