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

by Ronald M. Shapiro and Mark A. Jankowski

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 0471080721
• ISBN13: 9780471080725
• Release Date: September 2001
• Publisher: John Wiley & Sons
• Length: 304 Pages
• Weight: 0.86 lbs.
• Dimensions: 0.9" x 6.0" x 9.0"

Customer Reviews

"Play winning ball"

This is a fun, entertaining, and enlightening read. At the same time, this book provides excellent content in a disciplined presentation that makes it accessible and applicable. So, if, like me, you rolled your eyes at the sight of the title, thinking this book would be just a bunch of fluff, you're in for quite a surprise. This is a book of great substance that stresses a systematic approach to negotiations that's based on rationality, process, and decisive actions. The authors' emphasis on the need for systematic, behavior-based process is excellent. They underscore this point with a vivid example involving skydiving (pp. 63-66). The core tenets of the philosophy are the "3 Ps and Big L" (overviewed in Ch. 4, with greater detail in Ch. 5-7): * Prepare (Ch. 5) * Probe (Ch. 6) * Propose (Ch. 7) * Listen The 3 Ps represent the primary areas of the negotiating process; using good listening skills is an overarching principle that's essential throughout the process. The discussion of how to deal with difficult negotiators is valuable (pp. 171-187). This section focuses on recognizing the emotional bait and teaches you how to avoid falling for trap. Don't take it personally, and don't make it personal. The authors provide concrete examples of typical emotional tactics and how best to respond to them to keep your emotions in check and adhere to the process. The book concludes with an excellent ten-page section of worksheets that tie it all together (pp. 268-277). These worksheets encompass everything the book covers and serve as a ready-made tool that you can use and reuse in your negotiations. I highly recommend this book. It's an excellent work that's particularly valuable to those in business. But, because "negotiating" applies to so many other things in life, just about anyone can benefit from its wisdom.

Wonderful, useful read!

I bought this book about 2 weeks ago and have already readit twice!! I have read books on negotation before and been onseveral courses, and I have learned more from your book thanall of these courses and books put together. The Power of Nice makes such perfect common sense. Iwork in the Food Industry as a buyer and what I have learnedfrom your book will really benefit me in my job.Thanks again for an excellent read.

Stick With It

If you bought the book or are looking at this page, you either negotiate often or think your deal-making skills can use a boost. There are many books out there that can help and I will admit I have not read them all. But The Power of Nice worked for me.It has some very helpful suggestions that I am actually excited to try. The Power of Nice also has some interesting exercises and stories to break-up the book.There's no doubt that The Power of Nice was worth the price and the time to read it. I must admit, it started slowly. But the good stuff is in there and (like a tough deal) you need to make yourself stick with it. It will pay off.If nothing else, I feel like a stronger negotiator having read the book. It has given me more confidence and more ideas on how to be a winner in making deals and working with difficult people.Believe me, it may not change your life, but it's worth your time to get it and read it. After all, your competition may already have it on their bookcase.

Building Relationships as opposed to Burning Bridges ...

Whether you are negotiating for business or in personal relations, "The Power of Nice" is well worth the read. You will find worksheets to assist you as well as tried and true methods of negotiation.The three P's the author suggests have all the elements of success, they are prepare, probe and propose. Practical thinking and relationship building that works is the thrust of this book.For me, the greatest portion of the book has to do with personal negotiations. Deflecting emotion and problem/conflict solving that works. Probing to find out what the other guy wants and needs so you can propose a win-win solution. Sound advise that works.I am a business women who has attained a certain level of success. But it was the applications to the many teenage conflicts that I had encountered that gave me the greatest respect for the authors. Using their techniques in my business life had been easy. After reading now I was opening my eyes to what these same techniques could do for me in my personal relationships.The chapter titled, "Difficult Negotiators" was filled with insightful and practical people skills. Coming from the Baltimore area, I also enjoyed the Cal Ripken-Peter Angelos points of reference. For young people entering the business world this book should be required reading. For those that still subscribe to the kill or be killed mentality of doing business, I would also recommend this book.

mknapton@teksystems.com

I've read many a book on sales and negotiation and The Power of Nice is by far the most informative book I have read to date. It provides ethical; eaisy to understand philosophies and strategies for anyone in sales who wants to build long-term WIN-win relationships with their clients. It's a must read for the beginning as well as seasoned sales professional.