Friendly Persuasion

In Friendly Persuasion (1990), sports and entertainment lawyer Bob Woolf, a pioneer in negotiating contracts for professional athletes, shares the approach he used in decades of deals. Woolf argues that courtesy, preparation, patience and looking for outcomes that benefit both sides produce better results than intimidation. He illustrates his methods with stories from negotiations on behalf of athletes and entertainers, and applies them to everyday negotiations at work and at home.