Item description for The Power of Nice: How to Negotiate So Everyone Wins- Especially You!, Revised Edition by Ronald M. Shapiro, Mark A. Jankowski & Jim Dale...
Overview Demonstrates how Ronald Shapiro, an agent and attorney for some of the most famous baseball figures of the present day, successfully makes a deal and skillfully bargains so that all involved walk away winners.
Publishers Description One of the most successful dealmakers in the sports industry presents his unique negotiating strategies
"Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book."--Charles M. Cawley, Chief Executive Officer, MBNA America Bank, N.A.
"In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. "The Power of Nice" is a fascinating and useful book that is a must read for anyone who wants to build long-term mutually profitable relationships."--Herb Cohen, Author, "You Can Negotiate Anything"
"This book taught me everything I ever wanted to know about negotiation-and I use it everyday."--Kirby Puckett, Former All-Star Center Fielder and Executive Vice President, Minnesota Twins
"Negotiation is not war. Negotiation is not a science. Negotiation is the commerce of information for ultimate gain."--from "The Power of Nice"
Though not a science, negotiating is an art, and in this eye-opening new book, a true master shares his secrets and strategies for success. Ron Shapiro is a corporate lawyer, teacher, and, in what is almost a contradiction in terms, one of today's most respected sports agents. He has worked with baseball's biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. Rising to-and remaining at-the top of a competitive pool filled with smooth-talking, "sleazeball" sharks, he has succeeded by being, of all things, a nice guy. Now, along with his business partner, lawyer, lecturer, and negotiations expert, Mark Jankowski, Shapiro reveals how anyone who sits down to make a deal can get what they want by exercising the surprising "power of nice." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies.
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 and Jankowski tell us, a major strike against effective negotiating, and can-and should-be avoided. By using a kinder, gentler approach that focuses on forming-and keeping-strong business connections, ultimate gain can still be yours: "You can be 'a nice guy' 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."
Drawing on their vast experience in win-win negotiating, as well as such essentials as managing tough situations, handling difficult negotiators, and unlocking deadlocks, the authors take you, step-by-step, through a systematic approach that, when repeated and mastered, will maximize results. Based on "the three Ps," it consists of: preparing better than the other side; probing so you know what they want and why; and proposing, ideally without going first and revealing too much, but still achieving what you want.
Supported by invaluable "portable" negotiation summaries-so you can take the "power of nice" with you-this is must reading for anyone who has to make a deal, whether it's negotiating with a customer, setting a curfew with a teenager, or getting the last seat on an over-sold airplane.
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More About Ronald M. Shapiro, Mark A. Jankowski & Jim Dale
RONALD M. SHAPIRO, Esq., is founder of the Shapiro Negotiations Institute, a negotiations seminar and consulting firm. He is known as "one of baseball's most respected agent-attorneys" (USA Today) and is one of the nation's premier motivational speakers and negotiations experts.
MARK A. JANKOWSKI, Esq., is cofounder of the Shapiro Negotiations Institute. He has lectured on negotiating and dispute resolution at Johns Hopkins University and the Wharton School of Business.
JAMES DALE is a writer whose works include books, television, film, marketing, and advertising.
Reviews - What do customers think about The Power of Nice: How to Negotiate So Everyone Wins- Especially You!, Revised Edition?
Will help everybody win in negotiations--and you bigger! Nov 24, 2007
I recently enjoyed BULLIES, TYRANTS & IMPOSSIBLE PEOPLE by Ronald M. Shapiro and Mark A. Jankowski so much that I had to seek out their first book: THE POWER OF NICE . . . and if I had to do it all over again, I'd probably reverse the order of my reading and read this latter book first.
It gives the background for much of what is taught by the two authors; i.e., that you should seek to make sure that everybody wins in negotiations--but you win bigger . . . to do so, you need to understand the "three Ps," which are described as "preparing better than the other side; probing so you know what they want and why; and proposing, ideally without going first and revealing too much."
If you're a sports fan, you'll like the many examples involving such superstars as Eddie Murray, Kirby Puckett, Cal Ripken, and Brooks Robinson . . . however, others will be able to relate to discussions involving President Carter, home purchases and salary negotiations.
I learned much from this book, including: * A good negotiation is about dividing the pie so that both sides get a satisfactory piece. A better negotiation is one that finds a way to grow the pie (increase revenues, add market share, strengthen resources) so both sides get a bigger piece. But baseball was playing out the worst scenario possible. What had been a 2.5 billion dollar pie was actually shrinking. It had taken decades for it to reach that size and, in a matter of weeks, it was losing revenue by the millions.
* When people are under pressure, they revert to habits. In order to create new habits, you need a simple, systematic approach that you can practice and master. I learned that lesson through skydiving, and I learned it again and again in negotiation. We do not teach people the 45 best opening lines or the 75 greatest closing tactics. If you learn it-that is, practice and master what we preach-when the pressure hits, you'll revert to your new, learned habit and you'll be a more effective negotiator.
