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.