エピソード

  • How a Fake Deadline Rescued a $100 Million Tech Merger

    How a Fake Deadline Rescued a $100 Million Tech Merger
    2026/06/07
    In this episode, Lucas and Luna dissect a 2025 tech merger that nearly collapsed over a valuation gap until one side fabricated a regulatory deadline that forced the other to reveal their true walkaway number. They walk through the psychology behind artificial time pressure, why bluffing deadlines works only when the other party believes you have an external constraint, and how one CFO's poker face saved $40 million in deal value. Drawing on a real case from the enterprise software space, they explain how to distinguish a credible deadline from a bluff, when to call a bluff without burning the deal, and why the best deadline negotiators never say 'take it or leave it.' The episode also covers a 2022 automotive supplier negotiation where a false deadline backfired spectacularly. Practical, counterintuitive, and grounded in actual deal terms. #NegotiationTactics #DeadlineBluffing #TechMerger #EnterpriseSoftware #DealStrategy #CFO #ValuationGap #BusinessPodcast #FexingoBusiness #DealRoom #TimePressure #WalkawayNumber #MergersAndAcquisitions #PokerFace #ArtificialDeadlines #NegotiationPsychology #ContractClauses #ClosingTheDeal Keep every episode free: buymeacoffee.com/fexingo
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    14 分
  • How a Last-Minute Walkout Rescued a $500 Million Energy Deal

    How a Last-Minute Walkout Rescued a $500 Million Energy Deal
    2026/06/07
    In this episode, Lucas and Luna dissect a 2023 energy-sector negotiation where a buyer walked out of the signing ceremony over a single indemnity clause. They reveal how the walkout reframed leverage, why the seller conceded two hours later, and the specific language that saved the buyer $47 million in future liability. Plus, Lucas shares the one question you should ask before signing any contract's 'boilerplate' section. Learn why silence and a packed briefcase can be your most powerful closing tools. #EnergyDeal #IndemnityClause #WalkoutTactic #NegotiationStrategy #LEverage #Business #BusinessPodcast #FexingoBusiness #DealMaking #ContractLaw #MergersAndAcquisitions #OilAndGas #Boilerplate #ClosingCeremony #Liability #Concessions #BargainingPower #RealEstateInvesting Keep every episode free: buymeacoffee.com/fexingo
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    12 分
  • Why Skilled Mediators Get Paid the Most

    Why Skilled Mediators Get Paid the Most
    2026/06/06
    Episode 35 of The Business Negotiation Podcast with Fexingo examines why hiring a professional mediator is often the most cost-effective move in high-stakes deal-making. Lucas and Luna unpack the 2025 collapse of a $350 million biotech licensing deal and how a last-minute mediator salvaged a joint venture. They explain why top mediators earn $10,000 per hour, how they break impasse without making either side feel weak, and the four techniques every business negotiator can borrow from professional mediators. The episode closes with a behind-the-scenes moment about how listener support keeps the show ad-free. #Mediation #DealMaking #Biotech #Licensing #JointVenture #Impasse #NegotiationTactics #DisputeResolution #BusinessNegotiation #Business #Finance #FexingoBusiness #BusinessPodcast #NegotiationPodcast #DealStructure #$350M #NeutralThirdParty #Communication Keep every episode free: buymeacoffee.com/fexingo
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    12 分
  • The One Number You Should Never Reveal in a Negotiation

    The One Number You Should Never Reveal in a Negotiation
    2026/06/06
    Episode 34 of The Business Negotiation Podcast explores the most dangerous number a negotiator can reveal: your walkaway point. Lucas and Luna dissect the 2023 collapse of the $11 billion Nielsen-Goldman Sachs management buyout, where a leaked reservation price killed the deal. They contrast it with how the NFL owners' lockout strategy in 2011 used a deliberately ambiguous bottom line to extract maximum concessions from players. Listeners learn the difference between a reservation price (your walkaway number) and a target price (your desired number), why revealing either can be catastrophic, and how to build a commitment mechanism that makes your walkaway threat credible without ever stating it. The episode includes tactical advice on anchoring, bracketing, and the 'Russian diplomat' gambit — refusing to state a number and letting the other party guess. #ReservationPrice #WalkawayPoint #NielsenBuyout #GoldmanSachs #NFLLockout #DealCollapse #CommitmentMechanism #Anchoring #Bracketing #NegotiationTactics #BusinessDeals #MergersAndAcquisitions #PrivateEquity #SportsNegotiations #Business #Finance #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    7 分
  • How Silence Turned a Stalled Movie Deal Into a Record Opening

