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The Power of Nice: How to Negotiate So Everyone Wins, Especially You

The Power of Nice: How to Negotiate So Everyone Wins, Especially You


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About the Book

The author's approach in business is centred around, first and foremost, the importance of building relationships. He conveys the idea that all the interested parties share common threads: family responsibilities; complex personal lives; and business obligations, all of which can affect the outcome of any bargaining session. This book is written around these presumptions.

Table of Contents:
Negotiation; I Win-You Lose Negotiation: (An Exercise in Flawed Logic); Win-Win Negotiation; The Three Ps: (And the Big L); Prepare ... Or Else; Probe, Probe, Probe; Propose But Not Too Fast: Getting the Other Side to Go First; Difficult Negotiators; Negotiating From Weakness; Unlocking Deadlocks; Building Relationships; The Portable Negotiator: Put the Power of Nice in Your Pocket; Index.

About the Author :
RONALD M. SHAPIRO, Esq., has used his negotiation skills to settle a major symphony orchestra strike, diffuse racial tension in a metropolitan police department, and help end Major League Baseball's historic labor deadlock of 1994 and 1995. The founder of the Shapiro Negotiations Institute, a negotiations seminar and consulting firm, Shapiro hosts a series of prime time specials for Baltimore's NBC affiliate, and is one of the nation's premier motivational speakers. MARK A. JANKOWSKI, Esq., cofounder of the Shapiro Negotiations Institute, has lectured on negotiation and dispute resolution at Johns Hopkins University and The Wharton School of Business. Jankowski has joined Shapiro in delivering seminars to some of America's leading businesses, including MBNA, BT Alex Brown, Feld Entertainment, Ortho-McNeil Pharmaceutical, ARAMARK, and Hearst Broadcasting. JAMES DALE is a writer whose works include books, television, film, marketing and advertising.

Review :
An excerpt from THE POWER OF NICE, as well as, an outline of Shapiro's principles appear in the latest issue of Fortune. The article, Powers Of Persuasion, opens with, "Okay, so you're not getting a $5 million signing bonus like many of the athletes represented by sports agent Ron Shapiro. Yet you may be surprised at what you can learn from (him) about negotiating."-Fortune, October 12, 1998


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Product Details
  • ISBN-13: 9780471293774
  • Publisher: John Wiley and Sons Ltd
  • Publisher Imprint: John Wiley & Sons Inc
  • Edition: Large type / large print edition
  • Language: English
  • Sub Title: How to Negotiate So Everyone Wins, Especially You
  • Width: 155 mm
  • ISBN-10: 0471293776
  • Publisher Date: 29 Sep 1998
  • Binding: Paperback
  • Height: 235 mm
  • Returnable: N
  • Weight: 567 gr


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The Power of Nice: How to Negotiate So Everyone Wins, Especially You
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