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

Shapiro, Ronald M., and Jankowski, Mark A, with Dale, James

ISBN 10: 0471293776 / ISBN 13: 9780471293774

Edité par John Wiley & Sons, Inc, New York, NY, 1998

A propos de cet article

Glued binding. Paper over boards. xv, [1]. 268, [1] p. Illustrations. Index. Foreword by Cal Ripken, Jr. The author's approach in business is centred around, first and foremost, the importance of building relationships. He conveys the idea that all the interested parties share common threads: family responsibilities; complex personal lives; and business obligations, all of which can affect the outcome of any bargaining session. This book is written around these presumptions. From Wikipedia: "Ronald M. Shapiro (born March 29, 1943 in Philadelphia, Pennsylvania) is an American attorney, sports agent, New York Times best selling author, negotiator, educator, speaker, and civic leader. Shapiro attended Haverford College and graduated cum laude from Harvard Law School in 1967. From 1972 to 1974, Shapiro served as Maryland State Securities Commissioner. In 1972 Shapiro founded a Baltimore law firm now known as Shapiro Sher Guinot & Sandler. Subsequently, in 1976 Shapiro founded Shapiro, Robinson & Associates, a sports management firm. In 1995 he founded Shapiro Negotiations Institute, a negotiation seminar and consulting firm. In addition, he is the founder and creator of the annual Butler Conference of Leaders, which brings together business and non-profit leaders to address economic, political, and social issues. USA Today called Shapiro "one of baseball's most respected agent-attorneys, " and The Sporting News named him one of the "100 most powerful people in sports." His list of clients includes more Hall of Famers than any other agent, including Cal Ripken, Jr., Jim Palmer, Brooks Robinson, Kirby Puckett, and Eddie Murray. Shapiro's current clients include 2009 AL MVP, Minnesota Twins catcher Joe Mauer. In addition, Shapiro serves as a Special Advisor to the owner of the Baltimore Ravens and to the General Managers of the San Antonio Spurs and the Oklahoma City Thunder. In October 1998, Shapiro's book, The Power of Nice: How To Negotiate So Everyone Wins-Especially You! was published. The book was excerpted in Fortune Magazine and named one of the "Top 'On the Job' Business Books of the Year" by the Library Journal. Mr. Shapiro s fourth book, PERFECTING YOUR PITCH: How To Succeed In Business And In Life By Finding Words That Work was released in November, 2013. Ron Shapiro co-founded the Shapiro Negotiations Institute (SNI) in 1995, which has trained over 350, 000 professionals and worked with public and private organizations throughout the world such as: ADP, Bank of America, Best Buy, Black and Decker, Citigroup, ConvaTec, Ecolab, ESPN, Feld Entertainment, GE, Gen Re (a Berkshire Hathaway Company), Hearst Broadcasting, The Baltimore Ravens, The Cleveland Indians, The San Antonio Spurs, Johnson & Johnson, M&T Bank, Novo Nordisk, PricewaterhouseCoopers, Ryland Homes, Sunovion, Sherwin Williams, Sony Pictures Entertainment, Stop & Shop, UPS, USDA, and Verizon. Ron Shapiro founded Shapiro Sher Guinot & Sandler in 1972. The firm has offices in Baltimore and Washington, DC. The firm provides services in numerous practice areas, including bankruptcy, business law, and litigation. Since 1972, the Firm has provided representation to Fortune 100 corporations, emerging growth businesses, governments, non-profits, and individuals. Over half of the Firm's attorneys have been granted Martindale-Hubbell's AV Preeminent 5.0 rating, the highest rating given. In 2012, Shapiro Sher Guinot & Sandler celebrated its 40th anniversary and in 2011 was cited as the top mid-size law firm in Maryland for business and transactions by Super Lawyers Business Edition 2011. Shapiro's dispute resolution techniques have settled a symphony orchestra strike, facilitated solutions to human relations problems, and resolved disputes in governmental, corporate, and major biotechnology challenges. Shapiro has negotiated on behalf of, or served as deal coach to, Fortune 500 companies, government agencies, as well as entertainment and news personalities. Shapiro is kno.

N° de réf. du vendeur 67994

Détails bibliographiques

• Titre: The Power of Nice: How to Negotiate So Everyone Wins--Especially You!
• Éditeur: John Wiley & Sons, Inc, New York, NY
• Date de parution: 1998
• Langue: anglais
• ISBN à 10 chiffres: 0471293776
• ISBN à 13 chiffres: 9780471293774
• Reliure: Hardcover
• Édition: Reprint. Second printing [stated].
• Signé: Signé par l'auteur

A propos de ce titre

Synopsis

The author's approach in business is centred around, first and foremost, the importance of building relationships. He conveys the idea that all the interested parties share common threads: family responsibilities; complex personal lives; and business obligations, all of which can affect the outcome of any bargaining session. This book is written around these presumptions.

Présentation de l'éditeur

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 won′t need them anymore–they put it all in their book." –Charles M. Cawley Chief Executive Officer, MBNA America Bank, N.A.

"In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. The Power of Nice is a fascinating and useful book that is a must read for anyone who wants to build long–term mutually profitable relationships." –Herb Cohen Author, You Can Negotiate Anything

"This book taught me everything I ever wanted to know about negotiation–and I use it everyday." –Kirby Puckett Former All–Star Center Fielder and Executive Vice President, Minnesota Twins

"Negotiation is not war.

Negotiation is not a science. Negotiation is the commerce of information for ultimate gain." –from The Power of Nice

Though not a science, negotiating is an art, and in this eye–opening new book, a true master shares his secrets and strategies for success. Ron Shapiro is a corporate lawyer, teacher, and, in what is almost a contradiction in terms, one of today′s most respected sports agents. He has worked with baseball′s biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. Rising to–and remaining at–the top of a competitive pool filled with smooth–talking, "sleazeball" sharks, he has succeeded by being, of all things, a nice guy. Now, along with his business partner, lawyer, lecturer, and negotiations expert, Mark Jankowski, Shapiro reveals how anyone who sits down to make a deal can get what they want by exercising the surprising "power of nice." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies.

Though the name of the game in negotiating is to obtain desired results, how you get them is just as important. While many dealmakers play hardball by assuming a winner–take–all, scorched–earth attitude, they do so at the risk of alienating the party opposite them at the negotiating table, thereby losing out on future opportunities. This approach is, as Shapiro and Jankowski tell us, a major strike against effective negotiating, and can–and should–be avoided. By using a kinder, gentler approach that focuses on forming–and keeping–strong business connections, ultimate gain can still be yours: "You can be ′a nice guy′ and still get what you′re after. In fact, you often get better results, achieve more of your goals, and build longer–term relationships with even greater returns."

Drawing on their vast experience in win–win negotiating, as well as such essentials as managing tough situations, handling difficult negotiators, and unlocking deadlocks, the authors take you, step–by–step, through a systematic approach that, when repeated and mastered, will maximize results. Based on "the three Ps," it consists of: preparing better than the other side; probing so you know what they want and why; and proposing, ideally without going first and revealing too much, but still achieving what you want.

Supported by invaluable "portable" negotiation summaries–so you can take the "power of nice" with you–this is must reading for anyone who has to make a deal, whether it′s negotiating with a customer, setting a curfew with a teenager, or getting the last seat on an over–sold airplane.