John Richardson
Negotiation educator at MIT Sloan and former Harvard Negotiation Project associate; author of Never Settle, specializing in persuasion and high-stakes negotiation strategies.
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Apr 10, 2026 • 54min
Ep 541 Mastering the Deal: 7-Figure Negotiation Mistakes Founders Make When Selling Their Business with MIT's John Richardson, Author of Never Settle
John Richardson, MIT Sloan negotiation educator and author of Never Settle, shares high-stakes deal tactics. He explains how to guess buyer motivations to get them talking. He reframes sellers as the first offer to own leverage. He covers handling emotional overload, spotting fake AI fears, responding to retrades, and building a personal scorecard to value offers beyond headline price.
