Negotiate Like the Pros
A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want
By (author) Kenneth L. Shropshire
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Negotiate Like the Pros by Kenneth L. Shropshire
Book DescriptionIf you're looking to build your deal-making chops, there is no better school than the world of professional sports. Few authors are as qualified to guide you through that rough-and-tumble terrain as Ken Shropshire. From the Fortune 500 to the NFL, from Don King to big city mayors, Ken has negotiated major sports deals across the country and around the world. He's also one of today's most sought-after negotiating coaches, with clients ranging from the National Collegiate Athletic Association to IBM. In Negotiate Like the Pros, Ken tells the stories behind some of the most sensational sports deals of all time and extracts powerful lessons from them on the skills you need to master to become a top-notch dealmaker. You'll learn how to: *Prepare and Set Agendas: Peter Ueberroth's negotiation with Fidel Castro during the Soviet boycott of the '84 Olympics *Know Your Negotiating Style and Play to Your Strengths: Why NFL coach Bill Walsh stresses sticking with your style *Set Goals: the $60 million deal Daiuske "Dice-K" Matsuzaka cut with the Boston Red Sox in 2006 *Leverage: from the astonishing three-way negotiation between Muhammed Ali, George Foreman and the President of Zaire that Don King used to pull off "The Rumble in the Jungle" *Build Relationships: Yao Ming's move from China and David Beckham's $250 million deal with the Los Angeles Galaxy You also get a wealth of insider tips, tricks, and skill-building tools to help you develop a highly-effective, systematic approach to deal making. Whether you're a fanatic who sees the world through sports-colored glasses, or a casual observer who wants to learn from some of the toughest, shrewdest dealmakers in any industry, this book will teach you how to Negotiate Like the Pros.
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Book DetailsISBN: 9780071548311
(208mm x 132mm x 20mm)
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 30-Nov-2008
Country of Publication: United States
Books By Author Kenneth L. Shropshire
Being Sugar Ray, Paperback (February 2008)
A biography of Sugar Ray Robinson and an intellectual expedition into the culture of celebrity in sports
Basketball Jones, Paperback (April 2000)
How did a "black sport," plagued by drug scandal and decimated by white flight, come to achieve such prominence? What are the subtle and not-so-subtle racial codes that define how the game is played and perceived, and the reception of its high-profile stars? This title deals with these questions.
In Black and White, Paperback (November 1998)» View all books by Kenneth L. Shropshire
A study of racism in American sport which offers solutions for bringing more minorities into coaching and administration. The author also wrote "The Sports Franchise Game" and "Agents of Opportunity: Sports Agents and Corruption in Collegiate Sports".
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Author Biography - Kenneth L. Shropshire
Kenneth L. Shropshire is the David W. Hauck Professor at the University of Pennsylvania's Wharton School of Business, director of the Wharton Sports Business Initiative, academic director for Wharton's Business Management and Entrepreneurial Program for NFL Players, and a Wharton professor of Negotiating and Dispute Resolution. He is also the former president of the Sports Lawyers Association and has been a consultant to the National Collegiate Athletic Association, the National Football League, and Major League Baseball. Visit his Web site at kennethshropshire.com for more information.
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