By Donald Dell with John Boswell
Portfolio, 224 pages, $25.95
Sooner or later every entrepreneur must negotiate a deal. Chances are that yours will go better once you've read this book.
The author is a high-profile sports negotiator who bolsters his sensible advice with tales from his experience handling such clients as Arthur Ashe and Michael Jordan. As the title indicates, Dell is against making the first offer -- unless you can see a lowball coming. He also has a lot to say about managing the human side of a negotiation, including the art of sizing up the opposition.
Even his more wide-ranging lessons are good. My favorite: Being asked to do a business favor is "an opportunity, not an obligation." But if you honor the request, expect nothing in return; don't keep score. Leave the karma to the business gods and you'll be amply rewarded.
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