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The Power of Nice: How to Negotiate So Everyone Wins - Especially You! Paperback – September 24, 2001


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Product Details

  • Paperback: 304 pages
  • Publisher: Wiley; Revised Edition edition (September 24, 2001)
  • Language: English
  • ISBN-10: 0471080721
  • ISBN-13: 978-0471080725
  • Product Dimensions: 6 x 0.9 x 9 inches
  • Shipping Weight: 13.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (32 customer reviews)
  • Amazon Best Sellers Rank: #48,286 in Books (See Top 100 in Books)

Editorial Reviews

Amazon.com Review

Anyone who is faced with making a deal--whether it be with a corporate adversary or a car salesman--will find The Power of Nice to be a very helpful guide through the potentially harrowing give-and-take that is, by definition, a regular part of the negotiating process. Packed with observations and anecdotes drawn from the experience of authors Ronald Shapiro and Mark Jankowski--partners in a negotiations seminar and consulting firm that counts baseball superstars Cal Ripkin Jr., Brooks Robinson, and Jim Palmer among its clientele--the book shows how to reorient the overall process from an exercise in antagonism to one in which everybody wins (but you win bigger). It is based on "the three Ps," which Shapiro and Jankowski describe as "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." All of the chapters, such as those on handling difficult competitors, bargaining from a position of weakness, eliminating obstacles, and building long-term relationships, are filled with checklists and exercises that help readers absorb the authors' suggestions and turn themselves into better negotiators. --Howard Rothman --This text refers to an out of print or unavailable edition of this title.

From Library Journal

To paraphrase Leo Durocher, nice guys don't always negotiate last. Written by a highly skilled negotiator and "respected sports agent," this informative book offers insights into the "three p'sApreparing, probing and proposing"Aof structuring a business deal. (LJ 9/1/98).
Copyright 1999 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

Customer Reviews

It was easy and fun to read.
Enigma
You will learn how to use the power of establishing a genuine personal relationship.
Arthur M. Monty Ahalt
I read the first chapter and was hooked.
Melissa S.

Most Helpful Customer Reviews

19 of 19 people found the following review helpful By Derek Newton on December 14, 2001
Format: Paperback
If you bought the book or are looking at this page, you either negotiate often or think your deal-making skills can use a boost.
There are many books out there that can help and I will admit I have not read them all. But The Power of Nice worked for me.
It has some very helpful suggestions that I am actually excited to try. The Power of Nice also has some interesting exercises and stories to break-up the book.
There's no doubt that The Power of Nice was worth the price and the time to read it. I must admit, it started slowly. But the good stuff is in there and (like a tough deal) you need to make yourself stick with it. It will pay off.
If nothing else, I feel like a stronger negotiator having read the book. It has given me more confidence and more ideas on how to be a winner in making deals and working with difficult people.
Believe me, it may not change your life, but it's worth your time to get it and read it. After all, your competition may already have it on their bookcase.
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16 of 16 people found the following review helpful By Mark Knapton on December 4, 1999
Format: Hardcover Verified Purchase
I've read many a book on sales and negotiation and The Power of Nice is by far the most informative book I have read to date. It provides ethical; eaisy to understand philosophies and strategies for anyone in sales who wants to build long-term WIN-win relationships with their clients. It's a must read for the beginning as well as seasoned sales professional.
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14 of 14 people found the following review helpful By Stephen Northcutt on December 18, 2006
Format: Paperback Verified Purchase
Becoming a better negotiator is in everyone's best interest so when one of my students recommended Power of Nice, I was pretty excited about ordering it from Amazon and put it in the queue to read. I really enjoyed the stories in this book. Shapiro has been there, done that in some of the biggest and toughest negotiations in the sports world. If you are a baseball fan, it will bring back memories. And I learned more from the stories than anything else.

I have read this book twice, the first time it didn't quite click and I have a theory why. The book's content is pretty good, but the layout is terrible. I just finished reading a book by Addison Wesley press that had at least 4 times the number of facts per page and power of nice and as always the information was laid out professionally; it helps me to absorb the material. There is another thing that is off putting is how the author keeps saying if you follow the principles in this book you'll get better results and more of what you want and similar. Hey, I already bought the book, quite selling. It reminded me of Richard with his Refuse to Lose's 9 principles in Little Miss Sunshine.

