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Built to Sell RadioAuthor: John Warrillow
Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life. Language: en Genres: Business, Entrepreneurship Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Ep 541 Mastering the Deal: 7-Figure Negotiation Mistakes Founders Make When Selling Their Business with MIT's John Richardson, Author of Never Settle
Thursday, 9 April, 2026
Most founders think they're not great negotiators. John Richardson thinks they're wrong. Richardson has spent decades teaching negotiation at MIT's Sloan School of Management and before that at Harvard Law, where he was an associate at the Harvard Negotiation Project and co-authored foundational texts with Roger Fisher and Howard Raiffa. His new book is called Never Settle. In this episode, you discover how to use a "best guess" about a buyer's motivations to get them talking, even when they're deliberately keeping their cards close reframe yourself as the first offer at the table, so you walk into every conversation with leverage you already own prepare for the emotional flood that hits founders in high-stakes negotiations, and the neuroscience-backed technique that short-circuits it tell the difference between a buyer who's genuinely nervous about AI disruption and one who's using uncertainty as a bargaining chip respond to a retrade without blowing up the deal, including the exact language Richardson recommends avoid the trap of stating a non-negotiable term too early, and why doing so often ends negotiations before they begin find out why the highest offer is not always the best deal, and how to build a personal scorecard that reflects what you actually want
