Winning with Integrity: Getting What You're Worth Without Selling Your Soulby Leigh Steinberg
Pub. Date: 08/25/1998
Publisher: Random House Publishing Group
To the casual sports fan, Leigh Steinberg's name probably doesn't carry the same weight as many of the top professional athletes he represents, but ask the owner of every NFL team about Leigh and they will be sure to have a good story for you. Leigh Steinberg is the agent to some of the biggest names in sports. He has negotiated more/i>… See more details below
To the casual sports fan, Leigh Steinberg's name probably doesn't carry the same weight as many of the top professional athletes he represents, but ask the owner of every NFL team about Leigh and they will be sure to have a good story for you. Leigh Steinberg is the agent to some of the biggest names in sports. He has negotiated more than $2 billion in contracts, and his clients include Troy Aikman, Steve Young, Drew Bledsoe, and Kordell Stewart.
In Winning with Integrity: Getting What You're Worth Without Selling Your Soul, written with Michael D'Orso, Steinberg provides readers with an insightful guide to the essential steps of an effective negotiation. What better expert in the art of negotiation is there than Leigh Steinberg? As a 25-year-old agent, he inked the deal for the record-breaking $650,000 contract gained by Steve Bartkowski in 1975. He was also the man who negotiated Troy Aikman's landmark $11.2 million rookie contract in 1989, and most recently he negotiated a seven-year, $42 million package for Drew Bledsoe that included an $11.5 million signing bonus, the largest in league history.
After brokering some of the most groundbreaking player contracts in sports history, Steinberg has learned a little something about the art of negotiating. He notes that success at the bargaining table is not about conflict; rather, "successful negotiation is the result of comprehensive research and building a well-reasoned position, of studying and fully understanding the other party's position -- perhaps more fully than they understand themselves -- then bridging the gap between your position and theirs with a persuasive, mutually-satisfying proposition based upon facts, reason and fairness rather than upon willpower, desire or deceit."
Through the personal journeys of marquee professional athletes that Steinberg represents, he demonstrates step-by-step techniques that are necessary in getting two parties to come to terms. While very few readers will ever have a need to negotiate a multimillion-dollar contract, the theories and practice involved in these deals can be carried over to any act of negotiating. Steinberg writes, "This is a book about the process of negotiation -- which means this is a book about life and the inescapable fact is that each of us every day is faced with a number of decisions that require some level of negotiation." Winning with Integrity truly reflects the wisdom and experience of a genuine sports agent. In a world of cutthroat and greedy business practices, Leigh Steinberg shows how it is possible to negotiate a big deal while keeping integrity intact.
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