The power of nice : how to negotiate so everyone wins--especially you! / Ronald M. Shapiro, with James Dale.
"Learn to get what you want without burning bridgesIn 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 neg...
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Full Text (via ProQuest) |
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| Format: | eBook |
| Language: | English |
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Hoboken, New Jersey :
Wiley,
[2015]
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| Edition: | Third edition. |
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Table of Contents:
- Praise for The Power of Nice, Revised and Updated; Title Page; Copyright; Dedication; Foreword to the Revised Edition: You Can Be Nice, and Purposeful; Foreword to the First Edition: Can You Say "Agent" and "Nice" in the Same Sentence?; Acknowledgments; Introduction: Why Change What Works?; Chapter 1: Negotiation; "I'll Burn That Bridge When I Come to It"; Your First Deal; What Negotiation Isn't; Filling the Negotiator's Toolbox; What Negotiation Is; What Negotiation Can Be; Refresher; Chapter 2: I Win-You Lose Negotiation-An Exercise in Flawed Logic; Enemies and Entrenched Positions.
- Hit and RunI'm Not One of Them, Am I?; At Least One Dissatisfied Party; Refresher; Chapter 3: WIN-win Negotiation; Myth and Reality; Achieving WIN-win; Good Deals Echo, They Lead to More Deals; WIN-win Is Not Wimp-Wimp; Roadblocks, Minefields, and Wisdom; Putting It Together; Refresher; Chapter 4: The Three Ps: A Systematic Approach; Prepare, Probe, and Propose; Refresher; Chapter 5: Prepare ... or Else; Preparation: The Aerobics of Negotiation; How Prepared Are You for Your Negotiations?; The Numbers and Letters Game; The Numbers and Letters Game Continued ... ; How to Prepare (and How Not To)
- The Preparation ChecklistA 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; Refresher; Chapter 6: Probe, Probe, Probe; The Other Side Is Trying to Tell You How to Make the Deal; W.H.A.T.? The Probing Technique; The Don'ts-How Not to Probe; Listening; The Zoologist; Learning to Listen; Refresher; Chapter 7: Propose-But Not Too Fast: Getting the Other Side to Go First; Role Playing; Proposing for Real; The Three Rules Behind Propose; Making Counterproposals; Refresher.
- Chapter 8: Difficult Negotiators ... And the Award for Most Difficult Negotiator Goes To ... ; Dealing with the Difficult Negotiator (Without Becoming One); Emotional Tactics-Nonemotional Responses; Challenging Personalities; Refresher; Chapter 9: Negotiating from Weakness; Perceived Weakness versus Real Weakness; Expand the Goals; Locate Allies; Never Let Them See You Sweat; Brainstorming; Refresher; Chapter 10: Unlocking Deadlocks; If Nothing Works, Change Something; Find Reasons to Agree; Get Creative; Objective Mechanisms; Sometimes No Deal Is the Best Deal.
- If Deal Fever Persists, Keep Saying "No"Refresher; Chapter 11: Building Relationships; Today versus Tomorrow: How Long Is the Long Run?; A Relationship Tool: Bonding; The Meet-and-Bond Style; Rebonding; No Faux Bonding; Practice Makes Bonding; The Value of Relationships; Refresher; Chapter 12: Putting It All Together; The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves); Refresher; Epilogue. : Nelson Mandela-When the Power of Nice Changed a Nation; Reinforcement Tools Link; For More Information.