The Power of Nice

In a remarkable fifty-year career as a negotiations expert, sports agent, New York Times 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. 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 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: 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. In this revised and updated edition of the renowned classic The Power of Nice, 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. Learn 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: An expanded view of the applicability of negotiation skills to a broad array of business and life challenges A more precise understanding of the concept of WIN-win, and A new streamlined version of the Preparation Checklist This 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.