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Month: August 2014

The Art of Negotiation Part II: Kevin Durant and Relationship Building

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 […]

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Steve Ballmer’s Epic Negotiation Tactics

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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A Simple Word Exercise to Develop Leadership

“No matter what anybody tells you, words and ideas can change the world.” The schoolboys in “Dead Poets Society” learned that from their teacher—played by Robin Williams. His character inspired as a leader who was intent on developing leadership and critical thinking in his students. Reflecting on this amazing performance after Williams’ recent death, I’m […]

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Women Negotiating: What Makes Michele Roberts So Good

Recent headlines around Michele Roberts, the first female leader of a major American sports union, naturally caught my eye. She’s perfect for the job, and she’s a perfect case study, especially for women in the negotiating world who strive to become even better at what they do. Roberts, who just became executive director of the […]

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