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The power of nice: how to negotiate so everyone wins – especially you! By Ronald M. Shapiro and Mark A. Jankowski, 268 pp. New York: John Wiley & Sons Inc. Revised Edition 2001. Paperback edition US $ 19.95 By Fareeha Qayoom

By Fareeha Qayoom

The power of nice: how to negotiate so everyone wins – especially you! By Ronald M. Shapiro and Mark A. Jankowski, 268 pp. New York: John Wiley & Sons Inc. Revised Edition 2001. Paperback edition US $ 19.95

the power of nice

O

ne of the most successful dealmakers in the sports industry presents his unique negotiating strategies. He never forgets that treating people with respect and fairness is the key to success. Anyone who is faced with making 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 – will find The Power of Nice to be a very helpful guide. 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.

Herb Cohen Author, “You can negotiate anything,” says this about the book. “In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski has 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.”

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.” ■

This article was originally published in the print edition of the “The Knit-Xtyle Fashion Review,” Tkfr issue 13, January 2006

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Fareeha Qayoom
Fareeha Qayoom
Publisher and editor-in-chief of Tkfr.com and former print editions of The Knit-Xtyle Fashion Review (tkfr), a trade newsletter for the textile and apparel industry of Pakistan. In short, Publisher, editor, and a blogger. In addition, she has served as Managing Editor of MIT Technology Review Pakistan, print and web editions (2015-16). Total of 7 editions were published under her leadership by ITU, Punjab's first public technology university under the license of MIT Technology Review (USA). She has also managed Value Mag in the same capacity, a real estate and lifestyle magazine for Value TV - 2008-9. Published freelancer for The News on Sunday 1994-96. Fareeha has over 21 years of solid management experience – of managing brands (like Harley Davidson, Munsingwear, Chaps, Chaps Ralph Lauren etc.,), Retailers (like Target, Mervyns, Kohl's, Marks and Spencer etc.,), customers (VPs, Product Managers, Unit Managers, and Buyers), and products (apparel - woven, knits, men's, women's, children's, Print and online publishing units), projects, teams, and processes, information, content, and data, staff, vendors, and time. Versatile and adaptable with international exposure, communication and language skills (oral and written), and a consistent track record of achieving company targets and objectives, plus a MA in Political Science from Punjab University, a MSc in Economics from La Salle University, Louisiana, USA, and a BA in Economics from Kinnaird College for Women.

1 Comment

  1. More reading?

    Books
    http://www.tkfr.com/?cat=28

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