Never Make the First Offer

Never Make the First Offer

(except When You Should) : Wisdom From A Master Dealmaker

Book - 2009
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Penguin Putnam
Business and negotiating tactics from a master sports agent

Donald Dell is a legend in professional sports. As one of the first agents to represent athletes, he's been negotiating mega-deals for almost forty years with a hugely successful record on behalf of stars like Arthur Ashe, Michael Jordan, Jimmy Connors, Patrick Ewing, Stan Smith, and Boomer Esiason.

Now Dell shares behind-the-scenes stories of his dealings with some of the most powerful sports owners and executives. He brings the inner workings of the negotiating room to life and offers lessons that readers can apply to their own tough situations. A sample:

? Never make the first offer: You're not seeking an offer at all; you are seeking information.
? Business is emotional: If you are less than genuine people will pick up on it, which is much worse than losing your temper every now and then.
? Know your audience: I finally figured out the key to Jimmy Connors-play to his stubbornness. Don't force Jimmy to do something and he just might do it.
? Decide what's important: Something extremely important to the other side may be trivial to you, in which case you can gain leverage by giving it to them.



Baker & Taylor
A professional sports agent who has negotiated megadeals for stars like Arthur Ashe, Michael Jordan, and Jimmy Connors shares behind-the-scenes stories of his dealings and offers lessons that can be applied to life's tough situations.

Baker
& Taylor

A professional sports agent who has negotiated megadeals for stars like Arthur Ashe, Michael Jordan, and Jimmy Connors, shares behind-the-scenes stories of his dealings and offers lessons that can be applied to life’s tough situations.

Publisher: New York : Portfolio, 2009
ISBN: 9781591842651
Branch Call Number: 658.4052 DELL
Characteristics: x, 210 pages ; 24 cm
Additional Contributors: Boswell, John 1945-
Notes: Includes index

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