Mark Shapiro did not win many arguments with his father growing up in Baltimore. Although he is now the president of Major League Baseball's Cleveland Indians, his father, Ron, has a reputation as amaster negotiator, and did not hesitate to use his skills on his ambitious son."But I did get the greatest modeling for behavior and interactions,"said Mark Shapiro, who appeared with his father at a recent Wharton Leadership Lecture to talk about the skills necessary fornegotiating. "He taught that you have to have compassion and tolerance, whether in daily interactions or complex negotiations. [He never focused solely on] achievement, but [on] effort. He never stressed the grade, but the effort I put into it. "That is the key to a good negotiation -- the effort and the preparation, not just the supposed outcome," Mark Shapiro noted. Ron Shapiro has advised corporations, universities and executives in negotiations, but he is also a longtime sports agent who has worked with a number of teams, particularly in his native Baltimore. In addition, he has also consulted with the National Football League Ravens, the Major League Baseball Orioles and the University of Maryland athletic department, which he helped guide last year in its quest to move from the Atlantic Coast athletic conference to the Big Ten.
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