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The Power of Nice: How to Negotiate So Everyone Wins- Especially You!, Revised Edition
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Binding: Paperback
Dewey Decimal Number: 658.4052
EAN: 9780471080725
Edition: Revised
ISBN: 0471080721
Label: Wiley
Manufacturer: Wiley
Number Of Items: 1
Number Of Pages: 304
Publication Date: September 28, 2001
Publisher: Wiley
Studio: Wiley
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Editorial Review:
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 Rothman
One of the most successful dealmakers in the sports industry presents his unique negotiating strategies
"Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." -Charles M. Cawley Chief Executive Officer, MBNA America Bank, N.A.
"In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. The Power of Nice is a fascinating and useful book that is a must read for anyone who wants to build long-term mutually profitable relationships." -Herb Cohen Author, You Can Negotiate Anything
"This book taught me everything I ever wanted to know about negotiation-and I use it everyday." -Kirby Puckett Former All-Star Center Fielder and Executive Vice President, Minnesota Twins
"Negotiation is not war.
Negotiation is not a science. Negotiation is the commerce of information for ultimate gain." -from The Power of Nice
Though not a science, negotiating is an art, and in this eye-opening new book, a true master shares his secrets and strategies for success. Ron Shapiro is a corporate lawyer, teacher, and, in what is almost a contradiction in terms, one of today's most respected sports agents. He has worked with baseball's biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. Rising to-and remaining at-the top of a competitive pool filled with smooth-talking, "sleazeball" sharks, he has succeeded by being, of all things, a nice guy. Now, along with his business partner, lawyer, lecturer, and negotiations expert, Mark Jankowski, Shapiro reveals how anyone who sits down to make a deal can get what they want by exercising the surprising "power of nice." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies.
Though the name of the game in negotiating is to obtain desired results, how you get them is just as important. While many dealmakers play hardball by assuming a winner-take-all, scorched-earth attitude, they do so at the risk of alienating the party opposite them at the negotiating table, thereby losing out on future opportunities. This approach is, as Shapiro and Jankowski tell us, a major strike against effective negotiating, and can-and should-be avoided. By using a kinder, gentler approach that focuses on forming-and keeping-strong business connections, ultimate gain can still be yours: "You can be 'a nice guy' and still get what you're after. In fact, you often get better results, achieve more of your goals, and build longer-term relationships with even greater returns."
Drawing on their vast experience in win-win negotiating, as well as such essentials as managing tough situations, handling difficult negotiators, and unlocking deadlocks, the authors take you, step-by-step, through a systematic approach that, when repeated and mastered, will maximize results. Based on "the three Ps," it consists of: 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, but still achieving what you want.
Supported by invaluable "portable" negotiation summaries-so you can take the "power of nice" with you-this is must reading for anyone who has to make a deal, whether it's negotiating with a customer, setting a curfew with a teenager, or getting the last seat on an over-sold airplane.
Customer Reviews
Average Rating: 
Rating: - Will help everybody win in negotiations--and you bigger!
I recently enjoyed BULLIES, TYRANTS & IMPOSSIBLE PEOPLE
by Ronald M. Shapiro and Mark A. Jankowski so much that I had
to seek out their first book: THE POWER OF NICE . . . and if I had to do it all over again, I'd
probably reverse the order of my reading and read this latter book first.
It gives the background for much of what is taught by the two
authors; i.e., that you should seek to make sure that everybody
wins in negotiations--but you win bigger ... Read More
Rating: - Great Book
I would imagine that since each of us has different personalities and different likes and dislikes that some would be more inclined toward this book than others. Some like Antigues and some modern furniture. Some love good carb snacks and others a great chocolate bar. Our taste vary, but this book is most probably for everyone.
Becuase while we may differ on what color car we want, or or what type of work we do, we all want to win our negotiations, we all want respect first and we all ... Read More
Rating:  - Great stories, good points, decent layout
Becoming a better negotiator is in everyone's best interest so when one of my students recommended Power of Nice, I was pretty excited about ordering it from Amazon and put it in the queue to read. I really enjoyed the stories in this book. Shapiro has been there, done that in some of the biggest and toughest negotiations in the sports world. If you are a baseball fan, it will bring back memories. And I learned more from the stories than anything else.
I have read this book twice, the ... Read More
Rating: - Nice Guys can win...
First of alll, this isn't the usual kind of book I read. I have not read any of the other "self help" authors, but did pick up on a lot of use from the magazines I read. And there are parts that reminded me of Richard Simmons or Oprah. But it didn't bother me so much to get in a little "niceness". It was refreshing to read about how "nice" can work instead of "mean". I have certainly not know anyone to focus on such before. I picked this up since a friend mentioned how much this book helped them be ... Read More
Rating: - Awesome!
During my training as a physician, contract negotiations discussions were not part of the curriculum. Such discussions with our staff were, in fact, discouraged, since our only focus should be to learn medicine and take care of patients. Unfortunately, the art and science of negotiations does have a substantial impact in the ability of a professional to maximize benefit in his/her carreer.
This book was my first introduction to this subject. It was easy and fun to read.
During ... Read More
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