Never Make the First Offer (Except When You Should) Wisdom from a Master Dealmaker
Dell, Donald; Boswell, John [Contributor]
Language: English
Published by Portfolio Hardcover, 2009
- Hardcover
- New
Seller: BennettBooksLtd, Los Angeles, CA, U.S.A.BennettBooksLtd
AbeBooks seller since April 17, 2008
Condition: New
£ 55.40
Quantity: 1 available
Add to basketItem description from seller
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Seller Inventory # Q-1591842654
- Title
- Never Make the First Offer (Except When You Should) Wisdom from a Master Dealmaker
- Author
- Dell, Donald; Boswell, John [Contributor]
- Publisher
- Portfolio Hardcover
- Publication year
- 2009
- Condition
- New
- Binding
- hardcover
- Language
- English
- ISBN 10
- 1591842654
- ISBN 13
- 9781591842651
- Item weight
- 14 ounces
- Dimensions
- 6x0x9
Donald Dell is a legend in professional sports. As one of the first agents to represent athletes, he's been negotiating mega-deals for almost forty years with a hugely successful record on behalf of stars like Arthur Ashe, Michael Jordan, Jimmy Connors, Patrick Ewing, Stan Smith, and Boomer Esiason.
Now Dell shares behind-the-scenes stories of his dealings with some of the most powerful sports owners and executives. He brings the inner workings of the negotiating room to life and offers lessons that readers can apply to their own tough situations. A sample:
? Never make the first offer: You're not seeking an offer at all; you are seeking information.
? Business is emotional: If you are less than genuine people will pick up on it, which is much worse than losing your temper every now and then.
? Know your audience: I finally figured out the key to Jimmy Connors-play to his stubbornness. Don't force Jimmy to do something and he just might do it.
? Decide what's important: Something extremely important to the other side may be trivial to you, in which case you can gain leverage by giving it to them.
"Synopsis" may belong to another edition of this title.
About the Author
John Boswell has written or cowritten seventeen books including What They Don't Teach You at Harvard Business School.
"About the title" may belong to another edition of this title.
BennettBooksLtd
Los Angeles, CA, U.S.A.
AbeBooks seller since April 17, 2008
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