Dealcraft: Insights from Great Negotiators
About the show
Latest episodes
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Introducing “HBS Managing the Future of Work"
December 9, 2024 · 40 minWhile we’re in-between Dealcraft seasons, we’re 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…
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How to Think Like a Great Negotiator
November 18, 2024 · 46 minIn the final episode of Season One of Dealcraft: Insights from the World's Great Negotiators, I’ll offer you several fresh negotiation insights plus a look back over the dealmakers and diplomats from whom we've heard during these last…
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Colin Powell: Lessons from a Tragically Failed (“Internal”) Negotiation
November 11, 2024 · 33 minSadly, 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…
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Colin Powell the Negotiator I: Best Practices from Successful Dealmaking and Dispute Resolution
November 4, 2024 · 1 hr 2 minIn 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…
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Negotiating with a (Very) Hard Bargainer (Vladimir Putin)
October 28, 2024 · 57 minWhen 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…
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John Branca II: Negotiating the Beatles Catalog and Sony/ATV
October 21, 2024 · 47 minJohn Branca was tasked by his client, Michael Jackson, to buy the Beatles’ catalog. Jackson’s instructions: “under any circumstances, do not lose this catalog, but do not overpay and don’t over-negotiate.” To pull this off, Branca was soon…
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Tommy Koh: Negotiating US-Singapore Trade
October 14, 2024 · 54 minOne of Singapore’s top diplomats, Ambassador Tommy Koh, has negotiated countless tricky issues during his illustrious career. This episode focuses on his role as Singapore’s chief negotiator in successfully crafting a free trade deal—via a…
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Steve Schwarzman II: Hardball
October 7, 2024 · 59 minWhile 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…