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

"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 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, youwill 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 a Foreword by Cal Ripken, Jr. and an Epilogue highlighting negotiation lessons from the life of Nelson Mandela The book also provides a link to reinforcement of itslessons 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 ofNice, and learn strength from the master himself"--

Inhaltsverzeichnis

Foreword to the Revised Edition by Ambassador Charlene Barshefsky xi
 
Foreword to the First Edition by Cal Ripken, Jr. xiv
 
Acknowledgments xvi
 
Introduction: Why Change What Works? 2
 
1 Negotiation 5
 
"I'll Burn That Bridge When I Come to It" 5
 
Your First Deal 7
 
What Negotiation Isn't 11
 
Filling the Negotiator's Toolbox 18
 
What Negotiation Is 19
 
What Negotiation Can Be 23
 
Refresher 26
 
2 I Win-You Lose Negotiation--An Exercise in Flawed Logic 29
 
Enemies and Entrenched Positions 29
 
Hit and Run 32
 
I'm Not One of Them, Am I? 35
 
At Least One Dissatisfied Party 43
 
Refresher 45
 
3 WIN-win Negotiation 47
 
Myth and Reality 47
 
Achieving WIN-win 49
 
Good Deals Echo, They Lead to More Deals 51
 
WIN-win Is Not Wimp-Wimp 52
 
Roadblocks, Minefields, and Wisdom 55
 
Putting It Together 57
 
Refresher 64
 
4 The Three Ps--A Systematic Approach 67
 
Prepare, Probe, and Propose 70
 
Refresher 79
 
5 Prepare...or Else 81
 
Preparation: The Aerobics of Negotiation 81
 
How Prepared Are You for Your Negotiations? 82
 
The Numbers and Letters Game 83
 
The Numbers and Letters Game Continued... 84
 
How to Prepare (and How Not To) 87
 
The Preparation Checklist 89
 
A Case Study: The Sur-Real Sales Challenge 97
 
Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence) 104
 
Sources of Information 105
 
Refresher 110
 
6 Probe, Probe, Probe 113
 
The Other Side Is Trying to Tell You How to Make the Deal 113
 
W.H.A.T.? The Probing Technique 120
 
The Don'ts--How Not to Probe 126
 
Listening 128
 
The Zoologist 133
 
Learning to Listen 135
 
Refresher 138
 
7 Propose-But Not Too Fast--Getting the Other Side to Go First 141
 
Role Playing 141
 
Proposing for Real 146
 
The Three Rules Behind Propose 149
 
Making Counterproposals 153
 
Refresher 158
 
8 Difficult Negotiators 161
 
...And the Award for Most Difficult Negotiator Goes to ... 162
 
Dealing with the Difficult Negotiator (without Becoming One) 166
 
Emotional Tactics--Nonemotional Responses 170
 
Challenging Personalities 173
 
Refresher 177
 
9 Negotiating from Weakness 179
 
Perceived Weakness versus Real Weakness 179
 
Expand the Goals 181
 
Locate Allies 182
 
Never Let Them See You Sweat 185
 
Brainstorming 187
 
Refresher 192
 
10 Unlocking Deadlocks 195
 
If Nothing Works, Change Something 195
 
Find Reasons to Agree 200
 
Get Creative 200
 
Objective Mechanisms 205
 
Sometimes No Deal Is the Best Deal 209
 
If Deal Fever Persists, Keep Saying "No" 209
 
Refresher 216
 
11 Building Relationships 219
 
Today versus Tomorrow: How Long Is the Long Run? 219
 
A Relationship Tool: Bonding 221
 
The Meet-and-Bond Style 222
 
Rebonding 225
 
No Faux Bonding 227
 
Practice Makes Bonding 228
 
The Value of Relationships 231
 
Refresher 234
 
12 Putting It All Together 237
 
The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves) 237
 
Refresher 244
 
Epilogue: Nelson Mandela--When the Power of Nice Changed a Nation 247

Über den Autor / die Autorin

RONALD M. SHAPIRO is founder of the Shapiro Negotiations Institute, a negotiations seminar and consulting firm which offers training programs and deal coaching worldwide. He has had a rich and varied career as a civil rights and corporate lawyer, state Securities Commissioner, sports agent, entrepreneur, community leader, and business executive. He advises an array of corporate and political leaders and team executives, has represented Hall of Fame players, helped settle a major symphony orchestra strike, diffused racial tension in a metropolitan police department, raised millions of dollars for charitable causes, and assisted in ending Major League Baseball's historic labor deadlock. In addition, he is a New York Times bestselling author and his books include Bullies, Tyrants, and Impossible People; Dare to Prepare; and Perfecting Your Pitch.
JAMES DALE is an author/marketing consultant whose work includes books, articles, radio, television, sports, technology, public relations and advertising.
SHAPIRO NEGOTIATIONS INSTITUTE is a premier global provider of sales, negotiation, and influence training and consulting. Its success is built on helping professionals at all levels use a systematic approach to accomplish more, faster, and with a higher degree of effectiveness. By taking more than 50 years of lessons learned in real-life situations, the Institute's team digs into specific industry and client challenges, so its tools and techniques can be implemented immediately with precision.

Zusammenfassung

Shares the key principles of effective negotiation through a combination of a time-tested process, anecdotes, and exercises. Drawing on the author's experiences from the worlds of sports, law, business and politics, this book takes you through the steps of his systematic approach: The Three Ps, Prepare-Probe-Propose.

Produktdetails

• Autoren: Charlene Barshefsky, James Dale, Cal Ripken, Shapiro, Ronald Shapiro, Ronald M Shapiro, Ronald M. Shapiro, Ronald M. Dale Shapiro, Shapiro Ronald M.
• Mitarbeit: Charlene Barshefsky (Vorwort), Barshefsky Charlene (Vorwort), Cal Ripken (Vorwort)
• Verlag: Wiley, John and Sons Ltd
• Sprache: Englisch
• Produktform: Fester Einband
• Erschienen: 16.01.2015
• EAN: 9781118969625
• ISBN: 978-1-118-96962-5
• Seiten: 288
• Abmessung: 163 mm x 235 mm x 25 mm
• Themen: Sozialwissenschaften, Recht,Wirtschaft > Wirtschaft > Management; Geschäftsbeziehungen, verhandlungstechnik, Business & management, Wirtschaft u. Management, Spezialthemen Wirtschaft u. Management, Business & Management Special Topics