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- catalog abstract ""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. 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.""--BOOK JACKET. "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."--Jacket.".
- catalog contributor b11020375.
- catalog contributor b11020376.
- catalog contributor b11020377.
- catalog created "c1998.".
- catalog date "1998".
- catalog date "c1998.".
- catalog dateCopyrighted "c1998.".
- catalog description ""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. 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.""--BOOK JACKET. "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."--Jacket.".
- catalog description "[ch]. 1. Negotiation -- [ch]. 2. I win, you lose negotiation (an exercise in flawed logic) -- [ch]. 3. Win-win negotiation -- [ch]. 4. Three Ps (and the big L) -- [ch]. 5. Prepare or else -- [ch]. 6. Probe, probe, probe -- [ch]. 7. Propose but not too fast: getting the other side to go first -- [ch]. 8. Difficult negotiators -- [ch]. 9. Negotiating from weakness -- [ch]. 10. Unlocking deadlocks -- [ch]. 11. Building relationships -- [ch]. 12. Portable negotiator: put the power of nice in your pocket.".
- catalog extent "xv, 268 p. :".
- catalog hasFormat "Power of nice.".
- catalog identifier "0471293776 (pbk. : alk. paper)".
- catalog isFormatOf "Power of nice.".
- catalog issued "1998".
- catalog issued "c1998.".
- catalog language "eng".
- catalog publisher "New York : Wiley,".
- catalog relation "Power of nice.".
- catalog subject "658.4/052 21".
- catalog subject "HD58.6 .S5 1998".
- catalog subject "Negotiation in business.".
- catalog tableOfContents "[ch]. 1. Negotiation -- [ch]. 2. I win, you lose negotiation (an exercise in flawed logic) -- [ch]. 3. Win-win negotiation -- [ch]. 4. Three Ps (and the big L) -- [ch]. 5. Prepare or else -- [ch]. 6. Probe, probe, probe -- [ch]. 7. Propose but not too fast: getting the other side to go first -- [ch]. 8. Difficult negotiators -- [ch]. 9. Negotiating from weakness -- [ch]. 10. Unlocking deadlocks -- [ch]. 11. Building relationships -- [ch]. 12. Portable negotiator: put the power of nice in your pocket.".
- catalog title "The power of nice : how to negotiate so everyone wins-- especially you! / Ronald M. Shapiro and Mark A. Jankowski with James Dale.".
- catalog type "text".