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Never Make the First Offer (Except When You Should) Wisdom from a Master Dealmaker
Business and negotiating tactics from a master sports agent
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
? 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.
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
? 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.
- GenresBusinessNonfiction
224 pages, Hardcover
First published August 20, 2009
14 people are currently reading
178 people want to read
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Displaying 1 - 13 of 13 reviews
September 6, 2020
Most of us know Donald Dell as one of the fathers of sports marketing. A group president of Lagardere Unlimited, Dell received his B.A. from Yale University (1960) and his J.D. from the University of Virginia (1964). Dell also served as the chairman and CEO of ProServ, Inc. He holds the distinction of being a former American Davis Cup player and undefeated Davis Cup captain. Dell was inducted into the International Tennis Hall of Fame in July 2009 and has published two books based on sports business negotiations: Minding Other People's Business: Winning Big for Your Clients and Yourself and "Never Make The First Offer". This book is a culmination of Dell's knowledge gained from years of experience as a negotiator.
On page 7, the author introduces us to the Ten Rules of Power Networking. Because as Dell explains, people like to do business with friends.
The Ten Rules are:
1. Make Friends
Spend time getting to know people in your line of business.
2. Make Friends of Their Friends
Nothing gives you credibility like a recommendation from a mutual friend.
3. Find Mentors
Use coaching as a way to increase your knowledge
4. Give Advice (Carefully)
Delivery is the key. Make sure you don't come across as a know-it-all.
5. Don't Keep Score
Do favors whenever possible, don't try to collect right away.
6. Massage Your Network
Keep correspondence going to your network.
7. Do Your Homework
Gather as many facts as you can before the negotiation.
8. Show No Fear
Be confident.
9. Do Good Work
Build a reputation for doing good work.
10. Do Good Works
Here is a way to help others and grow your network.
Readers will enjoy the colorful stories that Dell shares. Within each chapter is a guest story by some famous person that illustrates the main point. Chapters 3 through 6 prepare us for the negotiation. Build trust, don't judge, and have a backup plan are some of the useful advice, we are given. Chapter 7 starts the tactic phase and we learn "how" to negotiate.
According to Dell the fundamental principle of good negotiations is rooted in the long-term relationship we have with others. I agree. In fact, Dell has fashioned a primer on not only negotiation but how to be successful in business. This is a must-read book.
On page 7, the author introduces us to the Ten Rules of Power Networking. Because as Dell explains, people like to do business with friends.
The Ten Rules are:
1. Make Friends
Spend time getting to know people in your line of business.
2. Make Friends of Their Friends
Nothing gives you credibility like a recommendation from a mutual friend.
3. Find Mentors
Use coaching as a way to increase your knowledge
4. Give Advice (Carefully)
Delivery is the key. Make sure you don't come across as a know-it-all.
5. Don't Keep Score
Do favors whenever possible, don't try to collect right away.
6. Massage Your Network
Keep correspondence going to your network.
7. Do Your Homework
Gather as many facts as you can before the negotiation.
8. Show No Fear
Be confident.
9. Do Good Work
Build a reputation for doing good work.
10. Do Good Works
Here is a way to help others and grow your network.
Readers will enjoy the colorful stories that Dell shares. Within each chapter is a guest story by some famous person that illustrates the main point. Chapters 3 through 6 prepare us for the negotiation. Build trust, don't judge, and have a backup plan are some of the useful advice, we are given. Chapter 7 starts the tactic phase and we learn "how" to negotiate.
According to Dell the fundamental principle of good negotiations is rooted in the long-term relationship we have with others. I agree. In fact, Dell has fashioned a primer on not only negotiation but how to be successful in business. This is a must-read book.
August 31, 2025
Donald Dell’s book offers practical wisdom for negotiations. I found it very useful in my own experience.
One key lesson is about when to speak first. He advises to usually avoid making the first offer. Let the other person start. This way, you gather information. You understand their position before revealing your own. But sometimes you should make the first offer—if you have strong data or confidence. It’s a flexible rule.
