He wanted Adidas. His mother took the Nike meeting.

He wanted Adidas. His mother took the Nike meeting.

Tina Gerbec
Published on: 30/07/2026

In 1984 Michael Jordan wanted Adidas. Sonny Vaccaro read where the decision really lived and reached his mother. What the Nike deal teaches about reading the room.

negotiationnegotiation strategyMichael Jordan Nike dealAir Jordan 1984Sonny VaccaroDeloris Jordandecision-maker mappingreading signals in negotiationstakeholder mappinghigh-stakes negotiationsports business negotiationroyalty dealThe Human Signalnegotiation case studyTina Gerbec
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The concession cost nothing in 2014. This summer it is worth a billion dollars.

The concession cost nothing in 2014. This summer it is worth a billion dollars.

Tina Gerbec
Published on: 17/07/2026

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.

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The negotiation ended on Friday. The price went up on Monday.

The negotiation ended on Friday. The price went up on Monday.

Tina Gerbec
Published on: 10/07/2026

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.

negotiationwalk-away poweralternatives in negotiationBATNAM&A negotiationexclusivityletter of intentSafranExailThalesnegotiation preparationThe Human Signaldeal makingnegotiation strategy
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The highest-paid athlete in baseball asked to be paid less. For now.

The highest-paid athlete in baseball asked to be paid less. For now.

Tina Gerbec
Published on: 03/07/2026

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.

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