Winning with Integrity: Getting What You're Worth Without Selling Your Soul

Winning with Integrity: Getting What You're Worth Without Selling Your Soul

by Michael D'Orso, Leigh Steinberg
     
 

Leigh Steinberg, the inspiration for the title character in the movie "Jerry Maguire," is one of the most successful sports agents in the world -- his clients include, among others, Troy Aikman, Steve Young, and Drew Bledsoe. This audiobook, read by Steinberg, is a guide to the finer points of the art of negotiation in business and in life, but it also offers… See more details below

Overview

Leigh Steinberg, the inspiration for the title character in the movie "Jerry Maguire," is one of the most successful sports agents in the world -- his clients include, among others, Troy Aikman, Steve Young, and Drew Bledsoe. This audiobook, read by Steinberg, is a guide to the finer points of the art of negotiation in business and in life, but it also offers something more. Steinberg believes that the most successful business dealings are not always the ones that pay the most, and he presents a whole philosophy of balance, perspective, objectivity, and values that he sticks closely to in his own work. With Steinberg's secrets to success as well as a heaping helping of great insider sports stories, Winning with Integrity will appeal to a wide crossover business-sports listening audience.

Editorial Reviews

Richard Weiner
Traditionally, nice guys get run over in the business world, because it is war. Even in sports. Only Leigh could write a book which tells how to win the war while still keeping personal integrity intact. -- USA Today
SF Examiner Magazine
There really is a Jerry Maguire. Only he's not some schlumpf struggling to make it on a wing and a prayer like Tom Cruise in the movie. . . . His name is Leigh Steinberg, and he's been cultivating a choirboy image for 20 years. He also happens to be the pre-eminent sports agent of our time.
Publishers Weekly - Publisher's Weekly
Sports agent Steinberg has represented some of the biggest, best-paid names in professional football--Drew Bledsoe, Troy Aikmen, Steve Young--and has pushed the salaries of these athletes ever upward. Refreshingly, he attributes such successes at least partially to his ethical and conscientious business philosophy. Writing with journalist and author D'Orso (Rise and Walk), Steinberg conceives of this sportsmanlike guide through the fundamentals of negotiating as "a book about life." In order to negotiate effectively, he insists that one begin "with an understanding of yourself--a brutally honest assessment that is not always easy to attain"--and admonishes readers to "ask yourself what is going to make you happy before you pursue [your goal]." As a coach prepares his team for a big game, Steinberg sets up the playing field with clearly defined chapters (Orientation, Preparation, Positioning, The Encounter, Making the Deal), gearing them toward anyone trying to make a deal--be it landing a job, getting a promotion, even buying a car or house. Some of the techniques may not fly with your average boss or job interviewer (Steinberg suggests responding to an irate negotiator by saying, "Do you think I hear you any more clearly when you raise your voice?"), but his moral philosophy, "that it is always more advantageous to act ethically, to take the high road," is what makes his book a useful guide. 10-city author tour; available on audio, -40447-3. (Sept.)
Library Journal
Negotiating tips from the sports agent who inspired the film Jerry Maguire.

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Product Details

ISBN-13:
9780375404474
Publisher:
Random House Audio Publishing Group
Publication date:
08/25/1998
Edition description:
Abridged, 2 Cassettes
Product dimensions:
4.45(w) x 7.03(h) x 0.91(d)

Read an Excerpt

The 12 Essential Rules of Negotiation From Winning With Integrity: Getting What You're Worth Without Selling Your Soul

1. Align yourself with people who share your values.

2. Learn all you can about the other party.

3. Convince the other party that you have an option -- even if you don't.

4. Set your limits before the negotiation begins.

5. Establish a climate of cooperation, not conflict.

6. In the face of intimidation, show no fear.

7. Learn to listen.

8. Be comfortable with silence.

9. Don't play split-the-difference.

10. Emphasize your concessions; minimize the other party's.

11. Never push a losing argument to the end.

12. Develop relationships, not conquests.

What People are saying about this

Cameron Crowe
'It's fashionable now, after the movie, for a lot of agents to talk about heart, but Leigh was the only one talking like that in 1993, when I began research. -- Director of 'Jerry Maguire'

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