A sports agent's guide to successful negotiations

03/26/2014 | Knowledge@Wharton

When you're going into a negotiation, it's important that you are prepared, says lawyer and sports agent Ron Shapiro. Create a draft that contains everything you want to say; bring in a "devil's advocate" to help you hone your draft into a convincing negotiating position; and then practice your delivery until you know exactly how you want to communicate your points. "I'm a person who believes that whether you are negotiating or dealing with other challenges in life, the great leveler is to find a system that helps you solve the problem, assuming it's a simple system," Shapiro says.

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