The power of nice
Subtitle: how to negotiate so everyone wins--especially you!
By: Ronald M. Shapiro and Mark A. Jankowski with James Dale.
Contributors: Jankowski, Mark A.; Dale, Jim, 1948-
Publisher: Wiley
Published: 1998
Place of publication: New York
Language: eng
Number of pages: 268
Subjects: Negotiation in business.
Description: "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. 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.""--BOOK JACKET. "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."--Jacket.
Notes: Includes index.