The power of nice : how to negotiate so everyone wins--especially you! /
Shapiro, Ronald M.
The power of nice : how to negotiate so everyone wins--especially you! / Ronald M. Shapiro and Mark A. Jankowski with James Dale. - New York : Wiley, c1998. - xiv, 268 p. : ill. ; 24 cm.
Includes index.
Negotiation -- I win, you lose negotiation (an exercise in flawed logic) -- Win-win negotiation -- Three Ps (and the big L) -- Prepare or else -- Probe, probe, probe -- Propose but not too fast: getting the other side to go first -- Difficult negotiators -- Negotiating from weakness -- Unlocking deadlocks -- Building relationships -- Portable negotiator: put the power of nice in your pocket. [ch]. 1. [ch]. 2. [ch]. 3. [ch]. 4. [ch]. 5. [ch]. 6. [ch]. 7. [ch]. 8. [ch]. 9. [ch]. 10. [ch]. 11. [ch]. 12.
0471293776 (pbk. : alk. paper) 9780471293774
98021033
Negotiation in business.
Business & Management
Sales & marketing
Business negotiation
658.4052
The power of nice : how to negotiate so everyone wins--especially you! / Ronald M. Shapiro and Mark A. Jankowski with James Dale. - New York : Wiley, c1998. - xiv, 268 p. : ill. ; 24 cm.
Includes index.
Negotiation -- I win, you lose negotiation (an exercise in flawed logic) -- Win-win negotiation -- Three Ps (and the big L) -- Prepare or else -- Probe, probe, probe -- Propose but not too fast: getting the other side to go first -- Difficult negotiators -- Negotiating from weakness -- Unlocking deadlocks -- Building relationships -- Portable negotiator: put the power of nice in your pocket. [ch]. 1. [ch]. 2. [ch]. 3. [ch]. 4. [ch]. 5. [ch]. 6. [ch]. 7. [ch]. 8. [ch]. 9. [ch]. 10. [ch]. 11. [ch]. 12.
0471293776 (pbk. : alk. paper) 9780471293774
98021033
Negotiation in business.
Business & Management
Sales & marketing
Business negotiation
658.4052