The Power of Nice, Revised and Updated

Book description

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.

Table of contents

  1. Praise for The Power of Nice, Revised and Updated
  2. Title Page
  3. Copyright
  4. Dedication
  5. Foreword to the Revised Edition: You Can Be Nice, and Purposeful
  6. Foreword to the First Edition: Can You Say “Agent” and “Nice” in the Same Sentence?
  7. Acknowledgments
  8. Introduction: Why Change What Works?
  9. Chapter 1: Negotiation
    1. “I'll Burn That Bridge When I Come to It”
    2. Your First Deal
    3. What Negotiation Isn't
    4. Filling the Negotiator's Toolbox
    5. What Negotiation Is
    6. What Negotiation Can Be
    7. Refresher
  10. Chapter 2: I Win–You Lose Negotiation—An Exercise in Flawed Logic
    1. Enemies and Entrenched Positions
    2. Hit and Run
    3. I'm Not One of Them, Am I?
    4. At Least One Dissatisfied Party
    5. Refresher
  11. Chapter 3: WIN–win Negotiation
    1. Myth and Reality
    2. Achieving WIN–win
    3. Good Deals Echo, They Lead to More Deals
    4. WIN–win Is Not Wimp–Wimp
    5. Roadblocks, Minefields, and Wisdom
    6. Putting It Together
    7. Refresher
  12. Chapter 4: The Three Ps: A Systematic Approach
    1. Prepare, Probe, and Propose
    2. Refresher
  13. Chapter 5: Prepare…or Else
    1. Preparation: The Aerobics of Negotiation
    2. How Prepared Are You for Your Negotiations?
    3. The Numbers and Letters Game
    4. The Numbers and Letters Game Continued…
    5. How to Prepare (and How Not To)
    6. The Preparation Checklist
    7. A Case Study: The Sur-Real Sales Challenge
    8. Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence)
    9. Sources of Information
    10. Refresher
  14. Chapter 6: Probe, Probe, Probe
    1. The Other Side Is Trying to Tell You How to Make the Deal
    2. W.H.A.T.? The Probing Technique
    3. The Don'ts—How Not to Probe
    4. Listening
    5. The Zoologist
    6. Learning to Listen
    7. Refresher
  15. Chapter 7: Propose–But Not Too Fast: Getting the Other Side to Go First
    1. Role Playing
    2. Proposing for Real
    3. The Three Rules Behind Propose
    4. Making Counterproposals
    5. Refresher
  16. Chapter 8: Difficult Negotiators
    1. …And the Award for Most Difficult Negotiator Goes To …
    2. Dealing with the Difficult Negotiator (Without Becoming One)
    3. Emotional Tactics—Nonemotional Responses
    4. Challenging Personalities
    5. Refresher
  17. Chapter 9: Negotiating from Weakness
    1. Perceived Weakness versus Real Weakness
    2. Expand the Goals
    3. Locate Allies
    4. Never Let Them See You Sweat
    5. Brainstorming
    6. Refresher
  18. Chapter 10: Unlocking Deadlocks
    1. If Nothing Works, Change Something
    2. Find Reasons to Agree
    3. Get Creative
    4. Objective Mechanisms
    5. Sometimes No Deal Is the Best Deal
    6. If Deal Fever Persists, Keep Saying “No”
    7. Refresher
  19. Chapter 11: Building Relationships
    1. Today versus Tomorrow: How Long Is the Long Run?
    2. A Relationship Tool: Bonding
    3. The Meet-and-Bond Style
    4. Rebonding
    5. No Faux Bonding
    6. Practice Makes Bonding
    7. The Value of Relationships
    8. Refresher
  20. Chapter 12: Putting It All Together
    1. The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves)
    2. Refresher
  21. Epilogue. : Nelson Mandela—When the Power of Nice Changed a Nation
  22. Reinforcement Tools Link
    1. For More Information
  23. Post-Negotiation Assessment Questionnaire
  24. Negotiator's Toolbox
  25. Index
  26. End User License Agreement

Product information

  • Title: The Power of Nice, Revised and Updated
  • Author(s): Ronald M. Shapiro, James Dale, Ambassador Charlene Barshefsky, Ambassador Cal Ripken Jr.
  • Release date: January 2015
  • Publisher(s): Wiley
  • ISBN: 9781118969625