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

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

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
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