Great negotiators are like great athletes in at least one respect. They’re keenly in the moment but at the same time they also the big picture. Better than their competition, they know how to change the game in their favor.
Today my colleague Andy Wasynczuk joins us for another episode. Andy’s been teaching negotiation at the Harvard Business School for a bunch of years now. In his prior life, he was Chief Operating Officer of the New England Patriots. In our conversation, Andy explains how the Kraft family sequenced a series of successful negotiations—sometimes against significant odds—to acquire a moribund team and lay the foundation for building one of the most successful franchises ever in pro sports.