Another small problem and then I will start praising the book again. They use a lot of initials, for instance, the three Ps. Everyone who has ever read a business book knows the three Ps are product, price and positioning, but not here. The three Ps in power of nice are prepare, probe and propose.

However, I just came out of a fairly intense negotiation, I had read the entire book once and spent the days before the negotiation preparing. I let the other side propose first, I probed and I proposed. It all worked. So the book was certainly worth the $20.00 I paid for it and much, much more. And I did get better results and more of what I wanted so Shapiro has every write to claim that. I have not read a better book on negotiation, pick it up and deal with the layout already.
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6 of 6 people found the following review helpful By Phil on April 26, 2006
Format: Paperback Verified Purchase
This is a fun, entertaining, and enlightening read. At the same time, this book provides excellent content in a disciplined presentation that makes it accessible and applicable. So, if, like me, you rolled your eyes at the sight of the title, thinking this book would be just a bunch of fluff, you're in for quite a surprise.

This is a book of great substance that stresses a systematic approach to negotiations that's based on rationality, process, and decisive actions. The authors' emphasis on the need for systematic, behavior-based process is excellent. They underscore this point with a vivid example involving skydiving (pp. 63-66).

The core tenets of the philosophy are the "3 Ps and Big L" (overviewed in Ch. 4, with greater detail in Ch. 5-7):

* Prepare (Ch. 5)

* Probe (Ch. 6)

* Propose (Ch. 7)

* Listen

The 3 Ps represent the primary areas of the negotiating process; using good listening skills is an overarching principle that's essential throughout the process.

The discussion of how to deal with difficult negotiators is valuable (pp. 171-187). This section focuses on recognizing the emotional bait and teaches you how to avoid falling for trap. Don't take it personally, and don't make it personal. The authors provide concrete examples of typical emotional tactics and how best to respond to them to keep your emotions in check and adhere to the process.

The book concludes with an excellent ten-page section of worksheets that tie it all together (pp. 268-277). These worksheets encompass everything the book covers and serve as a ready-made tool that you can use and reuse in your negotiations.

I highly recommend this book. It's an excellent work that's particularly valuable to those in business. But, because "negotiating" applies to so many other things in life, just about anyone can benefit from its wisdom.
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6 of 6 people found the following review helpful By Ilaxi S. Patel on May 21, 2004
Format: Paperback
Everything's Nice about this Book as it teaches to Negotiate leading to be a winner. The Power of Nice works striking, suggestive ways to deal and negotiate the power skills of Negotiating in supportive mutual environment. The books by Ronald Shapiro and Mark has proven methods of Give n Take Dealing in business and offers a helpful guide for negotiations. The three Ps - Preparing, probing and proposing are the three factors detailed by the authors that prepares for the deal, probing i.e. what they want and is required to deliver and proposing is the stage when the deal fixes towards winning edge with the negotiating skills.The Book reveals observations and anecdotes with very good illustrations. John F. Kennedy's quote on "Let us never fear to negotiate. But let us never Negotiate out of fear" in the Negotiating chapter reveals that some people want to eat the whole cake! They fail in negotiations and refrain from being fair enough. They would raise ample questions in self interest like 'Why take a share of profit when I can take it all' Why can't I keep all commissions?' Why offer concessions?' Why negotiate when you can dictate?' and thus, the difficult Negotiater loses a second deal in future. Moreover, the authors teach negotiaters to be more Confident and possess knowledge which is power. When a person helps the other side to get what they want, automatically both the parties reach for a win win situation. The negotiating strategy here in this book gears for Niceness, the attitude to let others get what he wants in a deal and gain while in turn, the negotiater succeeds in dealing with the customer. In sectors like Insurance Business, I think 'Convincing' is also another part which the authors might have considered elaborating. However, A good book and a nice handy Guide for all people who want to reach out to their customers and strike the Deal.
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The Power of Nice: How to Negotiate So Everyone Wins - Especially You!
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