Dumb deals – deals that don’t make business sense continue to haunt CEO’s and boards. McKinsey research, for example, shows that approximately 50% of acquiring companies continue to pay more for acquisitions than they are worth.
Human beings are not like Star Treks’ Mr. Spock – strictly logical, free from mind-trapping emotions.
- Discover how to reorganize the common psychological errors even smart negotiators make. Success starts with being able to identify potential blunders.
- Learn to understand the root causes of the key psychological mistakes. To prevent mistakes you have to know what causes them.
- Share the lessons of some of history’s greatest deal failures – AOL and Time Warner, Sony’s acquisition of Columbia Pictures, Chamberlain’s negotiation with Hitler at Munich.
- Recognize the red flags that signal deal danger.
- Learn to identify and avoid the assumptions that can wreck a deal.
- Discover the factors that transform a deal from hell into a deal from heaven.
About Harry Mills
CEO of The Mills Group, Harry Mills is recognized internationally as a respected authority on negotiation and persuasion.
Harry is the author of 26 books including 3 on negotiation. His latest negotiation title: The StreetSmart Negotiator distils the collective wisdom of the world’s top negotiators into a practical field guide.
Harry’s clients include a who’s who of global firms including Toyota, Unilever, PwC and GE. Harry advises and facilitates large, complex deals between firms and government.
Harry also regularly commentates on business issues for television, radio and newspapers. His work has been featured in Sales and Marketing Magazine, Selling Power, Bottomline Business and Entrepreneur.
Harry Mills is also a subject matter expert on persuasion for the Harvard ManageMentor program.
