Never Make the First Offer cover art

Never Make the First Offer

And Other Wisdom No Dealmaker Should Be Without

 Preview

Try Premium Plus free
1 credit a month to buy any audiobook in our entire collection.
Access to thousands of additional audiobooks and Originals from the Plus Catalogue.
Member-only deals & discounts.
Auto-renews at $16.45/mo after 30 days. Cancel anytime.

Never Make the First Offer

By: Donald Dell
Narrated by: Sean Pratt
Try Premium Plus free

$16.45 per month after 30 days. Cancel anytime.

Buy Now for $27.99

Buy Now for $27.99

Confirm Purchase
Pay using voucher balance (if applicable) then card ending in
Switch payment method
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.
Cancel

About this listen

 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.

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.
    • ©2009 Donald Dell and John Boswell (P)2009 Gildan Media Corp     Negotiating Business

    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)

    What listeners say about Never Make the First Offer

    Average Customer Ratings
    Overall
    • 5 out of 5 stars
    • 5 Stars
      3
    • 4 Stars
      0
    • 3 Stars
      0
    • 2 Stars
      0
    • 1 Stars
      0
    Performance
    • 5 out of 5 stars
    • 5 Stars
      2
    • 4 Stars
      0
    • 3 Stars
      0
    • 2 Stars
      0
    • 1 Stars
      0
    Story
    • 5 out of 5 stars
    • 5 Stars
      2
    • 4 Stars
      0
    • 3 Stars
      0
    • 2 Stars
      0
    • 1 Stars
      0

    Reviews - Please select the tabs below to change the source of reviews.

    Audible.com.au reviews

    Amazon Reviews
    No Reviews are Available
    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.