The Power of Nice
How to Negotiate So Everyone Wins - Especially You!
- English
- ePUB (mobile friendly)
- Available on iOS & Android
About This Book
Learn to get what you want without burning bridges
In this revised and updated edition of the renowned classic The Power of Nice, negotiations expert, sports agent, New York Times bestselling author, attorney, business leader and educator, Ron Shapiro, shares the key principles of effective negotiation through a combination of a time-tested process, anecdotes, and exercises. Drawing on his unparalleled experiences from the worlds of sports, law, business and politics, as well as dealing with life issues common to us all, Shapiro takes you through the steps of his systematic approach: The Three Ps, Prepare-Probe-Propose.
Learn how to use the process to empower you in negotiations. Regardless of your level of experience or the extent of your confidence, you will get what you want while building stronger relationships for the future. This updated edition contains:
- Significant new material including an expanded view of its applicability to a broad array of business and life challenges
- a new streamlined version of the Preparation Checklist
- a more precise understanding of the concept of WIN-win
- forewords by Cal Ripken, Jr., and Ambassador Charlene Barshefsky, and an Epilogue highlighting negotiation lessons from the life of Nelson Mandela
The book also provides a link to reinforcement of its lessons through the website of the Shapiro Negotiations Institute.
Whether you are negotiating with, among others, a customer or client, a boss or government official, or even setting a teenager's curfew or getting a last seat on an airplane, this invaluable guide will help you read the other side and bring the power of human psychology and a time-tested process to the negotiating table. If you're tired of uneven "compromise" and the feeling of being manipulated, turn the tables for good with The Power of Nice, and learn strength from the master himself.
Frequently asked questions
Information
Chapter 1
Negotiation
“I'll Burn That Bridge When I Come to It”
The Power of Nice Philosophy
Your First Deal
- What negotiation have you handled recently that has not gone or is not going w...
Table of contents
- Cover
- Praise for The Power of Nice, Revised and Updated
- Title Page
- Copyright
- Dedication
- Foreword to the Revised Edition: You Can Be Nice, and Purposeful
- Foreword to the First Edition: Can You Say “Agent” and “Nice” in the Same Sentence?
- Acknowledgments
- Introduction: Why Change What Works?
- Chapter 1: Negotiation
- Chapter 2: I Win–You Lose Negotiation—An Exercise in Flawed Logic
- Chapter 3: WIN–win Negotiation
- Chapter 4: The Three Ps: A Systematic Approach
- Chapter 5: Prepare…or Else
- Chapter 6: Probe, Probe, Probe
- Chapter 7: Propose–But Not Too Fast: Getting the Other Side to Go First
- Chapter 8: Difficult Negotiators
- Chapter 9: Negotiating from Weakness
- Chapter 10: Unlocking Deadlocks
- Chapter 11: Building Relationships
- Chapter 12: Putting It All Together
- Epilogue. : Nelson Mandela—When the Power of Nice Changed a Nation
- Reinforcement Tools Link
- Post-Negotiation Assessment Questionnaire
- Negotiator's Toolbox
- Index
- End User License Agreement