Ronald M. Shapiro - The Power of Nice: How to Negotiate So Everyone Wins - Especially You!

Shapiro eschews the academic winwin style for the more practical WINwin approach which enables proficient negotiators to achieve beneficial results for themselves while simultaneously satisfying the basic interests of the persons on the other side. This is especially critical when on-going relationships are involved.

Charles B. Craver, Author of The Art of Negotiation in the Business World, Freda H. Alverson Professor of Law, George Washington Law School

The Power of Nice offers essential tools that empower every negotiator. Shapiro's systematic approach to negotiations is easy-to-follow with classic and updated case studies throughout the book.

Melanie Allison, DNP, RN, ACNP-BC, Vanderbilt University School of Nursing Faculty

In The Power of Nice, the elusive elements of the art of negotiation are broken down and explained to all in a concise, practical, and lively manner. Ron's sharing his career of negotiating makes us all better.

Randy Levine President, New York Yankees Of Counsel, Jackson Lewis P.C.

This book, and the principles espoused within it, have helped me in innumerable difficult conversations and discussions with faculty. The book has guided me towards being able to say either yes or no in a way that strengthens the professional relationship, underscores the person's value to the organization, and serves as a foundation for their career growth. Ron convincingly demonstrates how the essential elements of preparation, engagement, and personalization.and truly listeningare to getting to a mutual win. His concepts move the negotiation from a one-time battle for supremacy, to a long-term conversation and a platform for collaboration and success.

Justin C. McArthur, MBBS, MPH, FAAN, Director, Department of Neurology, Johns Hopkins University School of Medicine; Neurologist-in-chief, the Johns Hopkins Hospital; Chair, School of Medicine Professorial Promotions Committee

I have religiously used Ron's systematic approach for over two decades, and after reading this revised edition, I am not surprised to discover that even I can take my negotiation skills to a higher level.

Steve Mosko, President, Sony Pictures Television

Ron goes beyond the practicalities of negotiating and shows how his philosophy of building strong relationships and paying attention to detail has an enormous impact on being successfuland not just in business.

Irina Pavlova, President, Onexim Sports and Entertainment Holding USA, Inc.

The new tools and stories in this updated edition of The Power of Nice demonstrate that Ron perfects his craft by practicing what he preaches. Anyone seeking to become a better negotiator should read this book!

Eduardo DeJesus Rodriguez, MD, DDS, Helen L. Kimmel Professor of Reconstructive Plastic Surgery, Department of Plastic Surgery (Chair), NYU Langone Medical Center

Cover design: Wiley

Copyright 2015 by Shapiro Negotiations Institute. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with the respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor the author shall be liable for damages arising herefrom.

For general information about our other products and services, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993, or fax (317) 572-4002.

Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

ISBN 978-1-118-96962-5 (cloth);

ISBN 978-1-118-96963-2 (ebk);

ISBN 978-1-118-96966-3 (ebk)

To four generations of family:

My father, who was the exemplar in my life for the power of nice, and my mother, for always being there to support my endeavors with her love;

My darling wife, Cathi, for her guidance, wisdom, and love;

And my children and grandchildren, who never let a day pass without reminding me of the importance of living with the Power of Nice.

By Ambassador Charlene Barshefsky

When I was Bill Clinton's chief trade negotiator, the United States Trade Representative, we negotiated over 300 market-opening trade and investment agreements across the globe. And as a private practitioner, I've negotiated countless agreements for both U.S. and foreign clients. Over the years, Ron Shapiro and I would always compare notes. His were more valuable.

I have been a Shapiro disciple for a very long time. The Power of Nice reminds us that negotiations are as much psychology and human interaction as substance and deal points. Understanding the other side's needs, concerns, and limitations, watching carefully, listening actively, and being agile enough to act as problem solver for both sides, is easily as critical as preparing your own substantive position and game plan. The goal is to bring home a great deala durable dealfor your clients or your business, not no deal because you couldn't get along with the other side. And it is not making a deal that looks good on paper but will never be implemented because you played gotcha once too often. Parents are often fond of reminding their kids that what goes around comes around. Good advice. Purposeful and nice can and ought to coexist. Ron's very success is a testament to that.

The lessons contained in The Power of Nice, whether big or small, are invaluable. Take, for example, one of Ron's tactical tips on the pitfalls of restating your position. One of my earliest negotiations with the Japanese concerned telecommunications infrastructure. I explained the U.S. position, my Japanese counterparts listened intently, and weresilent. Thinking that they did not fully understand our concerns, I slowly repeated what I had said. They listened carefully, more time went byand again, silence. I was just about to give it a third try, when a young staffer passed me a note of four words: Ambassador BarshefskyStop talking. Why? Because Ron is right. Almost nothing is ever said precisely the same way twice, let alone three times. In fact, as