The Power of Nice How to Negotiate So Everyone Wins - Especially You!,9780471080725

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

by Shapiro, Ronald M.; Jankowski, Mark A.; Dale, James; Ripken, Cal
Edition: Revised
ISBN13: 9780471080725
ISBN10: 0471080721
Format: Paperback
Pub. Date: 2001-09-24
Publisher(s): Wiley
List Price: $23.54

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Summary

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.

Author Biography

RONALD M. SHAPIRO, Esq., is founder of the Shapiro Negotiations Institute, a negotiations seminar and consulting firm. He is known as &quot;one of baseball&#146;s most respected agent-attorneys&quot; (USA Today) and is one of the nation&#146;s premier motivational speakers and negotiations experts. <BR>

Table of Contents

Negotiation
1(26)
I Win-You Lose Negotiation: An Exercise in Flawed Logic
27(18)
Win-win Negotiation
45(18)
The Three Ps: And the Big L
63(26)
Prepare ... or Else
89(28)
Probe, Probe, Probe
117(22)
Propose---But Not Too Fast: Getting the Other Side to Go First
139(24)
Difficult Negotiators
163(28)
Negotiating from Weakness
191(18)
Unlocking Deadlocks
209(28)
Building Relationships
237(20)
Putting It All Together
257(10)
The Portable Negotiator: Put the Power of Nice in Your Pocket
267(12)
Index 279

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