What do you think?
Rate this book
Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work
“Advice from Ron Shapiro ismoney in the bank.” —Ann Curry
From asking for a raise to ending a relationship, success is predicated on planned, effective communication. Yet most people fail to properly prepare their message. A veteran sports agent and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, he shares the bulletproof system of scripting he calls the Three D’s: Draft, Devil’s Advocate, Deliver. Illustrated with fascinating real-life stories and helpful sample scripts, Perfecting Your Pitch shows readers how to leverage words—and achieve results. Like Getting to Yes, Shapiro’s invaluable guide will be a category staple for years to come.
From asking for a raise to ending a relationship, success is predicated on planned, effective communication. Yet most people fail to properly prepare their message. A veteran sports agent and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, he shares the bulletproof system of scripting he calls the Three D’s: Draft, Devil’s Advocate, Deliver. Illustrated with fascinating real-life stories and helpful sample scripts, Perfecting Your Pitch shows readers how to leverage words—and achieve results. Like Getting to Yes, Shapiro’s invaluable guide will be a category staple for years to come.
272 pages, Paperback
First published November 29, 2013
16 people are currently reading
221 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 11 of 11 reviews
April 16, 2017
Worth borrowing from a library, not too sure if worth purchasing. The book could well be condensed into a single magazine article or a blog post and we'd be none the poorer.
I found the first four chapters useful. The first chapter talks about the introduction to the three Ds, while the subsequent chapters talk about each of the Ds in detail (Draft, Devil's Advocate, and Deliver). But even these felt a bit long-winded, as if the author was trying to fill a book.
Subsequent chapters go into model "scripts" based on on the three Ds. Great for really digging into detail for some difficult conversations you may need to prepare for, but most of the time you'll find them irrelevant and overly-detailed.
Again, can't help shaking off the feeling this book should be condensed as a series of blog posts and not actually a book.
I found the first four chapters useful. The first chapter talks about the introduction to the three Ds, while the subsequent chapters talk about each of the Ds in detail (Draft, Devil's Advocate, and Deliver). But even these felt a bit long-winded, as if the author was trying to fill a book.
Subsequent chapters go into model "scripts" based on on the three Ds. Great for really digging into detail for some difficult conversations you may need to prepare for, but most of the time you'll find them irrelevant and overly-detailed.
Again, can't help shaking off the feeling this book should be condensed as a series of blog posts and not actually a book.
June 13, 2020
I listened to the audio book and it was pedestrian and somewhat remedial.
I did like some of the stories about Shapiro's MLB contract negotiations and how he counseled others to negotiate. I thought the story about the MLB player that became addicted to cocaine was great in the way he and others handled it.
What I didn't like about the book: 1) telling the listener to pause for a response and similar instructions sprinkled throughout the book 2) how to talk to your child about sex 3) how to talk to your child about moving out of the house 4) how to talk to your elderly parent about giving up their right to drive 5) etc.
From my perspective Shapiro's instruction to script is what I call preparation and practice and practice makes perfect.
I'm sure some people may find this book more valuable and may even need it though it did not resonate with me.
I have a hard time recommending this book unless you are just starting your career and need to be told to prepare and practice.
I did like some of the stories about Shapiro's MLB contract negotiations and how he counseled others to negotiate. I thought the story about the MLB player that became addicted to cocaine was great in the way he and others handled it.
What I didn't like about the book: 1) telling the listener to pause for a response and similar instructions sprinkled throughout the book 2) how to talk to your child about sex 3) how to talk to your child about moving out of the house 4) how to talk to your elderly parent about giving up their right to drive 5) etc.
From my perspective Shapiro's instruction to script is what I call preparation and practice and practice makes perfect.
I'm sure some people may find this book more valuable and may even need it though it did not resonate with me.
I have a hard time recommending this book unless you are just starting your career and need to be told to prepare and practice.
