The Power of Nice: How to Negotiate So Everyone Wins - Especially You!.pdf
Learn to get what you want without burning bridges. In this revised and updated edition of the renowned classic The Power of Nice, negotiations expert, sports agent, New York Times 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. Learn 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: significant new material including an expanded view of its applicability to a broad array of business and life challenges a new streamlined version of the Preparation Checklist a more precise understanding of the concept of WIN-win forewords by Cal Ripken, Jr., and Ambassador Charlene Barshefsky, and an Epilogue highlighting negotiation lessons from the life of Nelson Mandela. The book also provides a link to reinforcement of its lessons through the website of the Shapiro Negotiations Institute. Whether 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 The Power of Nice, and learn strength from the master himself.
Foreword Can You Say "Agent" and "Nice" in the Same Sentence? Introduction Chapter 1: Negotiation "I'LL BURN THAT BRIDGE WHEN I COME TO IT" YOUR FIRST DEAL WHAT NEGOTIATION ISN'T FILLING THE NEGOTIATOR'S TOOL BOX WHAT NEGOTIATION IS WHAT NEGOTIATION CAN BE MBNA: THE CREDIT CARD COMPANY THAT STARTED IN AN ABANDONED A&P SUPERMARKET ...AND EVENTUALLY BECAME ONE OF BANK OF AMERICA'S LARGEST ACQUISITIONS Chapter 2: I Win-You Lose Negotiation--An Exercise in Flawed Logic ENEMIES AND ENTRENCHED POSITIONS HIT AND RUN IF IT'S A CIRCUS, HOW COME NO ONE IS SMILING? (OR, WHEN PRINCIPLE CLOUDS VISION) THE BASEBALL STRIKE, SCORE 0--0 (OR, WHEN YOU THINK YOU HAVE THE UPPER HAND AND UNDERESTIMATE THE OTHER SIDE) AT LEAST ONE DISSATISFIED PARTY Chapter 3: WIN-win Negotiation MYTH AND REALITY GOOD DEALS ECHO, THEY LEAD TO MORE DEALS WIN--WIN IS NOT WIMP-WIMP THE MAN WHO SOLD RETIREMENT PLANS SO CHEAPLY HE COULD NEVER AFFORD TO RETIRE HIMSELF ROADBLOCKS, MINEFIELDS, AND WISDOM PUTTING IT TOGETHER Chapter 4: The Three Ps -- A Systematic Approach WHY A SYSTEMATIC APPROACH IS PARTICULARLY HELPFUL WHEN YOU'RE HURTLING THROUGH SPACE TOWARD THE EARTH...OR NEGOTIATING PREPARE, PROBE, AND PROPOSE BROOKS ROBINSON'S FINAL CONTRACT OR ONE "P" OUT OF THREE MAY BE A .333 BATTING AVERAGE, BUT IT'S LOUSY IF YOU'RE A NEGOTIATOR Chapter 5: Prepare ... or Else PREPARATION: THE AEROBICS OF NEGOTIATION HOW PREPARED ARE YOU FOR YOUR NEGOTIATIONS? THE NUMBERS AND LETTERS GAME SELLING MY FIRST HOME (LEARNING THE HARD WAY) HOW TO PREPARE (AND HOW NOT TO) THE PREPARATION CHECKLIST A CASE STUDY: THE SUR-REAL SALES CHALLENGE CONFIDENCE IS THE SECRET WEAPON (BUT THE REAL SECRET IS THAT PREPARATION IS THE KEY TO CONFIDENCE SOURCES OF INFORMATION EVERYBODY HAS AN ARNIE IN SAN DIEGO: A REAL ESTATE STORY Chapter 6: Probe, Probe, Probe THE OTHER SIDE IS TRYING TO TELL YOU HOW TO MAKE THE DEAL THE MIDDLE EAST PEACE TALKS (IT WASN'T THE TALKS, IT WAS THE LISTENING) HARMONY: CONDUCTING A SYMPHONY ORCHESTRA MEDIATION W.H.A.T? THE PROBING TECHNIQUE NEWS RADIO THE DON'TS--HOW NOT TO PROBE LISTENING THE ZOOLOGIST PAVLOV'S RESTAURANT BELL Chapter 7: Propose--But Not Too Fast GETTING THE OTHER SIDE TO GO FIRST ROLE-PLAYING PROPOSING FOR REAL THE CAL RIPKEN, JR., BOOK DEAL THE THREE RULES BEHIND PROPOSE MAKING COUNTERPROPOSALS Chapter 8: Difficult Negotiators SWIMMING WITH SHARKS ... AND THE AWARD FOR MOST DIFFICULT NEGOTIATOR GOES TO... DEALING WITH THE DIFFICULT NEGOTIATOR (WITHOUT BECOMING ONE) CAL RIPKEN WANTED THREE MORE YEARS--THE OWNER WANTED TWO EMOTIONAL TACTICS--NON-EMOTIONAL RESPONSES CHALLENGING PERSONALITIES Chapter 9: Negotiating from Weakness PERCEIVED WEAKNESS VERSUS REAL WEAKNESS EXPAND THE GOALS LOCATE ALLIES IMPROBABLE ALLIES--UNEXPECTED IMPACT NEVER LET THEM SEE YOU SWEAT THE INVENTOR AND THE INVESTOR BRAINSTORMING Chapter 10: Unlocking Deadlocks STEPPING BETWEEN TWO POLICE OFFICERS-ONE WHITE, ONE BLACK, BOTH MAD FIND REASONS TO AGREE GET CREATIVE EDDIE, EDWARD, AND ONE MILLION DOLLARS OBJECTIVE MECHANISMS SOMETIMES NO DEAL IS THE BEST DEAL IF DEAL FEVER PERSISTS, KEEP SAYING, "NO" ECONOMIES OF SCALE VERSUS DEAL FEVER WHEN PIZZA HUT SLICED THE PRICE OF TOMATO SAUCE Chapter 11: Building Relationships TODAY VERSUS TOMORROW: HOW LONG IS THE LONG RUN? A RELATIONSHIP TOOL: BONDING SCHOOL TIES DOUBLE DELIGHT PRACTICE MAKES BONDING BINGO! WE BONDED! THE VALUE OF RELATIONSHIPS THE DEAL OF A LIFETIME: HOW KIRBY PUCKETT BONDED WITH CARL POHLAD, THE MINNESOTA TWINS, AND THE TWIN CITIES Chapter 12: Putting It All Together THE MAJOR LEAGUE BASEBALL OWNERS VERSUS THE MAJOR LEAGUE UMPIRES (And The Major League Umpires Versus Themselves) EPILOGUE Nelson Mandela -- When the Power of Nice changed a nation REINFORCEMENT TOOLS FOR MORE INFORMATION