The Power of Nice: How to Negotiate So Everyone Wins, Especially You Book + PRICE WATCH * Amazon pricing is not included in price watch

The Power of Nice: How to Negotiate So Everyone Wins, Especially You Book

Anyone who is faced with making a deal--whether it be with a corporate adversary or a car salesman--will find The Power of Nice to be a very helpful guide through the potentially harrowing give-and-take that is, by definition, a regular part of the negotiating process. Packed with observations and anecdotes drawn from the experience of authors Ronald Shapiro and Mark Jankowski--partners in a negotiations seminar and consulting firm that counts baseball superstars Cal Ripkin Jr., Brooks Robinson, and Jim Palmer among its clientele--the book shows how to reorient the overall process from an exercise in antagonism to one in which everybody wins (but you win bigger). It is based on "the three Ps," which Shapiro and Jankowski describe as "preparing better than the other side; probing so you know what they want and why; and proposing, ideally without going first and revealing too much." All of the chapters, such as those on handling difficult competitors, bargaining from a position of weakness, eliminating obstacles, and building long-term relationships, are filled with checklists and exercises that help readers absorb the authors' suggestions and turn themselves into better negotiators. --Howard RothmanRead More

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  • Product Description

    This book features the negotiating strategies of one of the most famous deal makers in sports history. Ronald M. Shapiro's approach is centered around the importance of building relationships. The book includes chapters on win-lose negotiation, win-win negotiation, listening, preparation, proposals, personality types, and unlocking deadlocks.

  • 0471293776
  • 9780471293774
  • Ronald M. Shapiro, Mark A. Jankowski
  • 12 October 1998
  • John Wiley & Sons
  • Hardcover (Book)
  • 268
  • Revised Edition
  • Large Print
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