Ron Shapiro is a New York Times best-selling author, founder of the Shapiro Negotiations Institute and the baseball agent who has represented more major league Hall of Famers than anyone else. But he built his business and reputation with his nice approach to negotiations. Shapiro, whose players included Kirby Puckett and Cal Ripken Jr., has written four books on the subject, including Perfecting Your Pitch: How to Succeed in Business and In Life by Finding Words that Work, which was released Friday.
Here are some practical pointers from the man responsible for more than $1 billion in contract negotiations:
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