Author: Samantha Seah

(39)   Articles
I write at Attune Press. Attune Press is a blog

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What Can These Masters Teach You About Negotiation? By Samantha Seah

  in Leadership | Published 2016-10-14 09:55:10 | 679 Reads | Unrated


When media giant Viacom bought Black Entertainment Television (BET) for more than two billion US dollars in 2001, its founder Robert Johnson became the first African-American listed on the Forbes Billionaire list. What started as a US$500,000 investment became a huge fortune, but it might not hav e happened if Johnson’s early negotiations in the 1970s were ineffective. But Johnson was astute. Recalling his negotiations to recruit John Malone, known as the “King of Cable,” to invest in BET, Johnson said, “I knew Malone and what he believed in. Malone believed in entrepreneurial initiatives and in individuals helping themselves. So everything that I talked about [in the pitch to invest in BET] was designed to hit these points. I had to convince him that I share his value system in a way that he would come into the deal.” With Malone, Johnson focused on compatibilities and built on similarities, and eventually secured a big investment through an effective 30-minute pitch. Read the full article here:



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About the Author

I write at Attune Press. Attune Press is a blog by HerdHR Private Limited where we share with you how to achieve work-life balance and numerous useful and valuable ways on how you can do less and accomplish more both at work and life.