Sports Agent Ron Shapiro talks business, law, sports and negotiation.
The man of many professions, Mr. Ron Shapiro, shared his personal life lessons with business and law students last week in a talk sponsored by the Gould/Marshall Alliance.
Shapiro, an esteemed sports agent and attorney, who is also a best-selling author, civic leader and “expert” negotiator, shared his unexpected life path and the importance of “a lot of hard work, drive and a little luck,” in the success of any career.
Shapiro began cleaning bathrooms at Fenway Park in Boston and worked his way up to pressroom assistant while attending Harvard Law School. It was there that Shapiro got his first taste of doing business with athletes. Soon, Shapiro’s resume included work at the White House, clients including Oprah Winfrey, Fortune 500 companies, government agencies and entertainment personalities, and a sports agency that represented more than a dozen players on the Baltimore Orioles baseball team.
“You don’t know where you are going in this world, you may not hit the route you wanted to hit, but with experience, you will find opportunities you never dreamed of,” said Shapiro.
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| Sports Agent Ron Shapiro |
Shapiro discussed his unique negotiation tactics, which involve a “win-win” perspective that focuses on accomplishments for both sides. His negotiation strategies helped to create the World Umpires Association, settle the contracts of free agents Cal Ripken Jr. and Kirby Puckett and broker a truce between top Baltimore police officers to maintain the department’s leadership team, among many other successes.
“In order to get what you want, you have to help other people get what they want,” said Shapiro. “Focus not only on where we want to go, which is what we think about, but where they want to go, and how we can put that together… You don’t negotiate to take from each side, you negotiate to accomplish on each side.”
Shapiro’s unique style of negotiation helped him succeed even when competitors had the financial upper hand. He claims his meticulous attention to detail and value of relationships set him apart, as was the case in 1979 when he was battling every sports agent for Cal Ripken Jr.’s business. Shapiro says the moment he offered Ripken a simple tuna sandwich during their lunch meeting rather than the extravagant catering the superstar was used to, Ripken was sold on Shapiro, appreciating his no-frills attitude and ability to connect with his clients on the same level.
“Everyone in this room is different,” he told the audience. “A lot of you are smarter than I am…I’m never the smartest, I am more prepared. Regardless of who you are, if you are methodical with how you negotiate, you can do great deals and you can build strong relationships. If you do it that way, not only will you be great… you will lead more fulfilling lives.”
-By Melissa Zonne
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