Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships…

Hardcover | November 11, 2008

byKenneth L. Shropshire

not yet rated|write a review

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.

Pricing and Purchase Info

$32.50 online
$35.95 list price (save 9%)
In stock online
Ships free on orders over $25

From the Publisher

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 countr...

From the Jacket

What the sports world can teach you about becoming a major league negotiatorWhat can you learn about negotiating from the likes of Don King, Vince Lombardi, and NBA Commissioner David Stern? Everything. Negotiate Like the Pros tells the stories behind some of the most notable, complex, and lucrative sports deals of all time. A world-cl...

Kenneth L. Shropshire is the David W. Hauck Professor at The Wharton School and the academic director at the Wharton Business and Entrepreneurial Management Program for NFL players. He also serves as an arbitrator with the NFL Players Association.

other books by Kenneth L. Shropshire

THE BUSINESS OF SPORTS
THE BUSINESS OF SPORTS

Paperback|Oct 12 2010

$181.65 online$207.95list price(save 12%)
The Sports Franchise Game: Cities in Pursuit of Sports Franchises, Events, Stadiums, and Arenas
The Sports Franchise Game: Cities in Pursuit of Sports ...

Hardcover|Jun 1 1995

$36.04 online$38.50list price(save 6%)
In Black and White: Race and Sports in America
In Black and White: Race and Sports in America

Kobo ebook|Aug 1 1996

$27.29 online$35.43list price(save 22%)
see all books by Kenneth L. Shropshire
Format:HardcoverDimensions:224 pages, 8.2 × 5.2 × 0.8 inPublished:November 11, 2008Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071548319

ISBN - 13:9780071548311

Customer Reviews of Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want: A Top Sports Negotiato

Reviews