9781591843467

Never Make the First Offer: (Except When You Should): Wisdom from a Master Dealmaker

by ;
  • ISBN13:

    9781591843467

  • ISBN10:

    1591843464

  • Edition: Reprint
  • Format: Paperback
  • Copyright: 7/26/2011
  • Publisher: Penguin Group USA

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  • The Used and Rental copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Summary

"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.

Table of Contents

Acknowledgmentsp. xi
Introduction: The Moment of Truthp. 1
Ten Rules of Power Networkingp. 7
Get Noticedp. 31
Build Trustp. 41
Win Before You Beginp. 55
Size Up Personalitiesp. 67
Evaluate the Situationp. 85
Stack the Deckp. 101
Make Your Words Countp. 123
Recognize Your Leveragep. 133
Never Make the First Offerp. 153
Stay Balancedp. 175
Epilogue: It's All about Attitudep. 197
Indexp. 199
Table of Contents provided by Ingram. All Rights Reserved.

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