By Cal Ripken, Jr.
Some people believe that successful professional athletes are prima donnas, and are only interested in how much money they can make. People may also think agents are aggressive, bloodthirsty sharks, who will promise anything to cut a deal. These stereotypes may be true in some cases but I hope my career proves there are exceptions. I know Ron Shapiro disproves this theory in his profession.
Just because you practice The Power of Nice, you listen to the other side, and everybody comes out a winner doesn't mean you're not a good negotiator. In fact, it shows that it is a more involved negotiation, and both sides end up getting what they want—a whole lot more. Ron Shapiro finds out how both parties can come out with a win. He is a real life example of a successful win–win negotiator.
When I first met Ron, I was about 18 or 19 years old. I was an up-and-coming baseball player and a lot of agents were interested in representing me. They wooed me pretty hard, trying to persuade me that they or their agency would represent me the best and the most aggressively, get me to the big leagues faster, get me a more lucrative contract, handle my money better, and get me more endorsements.
These agents had all kinds of not-too-subtle ways of convincing a player they were the best. Some of them would arrive in stretch limousines to take you out to dinner at the finest, fanciest restaurants: great big lobsters and New York strip steaks. They put the emphasis on glitz and glamour.
To tell the truth, I enjoyed it. After all, there were a lot of agents out there, there were a lot of good restaurants, and I like lobster and steak. I would graciously accept the agents' invitations, go out, eat dinner, and listen. I referred to it as “the agent game.”
One day, Mr. Shapiro called. Okay, I admit it, I'd heard of him and I called him. But he did call me right back. I now know his name is pronounced “Shap-eye-ro” but I called him Mr. “Shap-ear-o” and he called me “Carl.” My parents and I made an appointment to hear his presentation so I could determine if I wanted him to represent me.
Right away, it was obvious that he was different from all the other agents. He said, “Let's meet at my office.” So I thought, “This is okay. He'll show me his office and it's probably really posh, rich leather sofas, mahogany paneling, marble floors. Then he'll buzz for his driver and we'll go out to the fancy restaurant.”
I arrived at his office and he introduced me to his staff. We talked baseball and what his approach would be for me. In some ways, it was similar to what others had said, but in a different atmosphere. The office wasn't posh. It was, what's the word—plain; no leather, no paneling, no marble. Eventually, it was lunchtime, and I was getting hungry, and I was anticipating that expensive restaurant. Ron had tuna sandwiches brought in and we ate at the conference table (which was oak, not mahogany).
In the end I chose Ron Shapiro. Why? Maybe it was everything he didn't do that told me how he'd act on my behalf. Maybe it was not living up to the myths of his profession but clearly being successful. Maybe it was that he asked me what I wanted and needed and actually listened to me instead of telling me what he was going to do. Maybe it was trust.
Or maybe I just guessed right. Now, after many seasons and All-Star games and contracts, and now a business career, I think I made the smartest decision any 18-year-old could make.
Over the years, I've seen every kind of dealmaker there is. I'll take Ron's kind every time. You can get what you want and you can live with yourself. Instead of making one-time deals, you make deals that lead to more deals. You build relationships. And, make no mistake, you'll outnegotiate the other side.
While I've enjoyed a record-setting streak of consecutive games played, Ron is on a streak of his own. I've seen him use his Power of Nice for over 30 years. My career, and those of many others in the worlds of sports and business, are testimony to its impact. The stories and lessons he tells in this book really work in real life, whether it be in everyday business deals or the hard-nosed negotiations of the big leagues.