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McCormack on Negotiating Hardcover – 15 Jun 1995

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Product details

  • Hardcover: 192 pages
  • Publisher: Century (15 Jun. 1995)
  • Language: English
  • ISBN-10: 0712675876
  • ISBN-13: 978-0712675871
  • Product Dimensions: 19.8 x 13 x 2 cm
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Bestsellers Rank: 997,153 in Books (See Top 100 in Books)

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1 of 1 people found the following review helpful By A Customer on 14 July 2000
Format: Audio Cassette
Mr. McCormack is as experienced as they come. The book (like his others) is easy to read and full of gems.
However, He is much more capable in Sales and Management. Delightful book nonetheless.
I also recommend; You Can Negotiate Anything by Herb Cohen.
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Format: Audio Cassette
"Question everything" and "Think big,long term" is the premise of this audio cassette program. Does "Breakfast at Wimbledon" ring a bell? Mark McCormack was responsible for negotiating the deal behind the scenes, that would later become a household name and sunday afternoon event. As entrepreneur/owner of IMG(International Management Group)a sports marketing company, started with only $500.00 in capital, later to become a multi-million dollar corporation. Mark McCormack has the credibility and knows the power of negotiating. His teaching on this cassette program is invaluable to the listener, be it a lawyer or a layperson. McCormack is a dealmaker worth investing in.
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Format: Hardcover Verified Purchase
Full of little anecdotes which gives the book credibility . worth a read if you're keen to do better deals .
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 8 reviews
5 of 5 people found the following review helpful
Informative, helpful, not elementary 26 Oct. 1999
By The Uncle - Published on Amazon.com
Format: Hardcover
I enjoy reading Mark McCormack's books. On Negotiating was enjoyable, and provided some helpful things for me to think about and put into practice. However, if you were to buy only one book on the subject of negotiation, this would NOT be the first book to buy. Fisher, Ury and Patton's "Getting to Yes", or Cohen's "You can negotiate anything" are better books to begin with. Either of these books treat the reader more as a beginner and provide a more fundamental discussion than Mark McCormack's book.
7 of 8 people found the following review helpful
Street Smart solutions on Negotiating 4 Jan. 2000
By A Customer - Published on Amazon.com
Format: Hardcover
Mr. McCormack is as experienced as they come.
The book (like his others) is easy to read and full of gems.
However, He is much more capable in Sales and Management. Delightful book nonetheless.
I also recommend; You Can Negotiate Anything by Herb Cohen.
2 of 2 people found the following review helpful
Unusual and peronal insights into negotiating 22 Nov. 1999
By A. Kallmeyer - Published on Amazon.com
Format: Hardcover
I already have read one of his older books what they don't teach you.... I liked that book and it's the same with 'on negotiating'. Mr. McCormack offers unique insights into the negotiating process though on a very personal and unuasal way. In order to get new ideas, to analyse a situation I am in as a negotiator I find his book really helpful. It's more much more interesting than the usual 'sales books' I've read before. And by the way I like to learn from the experiences of other people.
Has too few useful insights and geared too much to celebrity sports marketing industry 31 Aug. 2012
By Yoda - Published on Amazon.com
This book has a number of serious weaknesses. One is that he provides too few valuable insights into negotiating, especially for a sizeable book. This is from the perspective of someone with very little negotiating experience (like this reviewer). For someone with an intermediate or greater degree of negotiating experience the book would provide practically none. Such readers would gain very little.

A second problem with the book is that it comes from the perspective and experiences of someone working in the author's specific work environment - selling image and other marketing rights, etc. primarily of famous and well known athletes. The author is something like the character "Ari" in the HBO series "Entourage". He is selling a very valuable product. Buyers come to him breaking down the door. In the real business world, however, this is rarely the case. It is more like a seller or buyer with very little oligopolistic or monopolist power from either a buying or selling side. Hence many of the author's strategies are not very useful.

A third problem, albeit minor, is that the author is constantly marketing himself in his book. As such, he provides no real examples of failures or errors he has made in the past that can be avoided. As learning from errors and failures of others is one of the best ways to learn, this is a serious oversight on the author's part. The author does present what he considers to be some mistakes or errors on his part in the past but these, in reality beneath the surface, never are as he is always able to extricate himself from the situation in one way or another. As Bismarck once said "fools say they prefer to learn through their own errors. I prefer to learn from those of others". Any one writing such a book would do well to remember Bismarck's view. Examining mistakes and failures is unquestionably a very important part of any learning process.

On the positive side, the audio book is very well by the author. Never a dull or unenthusiastic moment. The audio book is not something that will put you to sleep on long drives.
An absolute classic that you can learn from every day 5 July 2009
By Don McGowan - Published on Amazon.com
Format: Paperback
Mark McCormack is a genius of negotiating. Let's get that out of the way early. He almost singlehandedly founded the business of sports representation and licensing. Heard of ICM? He founded it. His first clients included Arnold Palmer and Bjorn Borg. He licensed out the rights to Wimbledon.

But the fact that he founded a business doesn't mean you should spend today's money on his book if it doesn't provide useful tips for today. This book does. I have for years negotiated complex commercial deals for a living. McCormack's tips are the front of my toolkit. To give only one: always ask yourself how the other guy is describing the deal that you're negotiating. The other guy is never saying "I have the opportunity to give you a million dollars in exchange for nothing special." Figure out what the other guy is telling himself and you have strong leverage because you know why the deal is important to him, and then you can figure out whether the deal you're getting is the best one on offer.

The whole book is full of timeless advice like this. It's a shame McCormack is dead because I'd love to keep reading what he would keep telling us.
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