Publisher Description
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 forty years with a hugely successful record on behalf of stars like Arthur Ashe, Michael Jordan, Jimmy Connors, Patrick Ewing, Stan Smith, and Boomer Esiason. 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: • 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.
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About the Authors
Donald Dell is the cofounder of the Association of Tennis
Professionals and the founder of ProServ, a leading sports agency that has
represented hundreds of star athletes. He is also a former captain of the US Davis Cup tennis team, the founder of the Legg
Mason Tennis Classic, and a television commentator. He was elected to
the International Tennis Hall of Fame in 2009.
Sean Pratt, a working actor for over twenty-five years, has performed at numerous regional theaters around the country. He is the author of To Be or Wanna Be, and he has recorded over seven hundred books in just about every genre, earning eight AudioFile Earphones Awards and four Audie Award nominations.
About Lloyd James
Lloyd James (a.k.a. Sean Pratt) has been narrating since 1996 and has recorded over six hundred audiobooks. He is a seven-time winner of the AudioFile Earphones Award and has twice been a finalist for the prestigious Audie Award. His critically acclaimed performances include Elvis in the Morning by William F. Buckley Jr. and Searching for Bobby Fischer by Fred Waitzkin, among others.