Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
On Negotiating Audio, Cassette – Unabridged, October 20, 2000
Customers who bought this item also bought
What other items do customers buy after viewing this item?
A pioneer in the sports marketing industry offers a consummate guide to negotiating like a champ in any business situation. McCormack is one of the most plain-speaking and credible business teachers we have, and he comes across especially well in this relaxed studio recording. Though the principles here are powerful, he's a humble teacher for someone at his level. His delivery is so understated that listeners discover the value of his ideas naturally rather than having to work around an overzealous sales pitch. He's an icon in his industry who truly understands how people in a business context reach agreements. A classic lesson and a worthy addition to any manager's personal audio library. T.W. © AudioFile 2003, Portland, Maine-- Copyright © AudioFile, Portland, Maine
If you are a seller for this product, would you like to suggest updates through seller support?
Top Customer Reviews
A second problem with the book is that it comes from the perspective and experiences of someone working in the author's specific work environment - selling image and other marketing rights, etc. primarily of famous and well known athletes. The author is something like the character "Ari" in the HBO series "Entourage". He is selling a very valuable product. Buyers come to him breaking down the door. In the real business world, however, this is rarely the case. It is more like a seller or buyer with very little oligopolistic or monopolist power from either a buying or selling side. Hence many of the author's strategies are not very useful.
A third problem, albeit minor, is that the author is constantly marketing himself in his book. As such, he provides no real examples of failures or errors he has made in the past that can be avoided. As learning from errors and failures of others is one of the best ways to learn, this is a serious oversight on the author's part. The author does present what he considers to be some mistakes or errors on his part in the past but these, in reality beneath the surface, never are as he is always able to extricate himself from the situation in one way or another. As Bismarck once said "fools say they prefer to learn through their own errors. I prefer to learn from those of others". Any one writing such a book would do well to remember Bismarck's view. Examining mistakes and failures is unquestionably a very important part of any learning process.
On the positive side, the audio book is very well by the author. Never a dull or unenthusiastic moment. The audio book is not something that will put you to sleep on long drives.
But the fact that he founded a business doesn't mean you should spend today's money on his book if it doesn't provide useful tips for today. This book does. I have for years negotiated complex commercial deals for a living. McCormack's tips are the front of my toolkit. To give only one: always ask yourself how the other guy is describing the deal that you're negotiating. The other guy is never saying "I have the opportunity to give you a million dollars in exchange for nothing special." Figure out what the other guy is telling himself and you have strong leverage because you know why the deal is important to him, and then you can figure out whether the deal you're getting is the best one on offer.
The whole book is full of timeless advice like this. It's a shame McCormack is dead because I'd love to keep reading what he would keep telling us.
I fully recommend the book!
The book (like his others) is easy to read and full of gems.
However, He is much more capable in Sales and Management. Delightful book nonetheless.
I also recommend; You Can Negotiate Anything by Herb Cohen.