His approach reminds me of philosophical ideas like Camus' absurdism, negotiation often has no fixed rules. You must find your own meaning and strategy in each situation. Or like Nietzsche, you create your own values—you decide what is “valuable” in a deal based on context, not rigid principles.
The book includes stories from sports negotiations. Dell made deals for famous athletes. He shows how preparation and patience lead to success. For example, he shares how he negotiated contracts by focusing on the other side’s needs, not just his own.
One key lesson is about when to speak first. He advises to usually avoid making the first offer. Let the other person start. This way, you gather information. You understand their position before revealing your own. But sometimes you should make the first offer—if you have strong data or confidence. It’s a flexible rule.
His approach reminds me of philosophical ideas like Camus' absurdism, negotiation often has no fixed rules. You must find your own meaning and strategy in each situation. Or like Nietzsche, you create your own values—you decide what is “valuable” in a deal based on context, not rigid principles.
The book includes stories from sports negotiations. Dell made deals for famous athletes. He shows how preparation and patience lead to success. For example, he shares how he negotiated contracts by focusing on the other side’s needs, not just his own.
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August 2, 2021I read /Never Make the First Offer: (Except When You Should) Wisdom from a Master Dealmaker/, by Donald Dell:
https://www.npr.org/templates/story/s...
This book was fascinating. Donald Dell represented athletes and tournaments, mostly in the worlds of tennis and basketball.
Thus, the book consisted of stories of his deal-making for shoe, apparel, and spokesperson roles with the Nikes, Reeboks, and Adidas of the world, along with cable and broadcast rights for various tournaments.
I knew almost nothing about those worlds before this book - again, fascinating!
https://www.npr.org/templates/story/s...
This book was fascinating. Donald Dell represented athletes and tournaments, mostly in the worlds of tennis and basketball.
Thus, the book consisted of stories of his deal-making for shoe, apparel, and spokesperson roles with the Nikes, Reeboks, and Adidas of the world, along with cable and broadcast rights for various tournaments.
I knew almost nothing about those worlds before this book - again, fascinating!
March 11, 2022
If you wanna know more about negotiation in general this is for you.. Also if you'd like to know how to keep work mates friends this is for you.. I think this book is for everyone, you'll stumble in something that's advantageous I believe because it's full of true and wise advices.
January 5, 2021
I found this book to have some of the best lessons in negotiation, including his own life examples. You don't have to be in business or marketing to enjoy this great read.
May 20, 2024
Several key points are included which have led to the success of an agency leader.
Recommend.
Recommend.
October 10, 2011
Not bad. Donald Dell is old school, but classic and smart. He does seem not to notice that all of us can't have Sarge Shriver and Bobby Kennedy as mentors, and he neglects all but a mention of new technology. That said it is worth the read for people who are in sales or do any negotiating in their business or personal lives and don't have tons of experience in the craft. Dell's style makes for easy reading but he hits all of the high points. I will have this on the suggested reading list for negotiating class that I teach. (I'd give it 3 1/2 stars if I could.)
November 9, 2009
The first half of the book feels mostly like common sense for those who have already dealt with various people in life. In the second half, I did find some gems of information that I can use in dealing with people. But mostly it reinforces what I have already learned in other books or from life in general. There are also some interesting anecdotes from his dealings with sports clients. For the young and/or inexperienced I would add a fourth star and recommend it too them.
September 1, 2014
I listened to this book in the car and really enjoyed it. Each of his negotiation points is backed up with a story. This makes for a very interesting listen because it provides a perspective on the sports business, which I am personally not involved in, and what business/contract negotiation is like in that sphere.
Happy to listen to the book again.
Happy to listen to the book again.
November 19, 2011
هذا الكتاب قرأته لمساعدتي في مشروعي .. وأضاف إلي معلومات جديده ... في هذا الكتاب ستجد ماتريده عن فن المفاوضات
April 16, 2012
This is an excellent supplementary reading on negotiation, full stop. It's almost entirely anecdotes, from which one may mine what lessons one wishes. Delightful.
October 20, 2015
not a fan of anything non fiction and always bought audiobook for nf genre. this by far is the best.
May 18, 2015
Did not finish. Everything is about sports.
Displaying 1 - 13 of 13 reviews