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<p>Foreword to the Revised Edition by <i>Ambassador Charlene Barshefsky</i> xi</p> <p>Foreword to the First Edition by <i>Cal Ripken</i>, Jr. xiv</p> <p>Acknowledgments xvi</p> <p>Introduction: Why Change What Works? 2</p> <p><b>1 Negotiation 5</b></p> <p>“I’ll Burn That Bridge When I Come to It” 5</p> <p>Your First Deal 7</p> <p>What Negotiation Isn’t 11</p> <p>Filling the Negotiator’s Toolbox 18</p> <p>What Negotiation Is 19</p> <p>What Negotiation Can Be 23</p> <p>Refresher 26</p> <p><b>2 I Win–You Lose Negotiation—An Exercise in Flawed Logic 29</b></p> <p>Enemies and Entrenched Positions 29</p> <p>Hit and Run 32</p> <p>I’m Not One of Them, Am I? 35</p> <p>At Least One Dissatisfied Party 43</p> <p>Refresher 45</p> <p><b>3 WIN–win Negotiation 47</b></p> <p>Myth and Reality 47</p> <p>Achieving WIN–win 49</p> <p>Good Deals Echo, They Lead to More Deals 51</p> <p>WIN–win Is Not Wimp–Wimp 52</p> <p>Roadblocks, Minefields, and Wisdom 55</p> <p>Putting It Together 57</p> <p>Refresher 64</p> <p><b>4 The Three Ps—A Systematic Approach 67</b></p> <p>Prepare, Probe, and Propose 70</p> <p>Refresher 79</p> <p><b>5 Prepare… or Else 81</b></p> <p>Preparation: The Aerobics of Negotiation 81</p> <p>How Prepared Are You for Your Negotiations? 82</p> <p>The Numbers and Letters Game 83</p> <p>The Numbers and Letters Game Continued… 84</p> <p>How to Prepare (and How Not To) 87</p> <p>The Preparation Checklist 89</p> <p>A Case Study: The Sur-Real Sales Challenge 97</p> <p>Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence) 104</p> <p>Sources of Information 105</p> <p>Refresher 110</p> <p><b>6 Probe, Probe, Probe 113</b></p> <p>The Other Side Is Trying to Tell You How to Make the Deal 113</p> <p>W.H.A.T.? The Probing Technique 120</p> <p>The Don’ts—How Not to Probe 126</p> <p>Listening 128</p> <p>The Zoologist 133</p> <p>Learning to Listen 135</p> <p>Refresher 138</p> <p><b>7 Propose–But Not Too Fast—Getting the Other Side to Go First 141</b></p> <p>Role Playing 141</p> <p>Proposing for Real 146</p> <p>The Three Rules Behind Propose 149</p> <p>Making Counterproposals 153</p> <p>Refresher 158</p> <p><b>8 Difficult Negotiators 161</b></p> <p>… And the Award for Most Difficult Negotiator Goes to … 162</p> <p>Dealing with the Difficult Negotiator (without Becoming One) 166</p> <p>Emotional Tactics—Nonemotional Responses 170</p> <p>Challenging Personalities 173</p> <p>Refresher 177</p> <p><b>9 Negotiating from Weakness 179</b></p> <p>Perceived Weakness versus Real Weakness 179</p> <p>Expand the Goals 181</p> <p>Locate Allies 182</p> <p>Never Let Them See You Sweat 185</p> <p>Brainstorming 187</p> <p>Refresher 192</p> <p><b>10 Unlocking Deadlocks 195</b></p> <p>If Nothing Works, Change Something 195</p> <p>Find Reasons to Agree 200</p> <p>Get Creative 200</p> <p>Objective Mechanisms 205</p> <p>Sometimes No Deal Is the Best Deal 209</p> <p>If Deal Fever Persists, Keep Saying “No” 209</p> <p>Refresher 216</p> <p><b>11 Building Relationships 219</b></p> <p>Today versus Tomorrow: How Long Is the Long Run? 219</p> <p>A Relationship Tool: Bonding 221</p> <p>The Meet-and-Bond Style 222</p> <p>Rebonding 225</p> <p>No Faux Bonding 227</p> <p>Practice Makes Bonding 228</p> <p>The Value of Relationships 231</p> <p>Refresher 234</p> <p><b>12 Putting It All Together 237</b></p> <p>The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves) 237</p> <p>Refresher 244</p> <p>Epilogue: Nelson Mandela—When the Power of Nice Changed a Nation 247</p> <p>Reinforcement Tools Link 251</p> <p>Post-Negotiation Assessment Questionnaire 253</p> <p>Negotiator’s Toolbox 255</p> <p>Index 257</p>

<p><b>RONALD M. SHAPIRO</b> 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 <i>New York Times</i> bestselling author and his books include <i>Bullies, Tyrants, and Impossible People; Dare to Prepare</i>; and Perfecting Your Pitch.</p> <p><b>JAMES DALE</b> is an author/marketing consultant whose work includes books, articles, radio, television, sports, technology, public relations and advertising.</p> <p><b>SHAPIRO NEGOTIATIONS INSTITUTE</b> 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.</p>

<p>Praise for <b>THE POWER OF <i>Nice</i></b></p> <p>"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."<br /> <b>—Kevin Plank,</b> Founder and CEO, Under Armour</p> <p>"I was amazed to find myself so immersed in a professional sales book. The book is an easy and enjoyable read. <i>The Power of Nice</i> provided insights that have enriched both my personal and professional lives...I find myself mentally referencing it each day. Life is a negotiation, and <i>The Power of Nice</i> has taught me to look for the win-win in every situation.<br /> <b>—Cheri Phyfer,</b> President & General Manager, Diversified Brands, The Sherwin-Williams Company</p> <p>"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."<br /> <b>—R.C. Buford,</b> President, San Antonio Spurs</p> <p>"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."<br /> <b>—Larry S. Gibson,</b> author of <i>Young Thurgood</i>, Professor of Law, University of Maryland School of Law</p> <p>"Ron's thought process, approach and genuine desire to establish lasting relationships is worthy of consideration for anyone who negotiates at any level."<br /> <b>—Laurie Orlando,</b> Senior Vice President, Talent Development & Planning, ESPN</p>

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