Five Reasons to Read Donald Dell’s New Book “Never Make the First Offer”

Posted in Closely Held Businesses and Business Start-Ups on October 9, 2009

Donald Dell, a pioneer in the world of professional sports representation, shares his four decades of deal-making experience, compelling war stories, and humbling lessons learned representing some of the most influential athletes of our generation—from Jimmy Connors to Michael Jordan.  This book is a great read for any business executive or owner interested in negotiating strategies and tactics, and a must read for anyone interested in the sports industry (particularly professional tennis).  In particular, you will learn:

1.         The immeasurable value of a sense of humor in negotiating business transactions (especially a self-deprecating sense of humor).

2.         The “dirty” little secret of Dell and his then-client Jimmy Connors that arguably impacted the outcome of the 1983 U.S. Open men’s final.

3.         The importance of trust and authenticity in being a successful business person.

4.         Why litigation and “scorched earth” tactics rarely make sense from a business perspective.

5.         How it came to pass that a young Donald Dell got reamed out by Donald Rumsfeld (and the lessons learned from it).