Winning with Integrity: Getting What You're Worth Without Selling Your Soul

by Leigh Steinberg, Michael D'Orso

Since entering the nascent field of sports law 25 years ago--before athletes were guaranteed the right of legal representation--Leigh Steinberg has epitomized the high-profile sports agent, successfully negotiating over $2 billion in contracts for superstars like Troy Aikman, Steve Young, and Ryan Leaf. Just as importantly, he has done so with honor and was (according to director Cameron Crowe) a prime inspiration for the agent with a heart in the film Jerry Maguire. Now, arguing that value-driven negotiating techniques can prove equally productive in other settings, Steinberg lays out his step-by-step process in Winning with Integrity: Getting What You're Worth Without Selling Your Soul. Steinberg takes a holistic view on the art of negotiation. In the introduction, he writes:

This is a book about the process of negotiation--which means that this is a book about life.... Too many people would rather simply give up what they want. They would rather avoid the discomfort of possible conflict by accepting a situation or terms without discussion, even when it means accepting less than they rightfully deserve or desire.

Steinberg analyzes the entire negotiating process--from preparation and positioning through the actual negotiation and celebratory handshake. And not surprisingly, he enlivens his advice with colorful and entertaining stories taken from his dealings with notable adversaries ranging from the NFL's Jerry Jones to the NBA's Larry Bird. Suggestions for crafting an initial offer with different types of opponents are exceptionally insightful, but the real heart of the material concerns the period between counteroffer and deal signing, where Steinberg candidly explains how he realizes his goals without violating his principles. --Howard Rothman

Genres: Business, Sports, Law

239 pages, Hardcover

First published January 1, 1998

Reviews

[Manuja · Rating 4 out of 5]

Saw Leigh’s name on ESPN and decided to read the book on that whim. The book is easy to read! The clarity and flow of the contents are excellent. The book is empowering. The title could have read, “How to be successful …”, and still would have been very appropriate. A definite must own book.

“Half the battle in facing anger is feeling no fear. Without fear on your part, the angry individual has lost his leverage”: page 156

[Amy DeMordaunt · Rating 2 out of 5]

Didn't read it all. Leigh Stienberg really does follow the integrity route, and that is admirable, as well as it is the secret to his success. He had the luxury and freedom to choose work that he is good at and loves. Great guy, and a good book that shares his experience and work ethic and philosophy.

[Sam · Rating 2 out of 5]

I'm not sure I got what I had hoped out of this. I did realize that I'm rarely in a negotiating situation, so much of the topics were less relevant. I did find some of the sports stories interesting, though not so much in an educational way.

[Semi-Academic Eric · Rating 4 out of 5]

The real Jerry Maguire.

[Tim Z · Rating 2 out of 5]

I was looking forward to this book but was very disappointed. The books was very cookie cutter and didn't offer much insight to me on how to practically implement integrity in the workplace.

[Isaiah · Rating 5 out of 5]

I like this book because I love football and this book shows me a little behind the sense of football.

[C · Rating 3 out of 5]

This is a negotiation book that my husband loves and recommends often. It's heavy on sports analogies and is a bit out of date now (it was written in '98) so it's not easy to find anymore. It has some good bullet points and a handy list of "essential rules for negotiation" in the back.

[Amanda · Rating 4 out of 5]

Interesting book filled with examples of negotiations that the author was a part of.