- Hardcover: 224 pages
- Publisher: Portfolio Hardcover (August 20, 2009)
- Language: English
- ISBN-10: 1591842654
- ISBN-13: 978-1591842651
- Product Dimensions: 6.3 x 0.9 x 9.3 inches
- Shipping Weight: 14.4 ounces
- Average Customer Review: 16 customer reviews
- Amazon Best Sellers Rank: #1,570,280 in Books (See Top 100 in Books)
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Never Make the First Offer (Except When You Should) Wisdom from a Master Dealmaker
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From Publishers Weekly
Starred Review. Legendary sports agent Dell reveals the secrets to successful negotiating in this spellbinding, behind-the-scenes look at deal making in the high stakes world of professional athletics. The treasure trove of practical advice is backed up by mesmerizing tales of the deals Dell closed on behalf of such stars as Arthur Ashe, Michael Jordan, Jimmy Connors and Patrick Ewing. The author drives home simple yet powerful business lessons: he recalls how his negotiation for a new Michael Jordan basketball shoe reached an impasse until Nike exec Peter Moore blurted out a clear concept for a line called Air Jordan, which subsequently became the biggest licensing deal in history; and his own temper cost him a deal signing a promising young tennis star. Sidebars offer advice from athletes, politicians and dealmakers including former senator and Basketball Hall of Fame player Bill Bradley and former senator George Mitchell, who negotiated the Good Friday peace agreement of 1998 in Northern Ireland. Dell reveals that successful deal making requires strong relationships, trust, self-awareness—the very qualities his star clients embody. (Aug.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
About the Author
Donald Dell is the cofounder of the Association of Tennis Professionals and the founder of ProServ, a leading sports agency that has represented hundreds of star athletes. He is also a former captain of the U.S. Davis Cup tennis team, the founder of the Legg Mason Tennis Classic, and a television tennis commentator.
John Boswell has written or cowritten seventeen books including What They Don't Teach You at Harvard Business School.
Top customer reviews
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Great read and would recommend!
The vignettes about athletes, their personalities, and their influence on the deals (what I was most interested to read this book for, after all Donald Dell can accurately be described as the father of the modern sports agent/athlete relationship) are few and far between and ultimately leave you unsatisfied. As does the book in general.
The net is that I am well impressed and I am going to send a copy to each of my grown sons who are not active in the sports world but can well benefit from the insights in this book. In fact, most any one can benefit if only from getting a better leg up on how to negotiate a raise or the purchase of a new car.
However, after this read and David Falk's "The Bald Truth" you cannot tell who was the real negotiator behind some of the basketball players contracts.
Most recent customer reviews
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