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Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want Hardcover – November 11, 2008

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Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want + The Business of Sports Agents, 2nd Edition + The Agent: My 40-Year Career Making Deals and Changing the Game
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Editorial Reviews

From the Back Cover

What the sports world can teach you about becoming a major league negotiator

What can you learn about negotiating from the likes of Don King, Vince Lombardi, and NBA Commissioner David Stern? Everything.

Negotiate Like the Pros tells the stories behind some of the most notable, complex, and lucrative sports deals of all time. A world-class negotiator in his own right, Kenneth L. Shropshire uses those stories explore powerful negotiating strategies, and teaches you how to use them to score big in any negotiation.

“What do Don King, Drew Rosenhaus, Scott Boras, and Ron Shapiro all have in common? They are superstar negotiators who get great deals for their sports clients. Ken Shropshire, who has some great sports stories of his own, uses the best practices of these masters to show everyone how they, too, can become big-league negotiators at work, at home, and in their communities.”
―G. Richard Shell, author of Bargaining for Advantage: Negotiation Strategies for Reasonable People

“Ken’s views allow us to see what it takes to create win/win outcomes not only on the field but in life.”
―Ronnie Lott, NFL Hall of Famer

“Professor Shropshire has provided a new, essential primer for those planning on engaging in negotiations. his interesting anecdotes, real-life examples, and practical tips will help both experienced practitioners as well as those just starting out.”
―Stan Kasten, president, Washington Nationals baseball club

About the Author

Kenneth L. Shropshire is the David W. Hauck Professor at the University of Pennsylvania’s Wharton School of Business, director of the Wharton Sports Business Initiative, academic director for Wharton’s Business Management and Entrepreneurial Program for NFL Players, and a Wharton professor of Negotiating and Dispute Resolution. He is also the former president of the Sports Lawyers Association and has been a consultant to the National Collegiate Athletic Association, the National Football League, and Major League Baseball. Visit his Web site at kennethshropshire.com for more information.

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Product Details

  • Hardcover: 224 pages
  • Publisher: McGraw-Hill Education; 1 edition (November 11, 2008)
  • Language: English
  • ISBN-10: 0071548319
  • ISBN-13: 978-0071548311
  • Product Dimensions: 5.2 x 0.8 x 8.2 inches
  • Shipping Weight: 3.2 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Best Sellers Rank: #150,595 in Books (See Top 100 in Books)

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5 of 5 people found the following review helpful By Michael W. Powell on November 14, 2009
Format: Hardcover Verified Purchase
Mr. Shrposhire did an excellent job with this book. The book help me understand my style of negotiating and why it's important to be prepared and to have a backup plan for the backup plan. I strongly recommend this book for anyone who wants to understand their style of negotiating and why it's important to have a open minded about the relationships you are building during the process of your negotiating .
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4 of 4 people found the following review helpful By Melinda Emerson on February 20, 2010
Format: Hardcover
Ken Shropshire wrote a terrific book. The book uses great story-telling to illustrate the key ways to be successful in any negotiation. I especially loved all the stories about how exhaustive preparation paid off. I would recommend this book to any small business owner who wants to learn how to always have the upper-hand in any business deal. Buy this book.
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Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want
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