The Power of Nice: How to Negotiate so Everyone Wins - Especially You!, Third Edition

  • 4h 42m
  • James Dale, Ronald M. Shapiro
  • John Wiley & Sons (US)
  • 2015

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.

About the Authors

RONALD M. SHAPIRO is founder of the Shapiro Negotiations Institute, a negotiations seminar and consulting firm which offers training programs and deal coaching worldwide. He has had a rich and varied career as a civil rights and corporate lawyer, state Securities Commissioner, sports agent, entrepreneur, community leader, and business executive. He advises an array of corporate and political leaders and team executives, has represented Hall of Fame players, helped settle a major symphony orchestra strike, diffused racial tension in a metropolitan police department, raised millions of dollars for charitable causes, and assisted in ending Major League Baseball's historic labor deadlock. In addition, he is a New York Times bestselling author and his books include Bullies, Tyrants, and Impossible People; Dare to Prepare; and Perfecting Your Pitch.

JAMES DALE is an author/marketing consultant whose work includes books, articles, radio, television, sports, technology, public relations and advertising.

SHAPIRO NEGOTIATIONS INSTITUTE is a premier global provider of sales, negotiation, and influence training and consulting. Its success is built on helping professionals at all levels use a systematic approach to accomplish more, faster, and with a higher degree of effectiveness. By taking more than 50 years of lessons learned in real-life situations, the Institute's team digs into specific industry and client challenges, so its tools and techniques can be implemented immediately with precision.

In this Book

  • 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?
  • Introduction—Why Change What Works?
  • Negotiation
  • I Win–You Lose Negotiation—An Exercise in Flawed Logic
  • WIN–win Negotiation
  • The Three Ps—A Systematic Approach
  • Prepare…or Else
  • Probe, Probe, Probe
  • Propose–But Not Too Fast—Getting the other Side to Go First
  • Difficult Negotiators
  • Negotiating from Weakness
  • Unlocking Deadlocks
  • Building Relationships
  • Putting it All Together
  • Epilogue—Nelson Mandela—When the Power of Nice Changed a Nation
  • Reinforcement Tools Link
  • Post-Negotiation Assessment Questionnaire
  • The Power of Nice®—Negotiator's Toolbox