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Covering The Bases Baseball agent shows it's not just whether you win or lose it's how you play the negotiating game.

By Robert J. McGarvey

Opinions expressed by Entrepreneur contributors are their own.

Ron Shapiro is a legendary negotiator, but his style can besurprising. That's because the Baltimore attorney holds to aguiding philosophy that makes him very different from mostnegotiators: "Never beat up on the other side."

Sound crazy? Not judging by the rich deals Shapiro has made forclients ranging from businesses to pro athletes including $32million over five years for Orioles star Cal Ripken Jr. and aboutthe same for former Minnesota Twin Kirby Puckett. What's more,despite winning those lucrative contracts, Shapiro is so highlyregarded by Major League Baseball's owners that he frequentlygets mentioned as a strong candidate for baseball commissioner.

"Both sides can leave a negotiation happy," saysShapiro. "Get all you can, but try to accommodate the otherside's needs, too. Use the negotiation to build relationshipsfor the future."

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