{"product_id":"the-power-of-nice-isbn-9781118969625","title":"The Power of Nice","description":"\u003cb\u003eLearn to get what you want without burning bridges\u003c\/b\u003e \u003cp\u003eIn this revised and updated edition of the renowned classic \u003ci\u003eThe Power of Nice\u003c\/i\u003e, negotiations expert, sports agent, \u003ci\u003eNew York Times\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eLearn 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eSignificant new material including an expanded view of its applicability to a broad array of business and life challenges\u003c\/li\u003e \u003cli\u003ea new streamlined version of the Preparation Checklist\u003c\/li\u003e \u003cli\u003ea more precise understanding of the concept of WIN-win\u003c\/li\u003e \u003cli\u003eforewords by Cal Ripken, Jr., and Ambassador Charlene Barshefsky, and an Epilogue highlighting negotiation lessons from the life of Nelson Mandela\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe book also provides a link to reinforcement of its lessons through the website of the Shapiro Negotiations Institute.\u003c\/p\u003e \u003cp\u003eWhether 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 \u003ci\u003eThe Power of Nice\u003c\/i\u003e, and learn strength from the master himself.\u003c\/p\u003e \u003cp\u003eForeword to the Revised Edition by \u003ci\u003eAmbassador Charlene Barshefsky\u003c\/i\u003e xi\u003c\/p\u003e \u003cp\u003eForeword to the First Edition by \u003ci\u003eCal Ripken\u003c\/i\u003e, Jr. xiv\u003c\/p\u003e \u003cp\u003eAcknowledgments xvi\u003c\/p\u003e \u003cp\u003eIntroduction: Why Change What Works? 2\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Negotiation 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“I’ll Burn That Bridge When I Come to It” 5\u003c\/p\u003e \u003cp\u003eYour First Deal 7\u003c\/p\u003e \u003cp\u003eWhat Negotiation Isn’t 11\u003c\/p\u003e \u003cp\u003eFilling the Negotiator’s Toolbox 18\u003c\/p\u003e \u003cp\u003eWhat Negotiation Is 19\u003c\/p\u003e \u003cp\u003eWhat Negotiation Can Be 23\u003c\/p\u003e \u003cp\u003eRefresher 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 I Win–You Lose Negotiation—An Exercise in Flawed Logic 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnemies and Entrenched Positions 29\u003c\/p\u003e \u003cp\u003eHit and Run 32\u003c\/p\u003e \u003cp\u003eI’m Not One of Them, Am I? 35\u003c\/p\u003e \u003cp\u003eAt Least One Dissatisfied Party 43\u003c\/p\u003e \u003cp\u003eRefresher 45\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 WIN–win Negotiation 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMyth and Reality 47\u003c\/p\u003e \u003cp\u003eAchieving WIN–win 49\u003c\/p\u003e \u003cp\u003eGood Deals Echo, They Lead to More Deals 51\u003c\/p\u003e \u003cp\u003eWIN–win Is Not Wimp–Wimp 52\u003c\/p\u003e \u003cp\u003eRoadblocks, Minefields, and Wisdom 55\u003c\/p\u003e \u003cp\u003ePutting It Together 57\u003c\/p\u003e \u003cp\u003eRefresher 64\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 The Three Ps—A Systematic Approach 67\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrepare, Probe, and Propose 70\u003c\/p\u003e \u003cp\u003eRefresher 79\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Prepare… or Else 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparation: The Aerobics of Negotiation 81\u003c\/p\u003e \u003cp\u003eHow Prepared Are You for Your Negotiations? 82\u003c\/p\u003e \u003cp\u003eThe Numbers and Letters Game 83\u003c\/p\u003e \u003cp\u003eThe Numbers and Letters Game Continued… 84\u003c\/p\u003e \u003cp\u003eHow to Prepare (and How Not To) 87\u003c\/p\u003e \u003cp\u003eThe Preparation Checklist 89\u003c\/p\u003e \u003cp\u003eA Case Study: The Sur-Real Sales Challenge 97\u003c\/p\u003e \u003cp\u003eConfidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence) 104\u003c\/p\u003e \u003cp\u003eSources of Information 105\u003c\/p\u003e \u003cp\u003eRefresher 110\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Probe, Probe, Probe 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Other Side Is Trying to Tell You How to Make the Deal 113\u003c\/p\u003e \u003cp\u003eW.H.A.T.? The