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Negotiation Masterclass: Harvard’s Jim Sebenius on Maximizing Your Business Sale

Writer's picture: Mark HartmannMark Hartmann

In this episode of Built to Sell Radio, Jim Sebenius, the founder of the Negotiation Unit at Harvard Business School, shares his advanced negotiation strategies for selling a privately held business. 


Jim's extensive experience includes his time at the Blackstone Group, where he negotiated on behalf of one of the world’s largest alternative asset managers with more than $1 trillion under management. He is also a frequent speaker to YPO and a consultant for privately held companies, helping them navigate complex negotiations. 


Jim's insights are backed by his in-depth research, including first-hand interviews with former U.S. Secretaries of State such as Henry Kissinger, Hillary Clinton, and Rex Tillerson. These interviews have provided him with unique perspectives on negotiation from some of the world’s most experienced dealmakers, making his advice invaluable for anyone looking to sell their company for maximum value. 


Listeners of Built to Sell Radio will discover how to: 

  • Navigate the fine line between empathy and assertiveness in high-stakes negotiations.

  • Harness the power of 3D Negotiation to design deals that unlock hidden value.

  • Avoid the pitfalls of “busted auctions” and manage competitive tension effectively.

  • Prepare for the inevitable challenge of re-trading and protect their deal from erosion.


Jim’s shrewd approach to negotiation will help you punch above your weight in a negotiation to sell your business.


Want to learn how to make your business irresistible to buyers? CLICK HERE to schedule a meeting with me today. 






Video: Negotiation Masterclass: Harvard’s Jim Sebenius on Maximizing Your Business Sale


 
Mark Hartmann - CEO of HartmannRhodes

Mark Hartmann is a three-time Inc 500|5000 CEO with a rich sales, operations, and leadership background in the insurance, financial services, and healthcare sectors. With extensive experience growing and selling his own businesses, Mark leverages his expertise to help owners grow and sell businesses valued at $1M —$25M. He’s earned a Master of Business Administration from Eastern University, a master of science degree in organizational change management from St. Elizabeth University, and a graduate certificate in executive coaching from Columbia University. Mark’s professional certifications include Certified Mergers and Acquisitions Professional (CM&AP), Certified Business Intermediary (CBI), Certified Exit Planning Advisor (CEPA), and Certified Value Builder (CVB).

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