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Winning with Integrity: Getting What You Want Without Selling Your Soul Paperback – October 18, 1999


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Product Details

  • Paperback: 256 pages
  • Publisher: Three Rivers Press; New edition edition (October 18, 1999)
  • Language: English
  • ISBN-10: 0812932439
  • ISBN-13: 978-0812932430
  • Product Dimensions: 8 x 5.3 x 0.8 inches
  • Shipping Weight: 7.7 ounces
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (20 customer reviews)
  • Amazon Best Sellers Rank: #710,035 in Books (See Top 100 in Books)

Editorial Reviews

Amazon.com Review

Since entering the nascent field of sports law 25 years ago--before athletes were guaranteed the right of legal representation--Leigh Steinberg has epitomized the high-profile sports agent, successfully negotiating over $2 billion in contracts for superstars like Troy Aikman, Steve Young, and Ryan Leaf. Just as importantly, he has done so with honor and was (according to director Cameron Crowe) a prime inspiration for the agent with a heart in the film Jerry Maguire. Now, arguing that value-driven negotiating techniques can prove equally productive in other settings, Steinberg lays out his step-by-step process in Winning with Integrity: Getting What You're Worth Without Selling Your Soul. Steinberg takes a holistic view on the art of negotiation. In the introduction, he writes:
This is a book about the process of negotiation--which means that this is a book about life.... Too many people would rather simply give up what they want. They would rather avoid the discomfort of possible conflict by accepting a situation or terms without discussion, even when it means accepting less than they rightfully deserve or desire.
Steinberg analyzes the entire negotiating process--from preparation and positioning through the actual negotiation and celebratory handshake. And not surprisingly, he enlivens his advice with colorful and entertaining stories taken from his dealings with notable adversaries ranging from the NFL's Jerry Jones to the NBA's Larry Bird. Suggestions for crafting an initial offer with different types of opponents are exceptionally insightful, but the real heart of the material concerns the period between counteroffer and deal signing, where Steinberg candidly explains how he realizes his goals without violating his principles. --Howard Rothman --This text refers to an out of print or unavailable edition of this title.

From Publishers Weekly

Sports agent Steinberg has represented some of the biggest, best-paid names in professional football?Drew Bledsoe, Troy Aikmen, Steve Young?and has pushed the salaries of these athletes ever upward. Refreshingly, he attributes such successes at least partially to his ethical and conscientious business philosophy. Writing with journalist and author D'Orso (Rise and Walk), Steinberg conceives of this sportsmanlike guide through the fundamentals of negotiating as "a book about life." In order to negotiate effectively, he insists that one begin "with an understanding of yourself?a brutally honest assessment that is not always easy to attain"?and admonishes readers to "ask yourself what is going to make you happy before you pursue [your goal]." As a coach prepares his team for a big game, Steinberg sets up the playing field with clearly defined chapters (Orientation, Preparation, Positioning, The Encounter, Making the Deal), gearing them toward anyone trying to make a deal?be it landing a job, getting a promotion, even buying a car or house. Some of the techniques may not fly with your average boss or job interviewer (Steinberg suggests responding to an irate negotiator by saying, "Do you think I hear you any more clearly when you raise your voice?"), but his moral philosophy, "that it is always more advantageous to act ethically, to take the high road," is what makes his book a useful guide. 10-city author tour; available on audio, -40447-3.
Copyright 1998 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

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Customer Reviews

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Most Helpful Customer Reviews