Probing Technique 120\u003c\/p\u003e \u003cp\u003eThe Don’ts—How Not to Probe 126\u003c\/p\u003e \u003cp\u003eListening 128\u003c\/p\u003e \u003cp\u003eThe Zoologist 133\u003c\/p\u003e \u003cp\u003eLearning to Listen 135\u003c\/p\u003e \u003cp\u003eRefresher 138\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Propose–But Not Too Fast—Getting the Other Side to Go First 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRole Playing 141\u003c\/p\u003e \u003cp\u003eProposing for Real 146\u003c\/p\u003e \u003cp\u003eThe Three Rules Behind Propose 149\u003c\/p\u003e \u003cp\u003eMaking Counterproposals 153\u003c\/p\u003e \u003cp\u003eRefresher 158\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Difficult Negotiators 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e… And the Award for Most Difficult Negotiator Goes to … 162\u003c\/p\u003e \u003cp\u003eDealing with the Difficult Negotiator (without Becoming One) 166\u003c\/p\u003e \u003cp\u003eEmotional Tactics—Nonemotional Responses 170\u003c\/p\u003e \u003cp\u003eChallenging Personalities 173\u003c\/p\u003e \u003cp\u003eRefresher 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Negotiating from Weakness 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePerceived Weakness versus Real Weakness 179\u003c\/p\u003e \u003cp\u003eExpand the Goals 181\u003c\/p\u003e \u003cp\u003eLocate Allies 182\u003c\/p\u003e \u003cp\u003eNever Let Them See You Sweat 185\u003c\/p\u003e \u003cp\u003eBrainstorming 187\u003c\/p\u003e \u003cp\u003eRefresher 192\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Unlocking Deadlocks 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIf Nothing Works, Change Something 195\u003c\/p\u003e \u003cp\u003eFind Reasons to Agree 200\u003c\/p\u003e \u003cp\u003eGet Creative 200\u003c\/p\u003e \u003cp\u003eObjective Mechanisms 205\u003c\/p\u003e \u003cp\u003eSometimes No Deal Is the Best Deal 209\u003c\/p\u003e \u003cp\u003eIf Deal Fever Persists, Keep Saying “No” 209\u003c\/p\u003e \u003cp\u003eRefresher 216\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Building Relationships 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eToday versus Tomorrow: How Long Is the Long Run? 219\u003c\/p\u003e \u003cp\u003eA Relationship Tool: Bonding 221\u003c\/p\u003e \u003cp\u003eThe Meet-and-Bond Style 222\u003c\/p\u003e \u003cp\u003eRebonding 225\u003c\/p\u003e \u003cp\u003eNo Faux Bonding 227\u003c\/p\u003e \u003cp\u003ePractice Makes Bonding 228\u003c\/p\u003e \u003cp\u003eThe Value of Relationships 231\u003c\/p\u003e \u003cp\u003eRefresher 234\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Putting It All Together 237\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves) 237\u003c\/p\u003e \u003cp\u003eRefresher 244\u003c\/p\u003e \u003cp\u003eEpilogue: Nelson Mandela—When the Power of Nice Changed a Nation 247\u003c\/p\u003e \u003cp\u003eReinforcement Tools Link 251\u003c\/p\u003e \u003cp\u003ePost-Negotiation Assessment Questionnaire 253\u003c\/p\u003e \u003cp\u003eNegotiator’s Toolbox 255\u003c\/p\u003e \u003cp\u003eIndex 257\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eRONALD M. SHAPIRO\u003c\/b\u003e 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 \u003ci\u003eNew York Times\u003c\/i\u003e bestselling author and his books include \u003ci\u003eBullies, Tyrants, and Impossible People; Dare to Prepare\u003c\/i\u003e; and Perfecting Your Pitch.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eJAMES DALE\u003c\/b\u003e is an author\/marketing consultant whose work includes books, articles, radio, television, sports, technology, public relations and advertising.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSHAPIRO NEGOTIATIONS INSTITUTE\u003c\/b\u003e 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.\u003c\/p\u003e  \u003cp\u003eIn a remarkable fifty-year career as a negotiations expert, sports agent, \u003ci\u003eNew York Times\u003c\/i\u003e bestselling author, attorney, business leader, and educator, Ron Shapiro has discovered that people from all walks of life can make deals that achieve their goals if they embrace the systematic approach built on his philosophy, \"the power of nice.