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Never Make the First Offer: (Except When You Should) Wisdom from a Master Dealmaker
"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.
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.
224 pages, Paperback
First published July 26, 2011
About the author
John Boswell
34 books5 followersLibrarian note: There is more than one author by this name in the database. See authors with similar names.
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Displaying 1 - 3 of 3 reviews
April 15, 2018
Tips and tactics are told through stories that camouflages a lot of humble brag.
February 11, 2013
ان ما عليك تذكره هو ان تبتعد عن الرسميات والتكلف وألا تتوقع نتائج فورية لمصادقة الاخرين ممن ينتمون لنفس مجال عملك. فحين تقيم صداقة مع شخص او اثنين, فسوف تلوح لك شبكة كاملة من الاتصالات وعلاقات العمل وتصبح متاحة لك .
لا يكون هناك أساس للصفقات والاعمال الجيدة أفضل من بناء علاقات تدوم طويلا .
عليك ان تلم بكل ما يمكن معرفته قبل الذهاب الى مائدة المفاوضات, سواء كان لمناقشة تفاصيل صفقة, او لاقامة عمل. فمعرفة القليل من الحقائق تبهر معظم الناس .
بعض المقتطفات من هذا الكتاب المترجم بالعربية : لا تقدم العرض الأول مطلقا .
كتاب في عالم إبرام الصفقات يستحق القراءة
October 13, 2013
A light read on business and deal making.
Displaying 1 - 3 of 3 reviews