The fascinating mechanics of striking a deal
If you wish to know how to become a master negotiator, a formidable body of books will now offer to train you in that art, but I’m not entirely sure it can be taught. The greatest natural asset, I suppose, is the ability to enjoy the game: the performative mulling, tough-talking, buttering-up, pitching of curve balls and – when absolutely necessary – flamboyant execution of a real or bluff exit. Yet even for those of us who are clumsy and reluctant hagglers, the mechanics of striking a deal can be fascinating. This is the stuff of the Dealcraft podcast, hosted by Jim Sebenius, a professor of the Harvard Business School,
