The Power of Nice, Revised and Updated

Chapter 12Putting It All Together

Most effective negotiations use the three key principles behind the Power of Nice—the 3Ps. One negotiation may exemplify the value of the 3Ps with the emphasis on preparation, another on utilizing probing and, in particular, listening skills, another on the best way to propose, and another on how to deal with difficult negotiators, each with various combinations of these tools. But once in a while, a negotiation comes along that highlights the application of all of the principles of The Power of Nice. The following is a case history, which illustrates and utilizes all the power of The Power of Nice.

The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves)

What's a negotiator's worst nightmare? Too high a price? Too low? Bad terms? No, it's when your negotiation strategy literally self-destructs. Not only does the deal blow up, but so does all of your negotiating leverage and perhaps even the viability of your negotiation team. What do you do? Give in? Give up? Or take an entirely different approach?

In the summer of 1999, the negotiations between the Major League Umpires Association (the “Association”) and the Major League Baseball Owners backfired so badly that, in a matter of days, the Association lost virtually all of its bargaining power. In fact, the Association was instantaneously so crippled, the umpires would first have to negotiate with themselves to regain a measure of unity ...