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

In a remarkable fifty-year career as a negotiations expert, sports agent, New York Times bestselling author, attorney, business leader, and educator, Ron Shapiro has discovered that people from all walks of life can make deals that achieve their goals if they embrace the systematic approach built on his philosophy, "the power of nice."

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 tells us, a major strike against effective negotiating, and can–and should–be avoided. By using a systematic approach that focuses on making the deal and keeping strong relationships, ultimate gain can still be yours: "You can be 'a nice person' 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."

In this revised and updated edition of the renowned classic The Power of Nice, 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 lays out the steps of his Systematic Approach, The Three Ps: Prepare-Probe-Propose.

Learn how to use the process to empower yourself in negotiations. Regardless of your level of experience or the extent of your confidence, you will feel more empowered by learning from this revised edition about:

• An expanded view of the applicability of negotiation skills to a broad array of business and life challenges
• A more precise understanding of the concept of WIN-win, and
• A new streamlined version of the Preparation Checklist

This is a must-read for anyone who has to make a deal, whether you are negotiating with a customer or client, a boss or government official, a partner or a corporate titan.

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