Fox broadcasts the 2026 World Cup for 485 million dollars. The rights are worth up to 1.5 billion. The gap was created by one concession in 2014. What the FIFA and Fox story teaches about concessions, time, and circumstance in negotiation.
A 2 billion euro negotiation ended without a deal. Three days later, the seller signed at a higher price. What the Safran and Exail story teaches about power.
Shohei Ohtani deferred 680 of his 700 million dollar contract. What he read on the other side of the table is a lesson for every high-stakes negotiator.
In 2006 Disney paid 7.4 billion dollars for Pixar. The price was the easy part. Bob Iger read what Steve Jobs valued, and built the deal around it. A negotiation case study on reading signals under the surface.