Episode Details

A Harvard Business Professor Breaks Down the Pierce Acquisition in “Succession”

23 May 2023

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In negotiations, your emotions can cost you. A lot. Logan Roy and his children offer lessons in how (not) to make a deal. 00:00 Laying out the context for the acquisition. 01:28 Opening Bids: Logan Roy 02:18 How do framing and anchors affect the start of a negotiation? 02:57 Opening bids: "The Kids" 04:18 'Alternatives,' and why they are important in considering offers. 04:55 Identifying your "Reservation Value" 06:12 Negotiation: Escalation 07:33 Adopting an investigative mindset. 08:34 The dangers of competitive arousal. 09:09 Conclusion: "Winning" the Bid Francesca Gino is a behavioral scientist and the Tandon Family Professor of Business Administration at Harvard Business School. She is the author of several HBR articles on business lessons of HBO's "Succession": https://hbr.org/2023/03/what-hbos-succession-can-teach-us-about-negotiating https://hbr.org/2023/04/how-to-make-difficult-conversations-worse-as-seen-on-succession https://hbr.org/2023/04/what-succession-can-teach-us-about-regret Follow us: https://hbr.org/ https://www.linkedin.com/company/harvard-business-review/ https://www.facebook.com/HBR/ https://twitter.com/HarvardBiz https://www.instagram.com/harvard_business_review Sign up for Newsletters: https://hbr.org/email-newsletters #HarvardBusinessReview #Succession #Negotiation #Business #Deals #Acquisitions #SuccessionSeason4 #Harvard #HarvardBusinessSchool Copyright © 2023 Harvard Business School Publishing. All rights reserved.

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