Mark H. McCormack on Negotiation: “Let the Other Guy Go First”

What You Say When You Negotiate A Price
by Gene Griessman, Ph.D. is taking yet another look at the sales-and-negotiation classic “What They Don’t Teach You at Harvard Business School” by Mark H McCormack.

In case you don’t know the name Mark H. McCormack, who died in 2003, McCormack was the founder and chairman of International Management Group, now IMG, an international management organization that handles the commercial affairs for sports figures and celebrities. He was a lawyer and sports agent for professional athletes (particularly in golf and tennis.) “The Sporting News” called him “the most powerful man in sports.”   (I conducted an exclusive interview with McCormack for one of my books “The Achievement Factors.”)

McCormack believed that negotiation is really a part of selling. Agreeing on a price and terms, in his mind, was closing the deal.

“Let the other guy go first. Very often it’s a good idea to let the other party take first crack at the terms and numbers. At the very least it tells you something about what he’s thinking. And there have been many occasions when the other party’s first offer was higher than the opening or even the closing figure I had in mind.

Sometimes you can pull out the numbers from the other party by asking a series of hypothetical questions based primarily on the other terms:
“If you were to do this and we will do that, how much could that be worth?” “Suppose we will to throw in this and add that?” “Suppose you were to put a dollar figure on it?”

Don’t leave yet. Check out at least one other article. You’re already here. Why rush off? is full of good advice.  We guarantee you’ll be a better communicator if you invest more time here. Website Special!

1. “AN EVENING WITH ABRAHAM LINCOLN” Splendid 4-camera shoot at the Georgia Dome; color
2.  “THE WORDS LINCOLN LIVED BY” An acclaimed  treasury of Lincoln quotations
3.  “TIME TACTICS OF VERY SUCCESSFUL PEOPLE” Regarded world-wide as one of the greatest time management books ever.
4. MEM-CARDS 10 techniques to improve your communication skills
5.  “99 WAYS TO GET MORE OUT OF EVERY DAY” CD You will start making better use of your time immediately.
6.  “LESSONS FROM LEGENDS” Listen to insider secrets from exclusive interviews with Ronald Reagan, Aaron Copland, Julie Andrews, Tennessee Williams,    Ray Charles, Jack Nicklaus, Hank Aaron, and many others. CD; 1 hour
Lincoln’s thoughts brought to life and applied to daily activities
The Gettysburg Address, plus many more excerpts from the acclaimed one-man play,  CD, two discs, 2.5 hours
9.  “LINCOLN ON COMMUNICATION”  Perfect for self-study; ideal for seminar or classroom use—comes with a teacher/trainer guide  DVD and CD, 1 hour  ($120 if purchased separately)

Best–Platinum Special $240 Items 1-9 ($460 if purchased separately)
Bonus! one-hour telephone coaching session with Dr. Gene Griessman–complimentary with this selection.

Better–Gold Special $180 Items 1-8 ($340 if purchased separately)
Bonus! 30-minute telephone coaching session with Dr. Gene Griessman–complimentary with this selection.

Good–Silver Special $85 Items 1-7 ($105 if purchased separately)


–Gene Griessman is an internationally known keynote speaker, actor, and consultant. His video “Lincoln on Communication” is owned by thousands of corporations, libraries, and government organizations. He has spoken at conventions all over the world. To learn more about his services, contact us at 404-256-5927 or  Learn more about Gene Griessman at and at

This entry was posted in Negotiation/How To Negotiate, Sales and tagged , , , , , , , , , , , , . Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *

Unable to load the Are You a Human PlayThru™. Please contact the site owner to report the problem.