    How Silence Turned a Stalled Movie Deal Into a Record Opening
    2026/06/05
    In this episode of The Business Negotiation Podcast, Lucas and Luna dissect the story behind the 2024 theatrical release deal for the indie film 'Echoes of the Grid'. When a major streaming service lowballed the producers by offering a $12 million flat fee for global streaming rights, the lead negotiator used a technique called 'deliberate silence' to shift the dynamic. By calmly stating the number, then refusing to speak for a full 45 seconds, the producer forced the streaming executive to fill the void with a revised offer of $25 million plus a 20% backend on box office. The deal eventually closed at $40 million and became one of the year's most profitable indie releases. Lucas explains the neuroscience behind why silence works—our brains are wired to avoid awkward gaps, especially when money is on the line—and why saying nothing is often the most powerful thing you can say. #Negotiation #SilenceTactic #FilmDeals #EchoesOfTheGrid #IndieFilm #StreamingRights #DealStrategy #Business #FexingoBusiness #BusinessPodcast #Podcast #Dealmaking #Neuroscience #Deadlock #Counteroffer #FilmIndustry #BackendDeal #RecordOpening Keep every episode free: buymeacoffee.com/fexingo
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    8 分
  • How One Unlikely Concession Saved a Japanese Steel Deal

    How One Unlikely Concession Saved a Japanese Steel Deal
    2026/06/05
    In this episode of The Business Negotiation Podcast, Lucas and Luna unpack a pivotal moment in the 2023 Nippon Steel-US Steel acquisition saga. They focus on how Nippon Steel made a single, strategically chosen concession—guaranteeing no layoffs for four years—that changed the tone of a deeply political negotiation. They discuss why offering something that costs you little but matters enormously to the other side can unlock a deadlocked deal, and how to identify which concession actually moves the needle. If you're negotiating a merger, a joint venture, or even a contract renewal, this episode gives you a concrete framework for thinking about when and how to concede without losing leverage. #NipponSteel #USSteel #MergerNegotiation #ConcessionStrategy #Business #Negotiation #Acquisition #DealMaking #LaborGuarantees #MegaDeal #SteelIndustry #JapanBusiness #USJapanRelations #HostileTakeover #Boardroom #FexingoBusiness #BusinessPodcast #NegotiationTactics Keep every episode free: buymeacoffee.com/fexingo
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    10 分
  • Why Silence Is Your Best Negotiation Tactic

    Why Silence Is Your Best Negotiation Tactic
    2026/06/04
    In this episode, Lucas and Luna explore the strategic power of silence in negotiation. Using the real-world example of a deadlocked licensing deal between IBM and a smaller software firm in 2023, they break down how a deliberate pause after an offer forced the other side to reveal their true bottom line. The conversation covers the psychology behind silence, how to time it effectively, and why most negotiators talk themselves into worse deals. Lucas cites research from Harvard Business School on the 'awkward silence effect,' and Luna shares a personal anecdote about a vendor negotiation where staying quiet saved her team $80,000. Listeners will learn when to shut up, what to listen for, and how to avoid the common mistake of filling quiet moments with unnecessary concessions. #SilenceInNegotiation #NegotiationTactics #BusinessStrategy #PowerOfPause #DealMaking #NegotiationPsychology #IBMLicensingDeal #AwkwardSilenceEffect #HarvardBusinessSchool #BuyMeACoffeeFexingo #LucasAndLuna #BusinessNegotiationPodcast #FexingoBusiness #BusinessPodcast #NegotiationSkills #WinWinNegotiation #SilentPause #ConcessionStrategy Keep every episode free: buymeacoffee.com/fexingo
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    10 分
  • How a Deadline Clause Unlocks a Stuck Deal

    How a Deadline Clause Unlocks a Stuck Deal
    2026/06/04
    In this episode, Lucas and Luna explore how a well-placed deadline clause can break a stalled negotiation without ultimatums. They examine the 2019 Disney–Comcast bidding war for Fox assets, where a ticking clock forced decisive action. They discuss the psychology of deadlines—how they create urgency without aggression—and practical tips for embedding them in any deal. Specific tactics include the 'drop-dead date', the 'sunset clause', and the 'conditional deadline'. The hosts also share real-world examples from film rights acquisitions and startup funding rounds. If you've ever been stuck in a negotiation that just won't close, this episode offers a concrete tool to reset the pace. #DeadlineClause #NegotiationTactics #BusinessNegotiation #DealMaking #DisneyComcast #FoxAssets #SunsetClause #DropDeadDate #ConditionalDeadline #UrgencyInNegotiation #FilmRights #StartupFunding #LucasAndLuna #FexingoBusiness #BusinessPodcast #DealsContractsClosing #NegotiationStrategy #ClosingTheDeal Keep every episode free: buymeacoffee.com/fexingo
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    10 分