Table of Contents
Praise for The Power of Nice, Revised and Updated
Title Page
Copyright
Dedication
Foreword to the Revised Edition: You Can Be Nice, and Purposeful
Foreword to the First Edition: Can You Say “Agent” and “Nice” in the Same Sentence?
Acknowledgments
Introduction: Why Change What Works?
Chapter 1: Negotiation
“I'll Burn That Bridge When I Come to It”
Your First Deal
What Negotiation Isn't
Filling the Negotiator's Toolbox
What Negotiation Is
What Negotiation Can Be
Refresher
Chapter 2: I Win–You Lose Negotiation—An Exercise in Flawed Logic
Enemies and Entrenched Positions
Hit and Run
I'm Not One of Them, Am I?
At Least One Dissatisfied Party
Refresher
Chapter 3: WIN–win Negotiation
Myth and Reality
Achieving WIN–win
Good Deals Echo, They Lead to More Deals
WIN–win Is Not Wimp–Wimp
Roadblocks, Minefields, and Wisdom
Putting It Together
Refresher
Chapter 4: The Three Ps: A Systematic Approach
Prepare, Probe, and Propose
Refresher
Chapter 5: Prepare…or Else
Preparation: The Aerobics of Negotiation
How Prepared Are You for Your Negotiations?
The Numbers and Letters Game
The Numbers and Letters Game Continued…
How to Prepare (and How Not To)
The Preparation Checklist
A Case Study: The
Sur-Real
Sales Challenge
Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence)
Sources of Information
Refresher
Chapter 6: Probe, Probe, Probe
The Other Side Is Trying to Tell You How to Make the Deal
W.H.A.T.? The Probing Technique
The Don'ts—How Not to Probe
Listening
The Zoologist
Learning to Listen
Refresher
Chapter 7: Propose–But Not Too Fast: Getting the Other Side to Go First
Role Playing
Proposing for Real
The Three Rules Behind Propose
Making Counterproposals
Refresher
Chapter 8: Difficult Negotiators
…And the Award for Most Difficult Negotiator Goes To …
Dealing with the Difficult Negotiator (Without Becoming One)
Emotional Tactics—Nonemotional Responses
Challenging Personalities
Refresher
Chapter 9: Negotiating from Weakness
Perceived Weakness versus Real Weakness
Expand the Goals
Locate Allies
Never Let Them See You Sweat
Brainstorming
Refresher
Chapter 10: Unlocking Deadlocks
If Nothing Works, Change Something
Find Reasons to Agree
Get Creative
Objective Mechanisms
Sometimes No Deal Is the Best Deal
If Deal Fever Persists, Keep Saying “No”
Refresher
Chapter 11: Building Relationships
Today versus Tomorrow: How Long Is the Long Run?
A Relationship Tool: Bonding
The Meet-and-Bond Style
Rebonding
No Faux Bonding
Practice Makes Bonding
The Value of Relationships
Refresher
Chapter 12: Putting It All Together
The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves)
Refresher
Epilogue. : Nelson Mandela—When the Power of Nice Changed a Nation
Reinforcement Tools Link
For More Information
Post-Negotiation Assessment Questionnaire
Negotiator's Toolbox
Index
End User License Agreement
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Guide
Cover
Table of Contents
Foreword to the Revised Edition: You Can Be Nice, and Purposeful
Introduction
Begin Reading