Amazon.com: Winning With Integrity: Getting What You Want Without Selling Your Soul: Leigh Steinberg, Michael D'Orso: Books

Amazon.com
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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Winning With Integrity: Getting What You Want Without Selling Your Soul (Paperback)

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