Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want
Kenneth L. Shropshire
Format: PDF / Kindle (mobi) / ePub
If 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.
reference points, establishing a goal, a target, and a walk-away point is essential. If you don’t develop these when preparing for a negotiation, you have a problem. It is important to understand the consequence of not having a goal or establishing one that is too low. Pat Summitt, one of the most successful coaches in the history of collegiate basketball, wrote, “Our goal every year is to win a title. You have to aim that high if you expect to reach a goal. If you expect to be No. 1, you might
sports when the endorsement value of an unproven athlete needs to be determined. Consider the high school or college player moving up the ranks. If you don’t act on leverage quickly, it may be gone. In some transactions, this means that the high price you may have been offered is no longer available. A good example of shifting leverage is the signing of the soccer player Ronaldo by the Italian professional soccer club AC Milan in 2007. Originally the club was willing to pay a transfer fee of
in the deal summed up what most people came to understand. “For Americans doing a business deal, it’s ‘Let’s do the deal and go.’ In China, you don’t start doing a deal until you’ve established a relationship.” These lessons of guanxi were not lost on the team that had the opportunity to pursue Yi Jianlian, the man Time magazine called “the next Yao Ming.” Herb Kohl, the owner of the Milwaukee Bucks (and a U.S. senator), selected Yi sixth in the 2007 NBA draft. The senator, a man well trained in
he could handle the deal—with my guidance. Before fully agreeing to the negotiation plan, I warned my client to consider any harm this negotiation might do to the ongoing relationship he would have with the university once hired. Although I reminded him again that this was one of the primary reasons to use an agent, I was also keenly aware that the use of agents can sometimes be detrimental. In thinking about this hesitancy on the part of the other side to interact with a third party, I relayed
This is certainly an extension of Wooden’s preparation philosophy. You can’t even do the ordinary if you don’t take the time to master the basics. Master what you can do best. Years before Super Bowl champion coach Tony Dungy heard those words from his pro coach, Chuck Noll, eerily similar words were delivered by his University of Minnesota college coach, Cal Stoll: “Success is uncommon and not to be enjoyed by the common man. I’m looking for uncommon people because we want to be successful, not