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"On a handshake, I've trusted Donald Dell with my life." -Arthur Ashe, U.S. Open champion
Good negotiators know the rules. Great negotiators know when to break those rules. And then there are the true master dealmakers, like the pioneering sports lawyer Donald Dell. Over the last four decades, he has fought for some of the biggest stars in the world-Michael Jordan, Jimmy Connors, Patrick Ewing, Andy Roddick, Stan Smith, and dozens of others.
Dell is tough enough to look the general manager of the L.A. Lakers in the eye and say, "We can talk about the weather or the movies or your sex life, whatever you want, but we're not going any further until you make an opening offer." On the other hand, he's shrewd enough to know when the managing partner of the Chicago Bulls was about to lowball Michael Jordan by $40 million-unless Dell could grab the advantage by naming his number first.
Now Dell reveals the advanced strategies and tactics that he has developed over a lifetime of high-stakes deals. Whether you're making endorsement deals for superstars, negotiating your next salary, or just trying to sell your old car, Dell's wisdom will help you get every possible advantage.
- Sales Rank: #1700631 in Books
- Published on: 2011-07-26
- Released on: 2011-07-26
- Original language: English
- Number of items: 1
- Dimensions: 8.40" h x .60" w x 5.60" l, .45 pounds
- Binding: Paperback
- 224 pages
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.
Most helpful customer reviews
13 of 15 people found the following review helpful.
Entertaining, But Not Enlightening
By Matthew Reinbold
Donald Dell, when you strip away the celebrity clients and connections to power, is a salesman. It is no surprise, then, that he spends more time in this book selling Donald Dell to the reader then he does a particular technique or practice. To be fair, reading about Jimmy Conner's hissy fits or Michael Jordan's compulsive gambling is entertaining reading. But those looking for negotiation insight would be better served by genre classics like "Getting to Yes" or the more academic "Essentials of Negotiation".
7 of 8 people found the following review helpful.
Starts slowly. Finishes fast.
By The Vet
When I began to read this book I was somewhat disappointed. It seemed like a series of short bragging pieces; in essence just a good-ol'-boy puffery item. But I humg in and the short pieces developed a pattern of solid information about the variety of negotiating techniques, problems, and fixes. And even some failures which lent credibility to the author.
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.
4 of 4 people found the following review helpful.
Priceless Negotiations Guidance From a Master Deal-Maker
By COUNSEL
NEVER MAKE THE FIRST OFFER is an excellent book filled with a variety of sophisticated negotiating tips from a master deal-maker. As a practicing lawyer frequently involved in complex business negotiations, such guidance is priceless. It is also an interesting read chock full of anecdotes from Mr. Dell's lengthy career representing notable tennis stars (Arthur Ashe, Stan Smith, Jimmy Connors, Andy Roddick among many others), basketball players (Michael Jordan, Patrick Ewing, Joaquim Noah, and a wide range of other notable figures (Sargent Shriver, Fred Smith of FedEx, Ted Leonsis of AOL, and Dan Snyder of the Washington Redskins). I recommend this book highly.
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