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

One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." —Charles M. Cawley, Chief Executive Officer, MBNA America Bank, N.A. "In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. The Power of Nice is a fascinating and useful book that is a must read for anyone who wants to build long-term mutually profitable relationships." —Herb Cohen, Author, You Can Negotiate Anything "This book taught me everything I ever wanted to know about negotiation-and I use it everyday." —Kirby Puckett, Former All-Star Center Fielder and Executive Vice President, Minnesota Twins "Negotiation is not war. Negotiation is not a science. Negotiation is the commerce of information for ultimate gain." —from The Power of Nice Though not a science, negotiating is an art, and in this eye-opening new book, a true master shares his secrets and strategies for success. Ron Shapiro is a corporate lawyer, teacher, and, in what is almost a contradiction in terms, one of today's most respected sports agents. He has worked with baseball's biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. Rising to-and remaining at-the top of a competitive pool filled with smooth-talking, "sleazeball" sharks, he has succeeded by being, of all things, a nice guy. Now, along with his business partner, lawyer, lecturer, and negotiations expert, Mark Jankowski, Shapiro reveals how anyone who sits down to make a deal can get what they want by exercising the surprising "power of nice." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies. 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 and Jankowski tell us, a major strike against effective negotiating, and can-and should-be avoided. By using a kinder, gentler approach that focuses on forming-and keeping-strong business connections, ultimate gain can still be yours: "You can be 'a nice guy' 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." Drawing on their vast experience in win-win negotiating, as well as such essentials as managing tough situations, handling difficult negotiators, and unlocking deadlocks, the authors take you, step-by-step, through a systematic approach that, when repeated and mastered, will maximize results. Based on "the three Ps," it consists of: 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, but still achieving what you want. 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.

Business & Money

Dale, Jim

Shapiro, Ronald M.

Jankowski, Mark A.

Management & Leadership

John Wiley&Sons, Inc.

Women often share a special bond that starts with secret giggles in childhood and lasts, well, forever. In The Two of Us, authors Ellen Small and Jim Dale pay tribute to those special relationships between girlfriends of every age. The Two of Us helps girlfriends tell each other just how they feel about their most special alliance. In this delightful gift book, they'll find touching words about the true meaning of friendship and photographs that evoke a spirit of warmth and camaraderie. The two of us . . . * cry at TV commercials about reunions . . . but would never admit it to anyone else. * can eat a party-size bag of M and M's in one sitting. * have a sense when things will go on sale. * love dancing and would dance with each other if it wasn't so queer.

The Two Of Us A Book Of Friendship

Dale, James

Small, Ellen

Schapiro, Sara

Parenting & Relationships

Andrews McMeel Publishing

Captures lessons shared between teachers and students, many with the roles reversed.

The Two of Us: My Teacher and I

Education & Teaching

Schools & Teaching

Eragon (Inheritance, Book 1)

Fifteen-year-old Eragon believes that he is merely a poor farm boy - until his destiny as a Dragon Rider is revealed. Gifted with only an ancient sword, a loyal dragon, and sage advice from an old storyteller, Eragon is soon swept into a dangerous tapestry of magic, glory, and power. Now his choices could save - or destroy - the Empire. "An authentic work of great talent." -- The New York Times Book Review "Christopher Paolini make[s] literary magic with his precocious debut." -- People "Unusual, powerful, fresh, and fluid." -- Booklist, Starred "An auspicious beginning to both career and series." -- Publishers Weekly A New York Times Bestseller A USA Today Bestseller A Book Sense Bestseller

Harry Potter and the Sorcerer's Stone (Harry Potter, #1)

Children's Books

Rowling.J.K.

Action & Adventure

Listening Library

Read by Jim Dale 8 hours 17 minutes, 6 cassettes Harry Potter has no idea how famous he is. That's because he's being raised by his miserable aunt and uncle who are terrified Harry will learn that he's really a wizard, just as his parents were. But everything changes when Harry is summoned to attend an infamous school for wizards, and he begins to discover some clues about his illustrious birthright. From the surprising way he is greeted by a lovable giant, to the unique curriculum and colorful faculty at his unusual school, Harry finds himself drawn deep inside a mystical world he never knew existed and closer to his own noble destiny.

Science Fiction & Fantasy

The story of the prickly friendship between Baltimore Orioles pitcher Jim Palmer and team manager Earl Weaver recalls their frequent bouts of shouting, threats, pouting, and more that marked their record-making professional relationship. 100,000 first printing.

Together We Were Eleven Foot Nine: The Twenty-Year Friendship of Hall of Fame Pitcher Jim Palmer and Orioles Manager Earl Weaver

Palmer, Jim

Biographies & Memoirs

ANDREWS MCMEEL PUB.

The cartoon humor in this collection centers around the absurdly hectic life of a permanently frazzled working woman who represents the antithesis of the too-together, dressed-for-success woman

The Working Woman Book: Or--How to Be Everything to Everyone

Humor & Entertainment

Dale, Barbara

Humor

Designed to generate impulse sales, titles in this line are carefully balanced for gift giving, self-purchase, or collecting. Little Books may be small in size, but they're big in titles and sales.

Gb Happy Birthday...In Dog Years Dale

Reference

The Joys of Motherhood

Comics & Graphic Novels

Comic Strips

Scapino; One Act

Jim Dale

Frank Dunlop

Dunlop, Frank

Dramatic Pub. Co.

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