Mind and Heart of the Negotiator, Second Edition, The

Chapter 6. Establishing Trust and Building a Relationship

Superagent and attorney Leigh Steinberg negotiated quarterback Drew Bledsoe's multiyear contract with New England Patriots owner Bob Kraft. The two of them were sitting in a loud, crowded hotel lobby during the National Football League (NFL) Owners' Conference. As they led up to their bargaining positions, other people were interrupting them, thus making it difficult to talk or build a connection. In the midst of the interruptions and chaos, Kraft proposed $29 million over 7 years. Steinberg countered with $51 million. Insulted, angry, and shaking his head, Kraft got up and walked out. Steinberg had made a mistake, but instead of inflaming the situation, he gave it more time. Six months ...