Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work

Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work

Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work

Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work


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Whether you’re asking for a raise, selling but holding your price, ending a relationship, or talking to children about divorce, success is predicated on planned, effective communication. Yet, most people fail to properly prepare their message. A veteran corporate attorney, sports agent, and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, Shapiro shares the bulletproof system of scripting he calls the Three D’s: Draft, Devil’s Advocate, Deliver.

Illustrating his methods with fascinating real-life stories and helpful scripts, he walks readers through the process of creating an effective message, preparing for counterarguments, and delivering the results with confidence and grace. Applicable across a broad range of situations, Perfecting Your Pitch empowers us to get the results we want.

Product Details

ISBN-13: 9780142181225
Publisher: Penguin Publishing Group
Publication date: 11/25/2014
Edition description: Reprint
Pages: 272
Sales rank: 1,135,353
Product dimensions: 5.20(w) x 7.90(h) x 0.60(d)
Age Range: 18 Years

About the Author

Ronald M. Shapiro is a former corporate attorney and sports agent. He is now an author and cofounder and chairman of the Shapiro Negotiations Institute. He lives in Baltimore.

Table of Contents

Introduction: Perfecting Your Pitch-the Script's the Thing 1

Part I The Three Ds: Draft, Devil's Advocate, Deliver

Chapter 1 The Three Ds 11

Chapter 2 Draft 19

Chapter 3 Devil's Advocate 27

Chapter 4 Deliver 37

Part II Model Scripts

Selling Seinfeld 51

About the Scripts 55

Chapter 5 Sales Challenges 59

Selling but Holding Your Price 59

Creating an Objection Planner for Sales Teams 64

Preparing for Varying Scenarios-Contingency Planning 70

Fund-raising to Receive a Large Donation 74

Chapter 6 Managerial Challenges 79

Making a Budget Request 79

Denying a Budget Request 84

Discharging an Employee Who Is Also Your Friend 87

Denying a Subordinate's Request for Leave 90

Offering Constructive Criticism 94

Turning Down a Job Applicant 98

Chapter 7 Problems Employees Face 103

Inquiring about Your Status following1 a Job Interview 103

Asking for a Raise 107

Confronting Sexual Harassment 110

Disputing a Negative Evaluation-a Script Serves a Dual Purpose 114

Dealing with a Boss Who Is a Bully 118

Obtaining Help to Curtail a Coworker's Personal Attacks 123

Chapter 8 Media Matters 129

Avoiding the Ill-Advised Tweet 129

Preparing for a Media Interview 132

Chapter 9 Family 137

Asking a Potential Spouse for a Prenuptial Agreement 137

Talking to Your Kids about Sex 142

Talking to Your Kids about a National Tragedy 147

Nudging an Adult Child Out of the House 151

Managing a Budget between Spouses 155

Telling Your Kids You Are Getting Divorced 159

Settling Family Inheritance Squabbles 164

Taking the Car Keys Away from an Elderly Loved One 167

Chapter 10 Friends 173

Asking a Roommate to Move Out 173

Breaking Up with a Girlfriend or Boyfriend 177

Making Amends 180

Rejecting a Friend's or Relative's Request for a Loan 182

Intervening with an Addicted Person 186

Communicating Condolences to the Bereaved 191

Talking to Someone Who Is Terminally Ill 195

Chapter 11 Consumers 201

Obtaining a Service or Product below Market Price 201

Receiving Reimbursement or Replacement for a Defective Product 205

Making an Offer on a House below Asking Price 211

Negotiating Early Termination of a Lease 214

Getting an Upgrade 227

Protecting against Overzealous Contractors 221

Gaining Admission to an Exclusive Group 224

Epilogue: A Case Study in Avoiding Excuses 229

Acknowledgments 239

Notes 243

Index 249

What People are Saying About This

From the Publisher

Perfecting Your Pitch is filled with powerful insights about effective communication for leaders, parents, friends, spouses, managers, and consumers. Ron Shapiro, a world-renowned negotiation expert, sports agent, and lawyer, shares rich examples and practical wisdom accumulated through decades of experience. The book takes readers behind the scenes of major sports deals, business negotiations, and family challenges, revealing how Shapiro has achieved extraordinary success and helped others follow in his footsteps—all while maintaining impeccable integrity.”
— Adam Grant, Wharton professor and bestselling author of Give and Take
“Advice from Ron Shapiro is money in the bank. If you want to learn how to deal with life and business communication challenges, then perfecting your pitch is a must read.”
— Ann Curry, NBC News National and International Correspondent and Anchor at Large
"Perfecting Your Pitch covers a staggering array of life situations, from salary negotiations to personal relationships, in which a wrong word or an inept phrase could mean the difference between success and failure. Sometimes you only get one chance to ask for what you want or express how you feel –  and this book is the perfect guide to help you make the most of those opportunities.”
—Daniel H. Pink, author of To Sell is Human and Drive
"Effective, strategic communication is important for success in everything we do.  Ron Shapiro is a proven negotiator and renowned communicator, who provides practical advice on how to build individual confidence and deliver hard messages with skill, forcefulness, and empathy.  His easily adaptable approach and practical lessons in this great book will help anyone communicate better and more effectively in every walk of life.”
—John Harbaugh, Head Coach of the SuperBowl XLVII Champion Baltimore Ravens 

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