Never Make the First Offer

by Dell, Donald; Boswell, John

• ISBN13: 9781591843467
• ISBN10: 1591843464
• Edition: Reprint
• Format: Paperback
• Copyright: 2011-07-26
• Publisher: Portfolio

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

Acknowledgments	p. xi
Introduction: The Moment of Truth	p. 1
Ten Rules of Power Networking	p. 7
Get Noticed	p. 31
Build Trust	p. 41
Win Before You Begin	p. 55
Size Up Personalities	p. 67
Evaluate the Situation	p. 85
Stack the Deck	p. 101
Make Your Words Count	p. 123
Recognize Your Leverage	p. 133
Never Make the First Offer	p. 153
Stay Balanced	p. 175
Epilogue: It's All about Attitude	p. 197
Index	p. 199
Table of Contents provided by Ingram. All Rights Reserved.