9 of 9 people found the following review helpful By James Carter on October 12, 2001
Format: Paperback
I found this book to be a real treasure and entertaining at the same time. And best of all, you don't need to be a sports fan to appreciate the examples Steinberg uses.
It is a shame that some readers have found this book shallow and only written to brag about his exploits. They are missing the real point of the book and the positive outcomes that can happen from true negotiating, not just getting what you want. If you are looking for a book on 'How to be Persuasive and Always get What you Want', this is not your book.
Rather, it helped me build a solid mental foundation and framework when I enter negotiations. Also, you need to have the right attitude when you enter negotiations. This book will help you.
There are some remarkable examples that provided me with some real insights on perceptions. It opened my eyes that the world I see is not what everyone else sees. With his examples, I began to see how that applies to the business world as well.
I own a company that provides HR and OD consulting and I get emails EVERY day about hostile work environments. In many cases I refer them to this book to make sure their perception of the problem is on track with the problematic person.
If you are looking at this book for ANY reason, I suggest you buy it. Also, because of all the famous people involved in the negotiations, it was an easy read.
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7 of 7 people found the following review helpful By A Customer on February 6, 2000
Format: Hardcover
This is a refreshing book, that counters WINNING THROUGH INTIMIDATION type books, that portray the business world as a jungle, where you have to negotiate with knives drawn. Steinberg practices integrity in his business life, and in his personal life. Steinberg actually lives down the street from me (although I don't know him), and he does wonderful things for the local community, that seem to come from the heart, rather than from a chance to be seen publicly as a benefactor, and pat himself on the back. He is in inspiration. And a nice guy who finished first!
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4 of 4 people found the following review helpful By A Customer on September 3, 1999
Format: Hardcover
It's been said that if you want to learn how to be succesful, you go and talk to a person who is successful. In the area of negociation, few parallel what Leigh Steinberg has accomplished.
I dissagree completely with anyone who says this is an autobiography. Steinberg uses the lost art of storytelling to convey his principles, that's all. But I suppose if you prefer textbook, "gimme just the facts" sort of reading, you'd be disssapointed. Instead of slapping you across the face and saying, "Do this, and do that," Steinberg offers examples from his own life's experience. And, frankly, I'd rather learn from his experiences than from someone less successful.
The priciples are simple, yes. The best principles always are. But who practices them perfectly? I noticed flaws in my negociation abilities as I read this book, and I have made some changes for the better because of it.
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5 of 6 people found the following review helpful By A Customer on September 7, 1999
Format: Hardcover
Too often women end up on the short end of negotiations. After reading Leigh Steinberg's book, Winning With Integrity, it won't be happening to me anymore. I found out that the most successful agent in sports doesn't have to compromise his values and neither do I. This is a "how to" book for anyone who wanted to negotiate better. His principles apply for sports, cars, jobs and every negotiation that happens in daily life. Thanks for the empowerment Leigh.
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2 of 2 people found the following review helpful By A Customer on October 5, 1998
Format: Audio Cassette
The position Mr. Steinberg takes is laudable; however, the audio casette version concentrates on a 'folksy' style of narration that is neither deep nor instructive.
The tape is filled with very long winded stories of conversations held years ago with coaches and players - primarily in football. One such description takes up approximately 12 minutes of tape time.
Based on the tape, I certainly would not buy the hardcover version; but would consider a paperback version just to see if there is any similarity between the tape and the book. However, I feel some cognitive dissonance as I think Mr. Steinberg was well aware of the difference between the two media AND somewhat mis-represented the tape - which is not part of an ethics based business (especially since he hardly needs the money from the book or tape sales).
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2 of 2 people found the following review helpful By matt williams on July 24, 2002
Format: Paperback
For a recently college graduate and moderate sports world observer with little experience negotiating in a business environment, this book was a pleasure to read. The concepts in this book are on or above par with my textbook on negotiation. However, I specifically enjoyed how Steinberg illustrates important concepts with stories involving the ever interesting personalities of professional sports. From establishing values to finalizing the contract, this book is efficiently organized to lead through the negotiation process. Also, at the end of each sub-chapter is a summary of the key points of the reading. Winning with integrity isn't easy in general, let alone in the ruthless world of sports agents. Leigh shares his experiences that have lead to his success in this fun and insightful book.
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4 of 5 people found the following review helpful By A Customer on February 20, 1999
Format: Audio Cassette
This is one of those books you wish you never read. I bought it because I respect what Leigh Steinberg has done as a sports agent and I hoped to learn some valuable insights. All I learned is that this guy has one very large ego. The book is nothing but Mr. Steinberg bragging about his various clients, friends and important people he's met. There is nothing of value here, unless you're so enthused about this guy that you'd pay to buy his book and read him telling you how great a guy he is. Don't waste your money.
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