Eugene Shapiro

Putting It on the Line Eugene Shapiro

PUTTING IT ON THE LINE

The Negotiating Secrets, Tactics & Techniques of America's Top Sports Agent and Entertainment Producer.

Introduction by BRENT MUSBURGER

originally published by William Morrow 1983

DAVID FISHOF has negotiated some of the biggest deals in professional sports, and though he is still in his mid-twenties, his client list includes, Lou Piniella, Vince Ferragamo, Jack Reynolds, Phil Simms, Ron Jackson and other sports and entertainment stars. PUTTING IT ON THE LINE reveals how Fishof negotiates for his clients, and offers solid advice on how to succeed in the negotiations we all encounter.

How does Fishof do it? How does he get along with an no-nonsense businessman like George Stienbrenner in the afternoon and then go out on the town with a good ol' boy like Hacksaw Reynolds the same night? Fishof doesn't score points by bullying. Instead, he recommends respect for the other guy's needs, a clear understanding of the limitations of any negotiation, and a gentlemanly approach to every business deal - and he shows how these methods work for you.

The book is filled with fascinating true stories about Fishof's negotiations - the infamous "weight clause" that required Lou Piniella to come to spring training at under two hundred pounds or face a Stienbrenner-imposed fine; the $750,000 contract for Vince Ferragamo to play in the Canadian Football League (and the intricate dealing with the Los Angeles Rams that this ground-breaking contract involved); and the peculiarities of the endorsements business, that peculiar juncture of sports and entertainment.

All of these negotiations are discussed in detail so that you can see how negotiating works in the big leagues. Filled with sparkling anecdotes and good advice, this is a funny and revealing look at a successful sports and entertainment agent who gets what his clients deserve, and has a roaring good time doing it.

DAVID FISHOF is the president of David Fishof Presents in Los Angeles and the founder and CEO of Rock and Roll Fantasy Camp http://www.rockcamp.com
EUGENE SHAPIRO is a New York freelance writer.

"David Fishof knows all the angles of his business the way Willie Masconi know all of his. His book tell you what it is like to be locked up with George Stienbrenner and come out not only alive but thriving." ~ DICK SCHAPP

"Yes! PUTTING IT ON THE LINE will show you how multimillion-dollar contracts are created in the world of professional sports - and give you the inside story of how a to sports agent operates." ~ MARV ALBERT NBC-TV SPORTS

'"The show-business stories here are fantastic" Take this book, please! ~ HENNY YOUNGMAN