\"\u003c\/p\u003e \u003cp\u003eThough the name of the game in negotiating is to obtain desired results, \u003ci\u003ehow\u003c\/i\u003e 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 tells us, a major strike against effective negotiating, and can–and should–be avoided. By using a systematic approach that focuses on making the deal and keeping strong relationships, ultimate gain can still be yours: \u003ci\u003e\"You can be 'a nice person' 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.\"\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIn this revised and updated edition of the renowned classic \u003ci\u003eThe Power of Nice\u003c\/i\u003e, 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 lays out the steps of his Systematic Approach, The Three Ps: Prepare-Probe-Propose.\u003c\/p\u003e \u003cp\u003eLearn how to use the process to empower yourself in negotiations. Regardless of your level of experience or the extent of your confidence, you will feel more empowered by learning from this revised edition about:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAn expanded view of the applicability of negotiation skills to a broad array of business and life challenges\u003c\/li\u003e \u003cli\u003eA more precise understanding of the concept of WIN-win, and\u003c\/li\u003e \u003cli\u003eA new streamlined version of the Preparation Checklist\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThis is a must-read for anyone who has to make a deal, whether you are negotiating with a customer or client, a boss or government official, a partner or a corporate titan.\u003c\/p\u003e  \u003cp\u003ePraise for \u003cb\u003eTHE POWER OF \u003ci\u003eNice\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"This book is the bible for negotiating deals in any business field. It is written proof of how Ron Shapiro reshaped the industry with his approach and then parlayed it into decades of orchestrating powerful deals. Being a good person who respects others is the ultimate trump card if you want to be successful in negotiations, and no one captures how to do that better than Ron.\"\u003cbr\u003e \u003cb\u003e—Kevin Plank,\u003c\/b\u003e Founder and CEO, Under Armour\u003c\/p\u003e \u003cp\u003e\"I was amazed to find myself so immersed in a professional sales book. The book is an easy and enjoyable read. \u003ci\u003eThe Power of Nice\u003c\/i\u003e provided insights that have enriched both my personal and professional lives...I find myself mentally referencing it each day. Life is a negotiation, and \u003ci\u003eThe Power of Nice\u003c\/i\u003e has taught me to look for the win-win in every situation.\u003cbr\u003e \u003cb\u003e—Cheri Phyfer,\u003c\/b\u003e President \u0026amp; General Manager, Diversified Brands, The Sherwin-Williams Company\u003c\/p\u003e \u003cp\u003e\"Ron details new ideas that add to his systematic, values based approach to negotiating and relationship building. In an age where the world is changing at amazing speeds, it's empowering to see that the principles Ron has shared with us to enhance our opportunities for success are timeless.\"\u003cbr\u003e \u003cb\u003e—R.C. Buford,\u003c\/b\u003e President, San Antonio Spurs\u003c\/p\u003e \u003cp\u003e\"Ron Shapiro has updated his successful book of valuable lessons drawn from business, sports and community affairs into an excellent book of game plans for life.\"\u003cbr\u003e \u003cb\u003e—Larry S. Gibson,\u003c\/b\u003e author of \u003ci\u003eYoung Thurgood\u003c\/i\u003e, Professor of Law, University of Maryland School of Law\u003c\/p\u003e \u003cp\u003e\"Ron's thought process, approach and genuine desire to establish lasting relationships is worthy of consideration for anyone who negotiates at any level.\"\u003cbr\u003e \u003cb\u003e—Laurie Orlando,\u003c\/b\u003e Senior Vice President, Talent Development \u0026amp; Planning, ESPN\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990317875429,"sku":"NP9781118969625","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118969625.jpg?v=1761787333","url":"https:\/\/k12savings.com\/products\/the-power-of-nice-isbn-9781118969625","provider":"K12savings","version":"1.0","type":"link"}