{"podcast":{"title":"Harvard Business Review","slug":"harvard-business-review-7777387","podcast_index_feed_id":7777387,"rss_url":"https://feeds.megaphone.fm/VG7900701114","website_url":null,"image_url":"https://megaphone.imgix.net/podcasts/980142f0-0d9c-11f1-9b6f-b39130a8b54a/image/fd144eac00da8bd04368206590cf5ad8.jpg?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress","author":"HBR","episode_count":511,"summary":"At Harvard Business Review, we believe in management. If the world’s organizations and institutions were run more effectively, if our leaders made better decisions, if people worked more productively, we believe that all of us — employees, bosses, customers, our families, and the people our businesses affect — would be better off. We try to arm our readers with ideas that help them become smarter, more creative, and more courageous in their work. We encourage comments, critiques, and questions. We expect our community to be a safe space for respectful, constructive, and thought-provoking discussion. We reserve the right to remove or turn off comments at our discretion. We do not tolerate bullying, name-calling, or abusive language related to identity, including race, gender, ethnicity, religion, sexuality, age, or region; spam; copyright violation; extreme profanity; or p*rnography.","last_synced_at":"2026-07-25T12:22:10.972032+00:00","page_url":"https://stenobird.com/podcast/harvard-business-review-7777387"},"episode":{"title":"A Harvard Business Professor Unpacks the Pierce Acquisition in \"Succession","slug":"a-harvard-business-professor-unpacks-the-pierce-acquisition-in-succession","published_at":"2026-06-17T09:30:00+00:00","page_url":"https://stenobird.com/podcast/harvard-business-review-7777387/a-harvard-business-professor-unpacks-the-pierce-acquisition-in-succession","show_page_url":"https://stenobird.com/podcast/harvard-business-review-7777387","url":"https://traffic.megaphone.fm/VG5789804334.mp3?updated=1778607501","audio_url":"https://traffic.megaphone.fm/VG5789804334.mp3?updated=1778607501","summary":"A Harvard Business Professor Breaks Down the Pierce Acquisition in “Succession” 23 May 2023 --- 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. Learn more about your ad choices. Visit megaphone.fm/adchoices","meta_description":"A Harvard Business Professor Breaks Down the Pierce Acquisition in “Succession” 23 May 2023 --- In negotiations, your emotions can cost you. A lot. Logan…","key_points":[],"chapters":[],"topics":[],"duration_seconds":850,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/harvard-business-review-7777387/episodes/a-harvard-business-professor-unpacks-the-pierce-acquisition-in-succession/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/harvard-business-review-7777387/a-harvard-business-professor-unpacks-the-pierce-acquisition-in-succession.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}