Successes & Messes

The Florida Marlins sale: Did one bad deal beget another?

The fallout from a disadvantageous negotiation can reverberate for years to come. That’s what the City of Miami is learning from its 2009 stadium deal with Florida Marlins owner Jeffrey Loria as he reached an agreement to sell the team this past August.
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Painting a Suspicious Picture

In negotiation, a good agent can be hard to find. Three New York art dealers and a Russian billionaire learned that lesson the hard way in negotiations over the sale of a painting by Leonardo da Vinci, as reported by Bloomberg and the New York Times.
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A Notoriously Bad Deal

In business negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported by sound analysis and advice, we risk winding up with regrets.
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How Apple botched its TV expansion deals

Successes & messes In recent decades, Apple often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, and disrupting their longstanding business models. In the early 2000s, for example, the company’s cofounder, Steve Jobs, pressured music labels into replacing their model of selling $15 CDs with the practice
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Ripping Up a Sweetheart Deal, Mid-Contract

The Kansas City Royals didn’t have to give catcher Salvador Perez better terms—but did anyway. It was perhaps “the sweetest of sweetheart deals” negotiated by a Major League Baseball (MLB) team in today’s market, according to the New York Times. So why did the Kansas City Royals throw out their old agreement with star catcher
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From animosity to agreement

Sometimes in negotiation, your most unlikely counterpart may turn out to be your most promising one. That’s what executive Joel Manby came to realize after becoming CEO of embattled theme-park operator SeaWorld in the spring of 2015. Stormy seas For more than two decades, the Humane Society of the United States and other activist groups
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Adapting Ayn Rand

  Do you have regrets about a deal you couldn’t quite bring to the finish line? If so, you might gain hope from this tale of a negotiator who nabbed a fresh chance to meet his goals more than 40 years after his initial negotiations collapsed. A brief courtship In 1972, the intrepid movie and
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In DuPont’s Proxy Battle, An Expensive Power Struggle

A risky decision to fend off a corporate raider pays off in the end. Over the past two years, billionaire investor Nelson Peltz and his hedge fund, Trian Fund Management, fought to win up to four seats on DuPont’s 12-person board of directors in the hope of shaking up the 212-year-old company. Over the same
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The NBA and “the greatest deal known to man”

When we think of our worst negotiation disasters, they tend to be the blunders that are freshest in our minds. But what about mistakes whose repercussions accumulate over years, even decades? Those are typically the most significant negotiation messes of all. An agreement reached in 1976 in the realm of professional basketball illustrates how carelessly
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