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A Harvard Business Professor Unpacks the Pierce Acquisition in "Succession
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…
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