Media Coverage

The Power of Nice

BY NORA WOOD

A successful sports agent who believes in being nice? Ron Shapiro, the representative for such household names as Cal Ripken Jr. and Jim Palmer, details in The Power of Nice: how to negotiate deals and still be able to live with yourself. In this step-by-step approach, [ Shapiro and co-author, Mark Jankowski] outline the essential elements of nice negotiations: Prepare, Probe, and Propose. At its core, this method stresses that the best way to get what you want is to help the other side get what they want. Full of stories and examples, this book is a valuable read for both veteran and novice salespeople.

Shapiro is founder of Shapiro Negotiations Institute and Jankowski conducts negotiation seminars for this organization.