* And this particularly valuable tidbit that I have to put into practice more: Shh! (That's another secret to negotiation.) People like to talk. Resist the urge. The other side is human, so they want to talk, too. Encourage them. Then listen. They're trying to tell you how to make the deal. Did you ever notice how often the party opposite you thinks what he or she has to say is more important than what you have to say? That's okay. Give them a chance and they'll tell you everything you need to know: What they hope for, what they can move and where they can't. They may tell you directly or subtly. Ask questions. Listen more. Every moment you're not talking is an opportunity to learn what it takes to make the deal. The best negotiators aren't smooth talkers; they're smooth listeners.
The less you say, the more others will remember. It's simple math. Say a lot and they're bombarded and overwhelmed. Say a little and they can retain every word. And, or course, the less you say, the more you can focus on what they say.
THE POWER OF NICE also presented quotes in each chapter that pertained to the subject of negotiations, including this one from Thomas Jefferson that has very quickly become one of my favorites:
When I'm angry, I count to ten before I speak. When I'm very angry, I count to one hundred.
That said, I won't even bother doing any counting before recommending this very informative book to my fellow members of the Negotiations Team at the college where I teach . . . they'll greatly benefit from it, as will anybody else seeking insight into what makes others tick when they want something.
Great Book Sep 30, 2007
I would imagine that since each of us has different personalities and different likes and dislikes that some would be more inclined toward this book than others. Some like Antigues and some modern furniture. Some love good carb snacks and others a great chocolate bar. Our taste vary, but this book is most probably for everyone.
Becuase while we may differ on what color car we want, or or what type of work we do, we all want to win our negotiations, we all want respect first and we all want appreciation. This book teaches the skill of negotiating in a fair way. Fair like it or not means taking a look at the others prespective as much as we hate to do this. (when you are at a ballgame and the umpire makes a call against the home team 50,000 are booing. Can it be that all of the people on the field saw it one way and the home team and home fans another?
Its human nature to want to be right. And human nature to want to be treated fairly. This is a great read. And will produce better results in your negotiations, withhout burning a bridge, becuase that is not a wise way to live.
Great stories, good points, decent layout Dec 19, 2006
Becoming a better negotiator is in everyone's best interest so when one of my students recommended Power of Nice, I was pretty excited about ordering it from this site and put it in the queue to read. I really enjoyed the stories in this book. Shapiro has been there, done that in some of the biggest and toughest negotiations in the sports world. If you are a baseball fan, it will bring back memories. And I learned more from the stories than anything else.
I have read this book twice, the first time it didn't quite click and I have a theory why. The book's content is pretty good, but the layout is terrible. I just finished reading a book by Addison Wesley press that had at least 4 times the number of facts per page and power of nice and as always the information was laid out professionally; it helps me to absorb the material. There is another thing that is off putting is how the author keeps saying if you follow the principles in this book you'll get better results and more of what you want and similar. Hey, I already bought the book, quite selling. It reminded me of Richard with his Refuse to Lose's 9 principles in Little Miss Sunshine.
Another small problem and then I will start praising the book again. They use a lot of initials, for instance, the three Ps. Everyone who has ever read a business book knows the three Ps are product, price and positioning, but not here. The three Ps in power of nice are prepare, probe and propose.
However, I just came out of a fairly intense negotiation, I had read the entire book once and spent the days before the negotiation preparing. I let the other side propose first, I probed and I proposed. It all worked. So the book was certainly worth the $20.00 I paid for it and much, much more. And I did get better results and more of what I wanted so Shapiro has every write to claim that. I have not read a better book on negotiation, pick it up and deal with the layout already.
Nice Guys can win... Dec 2, 2006
First of alll, this isn't the usual kind of book I read. I have not read any of the other "self help" authors, but did pick up on a lot of use from the magazines I read. And there are parts that reminded me of Richard Simmons or Oprah. But it didn't bother me so much to get in a little "niceness". It was refreshing to read about how "nice" can work instead of "mean". I have certainly not know anyone to focus on such before. I picked this up since a friend mentioned how much this book helped them be a better person in their professional life. After reading it I think there's a lot to be said about the power of nice. Nice guys can win... ...and you can be a nice guy and be a winner too.
Awesome! Nov 10, 2006
During my training as a physician, contract negotiations discussions were not part of the curriculum. Such discussions with our staff were, in fact, discouraged, since our only focus should be to learn medicine and take care of patients. Unfortunately, the art and science of negotiations does have a substantial impact in the ability of a professional to maximize benefit in his/her carreer.
This book was my first introduction to this subject. It was easy and fun to read.
During my job search as an anesthesiologist, this book armed me with the tools I needed to confidently negotiate the right position and compensation package.