Listen free for 30 days
-
Never Make the First Offer
- And Other Wisdom No Dealmaker Should Be Without
- Narrated by: Sean Pratt
- Length: 5 hrs and 19 mins
Failed to add items
Sorry, we are unable to add the item because your shopping cart is already at capacity.
Add to Cart failed.
Please try again later
Add to Wish List failed.
Please try again later
Remove from wish list failed.
Please try again later
Follow podcast failed
Unfollow podcast failed
Pick 1 audiobook a month from our unmatched collection.
Listen all you want to thousands of included audiobooks, Originals, and podcasts.
Access exclusive sales and deals.
Premium Plus auto-renews for $14.95/mo + applicable taxes after 30 days. Cancel anytime.
Never Make the First Offer
Narrated by:
Sean Pratt
Buy Now for $31.16
No default payment method selected.
We are sorry. We are not allowed to sell this product with the selected payment method
Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Tax where applicable.
Publisher's Summary
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 40 years, with a hugely successful record on behalf of stars like Arthur Ashe, Michael Jordan, Jimmy Connors, Patrick Ewing, Stan Smith, and Boomer Esiason. 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.
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:
©2009 Donald Dell and John Boswell (P)2009 Gildan Media Corp
What the critics say
"Legendary sports agent Dell reveals the secrets to successful negotiating in this spellbinding, behind-the-scenes look at deal making in the high stakes world of professional athletics. The treasure trove of practical advice is backed up by mesmerizing tales of the deals Dell closed on behalf of such stars as Arthur Ashe, Michael Jordan, Jimmy Connors and Patrick Ewing.... Dell reveals that successful deal making requires strong relationships, trust, self-awareness - the very qualities his star clients embody." ( Publishers Weekly)