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The Power of Nice: How to Negotiate So - 1118969626, Hardcover, Ronald M Shapiro-
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eBay-Artikelnr.:296959670997
Artikelmerkmale
- Artikelzustand
- Book Title
- The Power of Nice: How to Negotiate So - 1118969626, hardcover, R
- Artist
- Shapiro, Ronald M.; James Dale
- ISBN
- 9781118969625
Über dieses Produkt
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
1118969626
ISBN-13
9781118969625
eBay Product ID (ePID)
202802510
Product Key Features
Number of Pages
288 Pages
Publication Name
Power of Nice : How to Negotiate So Everyone Wins-Especially You!
Language
English
Subject
Business Communication / General, Personal Success, Negotiating
Publication Year
2015
Type
Textbook
Subject Area
Business & Economics
Format
Hardcover
Dimensions
Item Height
1.2 in
Item Weight
17.6 Oz
Item Length
9.1 in
Item Width
6.3 in
Additional Product Features
Edition Number
3
Intended Audience
Scholarly & Professional
LCCN
2014-031380
TitleLeading
The
Dewey Edition
23
Illustrated
Yes
Dewey Decimal
658.4/052
Table Of Content
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 Reinforcement Tools Link 251 Post-Negotiation Assessment Questionnaire 253 Negotiator's Toolbox 255 Index 257
Synopsis
Praise for THE POWER OF Nice "This book is the bible for negotiating deals in any business field. It is written proof of how Ron Shapiro reshaped the industry with his approach and then parlayed it into decades of orchestrating powerful deals. Being a good person who respects others is the ultimate trump card if you want to be successful in negotiations, and no one captures how to do that better than Ron." Kevin Plank, Founder and CEO, Under Armour "I was amazed to find myself so immersed in a professional sales book. The book is an easy and enjoyable read. The Power of Nice provided insights that have enriched both my personal and professional lives...I find myself mentally referencing it each day. Life is a negotiation, and The Power of Nice has taught me to look for the win-win in every situation. Cheri Phyfer, President & General Manager, Diversified Brands, The Sherwin-Williams Company "Ron details new ideas that add to his systematic, values based approach to negotiating and relationship building. In an age where the world is changing at amazing speeds, it's empowering to see that the principles Ron has shared with us to enhance our opportunities for success are timeless." R.C. Buford, President, San Antonio Spurs "Ron Shapiro has updated his successful book of valuable lessons drawn from business, sports and community affairs into an excellent book of game plans for life." Larry S. Gibson, author of Young Thurgood , Professor of Law, University of Maryland School of Law "Ron's thought process, approach and genuine desire to establish lasting relationships is worthy of consideration for anyone who negotiates at any level." Laurie Orlando, Senior Vice President, Talent Development & Planning, ESPN, 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.
LC Classification Number
HD58.6.S5 2015
As told to
Dale, James
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- o***u (1611)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufMUCH BETTER THAN DESCRIBED!! It's like a brand new book but they only listed it as "good" so I'm very impressed and happy about my order! The service was fast and easy, they gave me an incredible offer I couldn't refuse, and I greatly appreciate it! The book looks like it came right from the store so it looks great, so great quality overall! Shipping was fast & they packaged it per the norm for book stores so everything was A++++. I can HIGHLY RECOMMEND them for sure & will buy from them again!
- a***9 (75)- Bewertung vom Käufer.Letzte 6 MonateBestätigter KaufI would DEFINITELY purchase from this seller again. Seller might want to add more pics and better description because there was a tear on the back dust jacket that wasn’t mentioned. Could’ve happened during shipping so I’m not holding it against the seller. I fixed with tape on the inside of jacket. No harm/no foul. The seller had a more than generous price for this book + free shipping. NO complaints. Hence, I would purchase from this seller again without hesitation.
- a***t (1128)- Bewertung vom Käufer.Letztes JahrBestätigter KaufPerfection. A++++ Five Star Seller. Pleasant to deal with. I received an incredible value on my purchase. My order was packaged with care and arrived in like new condition! It was just as described in the listing. The seller wasted no time in updating me with tracking information and shipped out. The order arrived quickly. I am pleased with all the aspects of my purchase and would look forward to doing more business in the future. Highly Recommended! Thank you, well done!Once Upon a Town: The Miracle of the North- 9780060081966, Bob Greene, hardcover (Nr. 305441282671)