Try 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 basket 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
1 credit a month to use on any title, yours to keep (you’ll use your first credit on this title).
Stream or download thousands of included titles.
Access to exclusive deals and discounts.
$16.45 a month after 30 day trial. Cancel anytime.
Never Make the First Offer
Narrated by:
Sean Pratt
Buy Now for $28.99
No valid payment method on file.
We are sorry. We are not allowed to sell this product with the selected payment method
Pay using voucher balance (if applicable) then card ending in
By confirming your purchase, you agree to Audible's Conditions Of Use and Privacy Notice and authorise Audible to charge your designated credit card or another available credit card on file.
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
Critic Reviews
"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)
More from the same
What listeners say about Never Make the First Offer
Average Customer RatingsOverall
Performance
Story
Reviews - Please select the tabs below to change the source of reviews.
In the spirit of reconciliation, Audible acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.