July 5, 2025
Less than expected, but the process presented is solid
The key premise of this book is simple - write down what you would like to say, review it with a trusted person for feedback or yourself as devil's advocate, and then deliver what you want to say. Ronald Shapiro refers to this process as the three D’s: Draft, Devil’s Advocate, Deliver. The book provides myriad scenarios for this process, from business transactions to purchase negotiations to family issues. While Shapiro provides examples in these scenarios, there are of course no magic words to get what you want. Using empathy, probing to see what is important to the other person/side, and removing emotion from the pitch are all sound advice. In general the book is fine, but I don't think it quite matches the subtitle of 'finding words that work'. Instead it provides a process with some examples, which as I reflect on it is more useful in general. The breadth of scenarios presented make this more of a reference book than a straight read-through.
The key premise of this book is simple - write down what you would like to say, review it with a trusted person for feedback or yourself as devil's advocate, and then deliver what you want to say. Ronald Shapiro refers to this process as the three D’s: Draft, Devil’s Advocate, Deliver. The book provides myriad scenarios for this process, from business transactions to purchase negotiations to family issues. While Shapiro provides examples in these scenarios, there are of course no magic words to get what you want. Using empathy, probing to see what is important to the other person/side, and removing emotion from the pitch are all sound advice. In general the book is fine, but I don't think it quite matches the subtitle of 'finding words that work'. Instead it provides a process with some examples, which as I reflect on it is more useful in general. The breadth of scenarios presented make this more of a reference book than a straight read-through.
February 23, 2022
Unfortunately, this really did not work for me. I can see this being a useful reference for young people entering the workforce; it'd be good to check out of a library and reference as you negotiate your first raise or major purchase. However, I really didn't find there to be any new, concrete advice. It felt like the same idea, with multiple success stories by the author. Which, I'm happy for his success but can't learn much from it. Also, much of the advice present in here feels like it'd be natural for people who are good communicators. I can see though why some men in business might need it though.
March 27, 2019
Love it
I plan what to say all the time, and Shapiro really drives home the importance of scripting. Thing is, I really needed more perspective on how I should go about prepping what I'm going to say. Not many people understand that. What I needed was more perspective which I appreciate getting from the numerous examples in this book. It's definitely worth reading for everyone.
You can never have good enough people skills :)
I plan what to say all the time, and Shapiro really drives home the importance of scripting. Thing is, I really needed more perspective on how I should go about prepping what I'm going to say. Not many people understand that. What I needed was more perspective which I appreciate getting from the numerous examples in this book. It's definitely worth reading for everyone.
You can never have good enough people skills :)
June 21, 2017
Found it on a marketing book list--it was just okay.
January 4, 2019
Felt like a chapter stretched into a whole book.
February 17, 2014
Somewhat useful, although I do not do much negotiating in my life. His plan of Draft, Devil's Advocate, Deliver is the book's premise and he offers numerous examples from asking for a raise at work to asking a roommate to move out to visiting a sick friend.
Examples, examples, examples. Perhaps unsurprisingly, the examples were successful in almost every single instance. And where they weren't at the moment, they always ended up with good outcomes. That part was a little hard to swallow.
But the message of writing down what you want to say ahead of time rather than simply blurting out what you want is a good one.
Examples, examples, examples. Perhaps unsurprisingly, the examples were successful in almost every single instance. And where they weren't at the moment, they always ended up with good outcomes. That part was a little hard to swallow.
But the message of writing down what you want to say ahead of time rather than simply blurting out what you want is a good one.
September 1, 2014
Decent book if you find you're often negotiating situations and never getting what you want. Helps you plan out what to say and how you should say it. Lots of personal and professional scenarios to read from. Tips and sample scripts on how to get through these real life situations. I didn't receive any new tips or ideas from reading this book. It's great for someone just starting out in the professional world or the person who needs advice on perfecting his/her pitch.
July 28, 2013
Read an advanced copy of this book. I would highly recommend this to everyone. Scripting should be made as a requirement for all occupations and interactions with family, friends, and business associates. If we could all take the time to script, I think there would be less misunderstandings, more positive exchanges of ideas and conversations.
May 24, 2015
This was an interesting read, but not on the level I originally expected. The technical aspects was boring, even thought the thought made sense. There appear no human touch to it. A recipe without seasoning.
Displaying 1 - 11 of 11 reviews