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Title details for Never Make the First Offer by John Boswell - Available

Never Make the First Offer

by John Boswell
Donald Dell
Audiobook
Listen to a sample Listen to a sample
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 listeners 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.
    • Expand title description text
    Publisher: Ascent Audio Edition: Unabridged

    OverDrive Listen audiobook

    • ISBN: 9781469089331
    • File size: 153697 KB
    • Release date: October 15, 2009
    • Duration: 05:20:12

    MP3 audiobook

    • ISBN: 9781469089331
    • File size: 153714 KB
    • Release date: October 15, 2009
    • Duration: 05:24:12
    • Number of parts: 5

    Formats

    OverDrive Listen audiobook
    MP3 audiobook

    subjects

    Business Self-Improvement Nonfiction

    Languages

    English

    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 listeners 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.
    • Expand title description text
    Business Self-Improvement Nonfiction
    • Details

      Publisher:
      Ascent Audio
      Edition:
      Unabridged

      OverDrive Listen audiobook
      ISBN: 9781469089331
      File size: 153697 KB
      Release date: October 15, 2009
      Duration: 05:20:12

      MP3 audiobook
      ISBN: 9781469089331
      File size: 153714 KB
      Release date: October 15, 2009
      Duration: 05:24:12
      Number of parts: 5

    • Creators
    • Formats
      OverDrive Listen audiobook
      MP3 audiobook
    • Languages
      English