The Power of Nice: How to Negotiate So Everyone Wins - Especially You!, Third Edition by Ronald M. Shapiro -- Read -- Imperial Library of Trantor

Index

Cover 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

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