A Winner's Guide to Negotiating: How Conversation Gets Deals Done

5

Knowing When to Leave

For two years I chased Atlanta Braves star center fielder Andruw Jones. Andruw was a beast, an incredibly talented player who made a splash in the major leagues when as a rookie he hit two home runs in his first World Series game. He was the youngest player ever to homer in the playoffs. Ever since he was a child in the Caribbean nation of Curaçao, Andruw seemed to carry a lucky star around; things always seemed to go his way. He was the sort of gifted athlete who made even the impossible plays look easy.

I wasn’t deterred by the fact that Jones had an agent: Scott Boras, a celebrity in his own right, known for his brash personality and ability to nail gigantic contracts for his clients, who have included Alex Rodriguez, ...