A recent story about an extraordinary auction of personal memorabilia collected around the world reminded me how great negotiators position themselves for their biggest deals. They build off smaller deals first, gaining knowledge, skills and trust of the other side that lead naturally to bigger stakes. Tweet
Kevin Durant’s reported $265 million plus offer from Under Armour illustrates how important relationship building is when you’re negotiating. After reading reports from ESPN and other media, I was impressed with the way Under Armour understood the story of the NBA’s most valuable player, and offered him value that goes beyond dollars. As with LeBron […]
It hasn’t been easy loving the Los Angeles Clippers, and when the team’s new owner, Steve Ballmer, introduced himself last week, he had many hearts and minds to win over. Until recently, the team was a losing franchise, and then their previous owner got banned from the league for racial remarks. Ballmer wasn’t just introducing […]
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