Media Coverage

Negotiating "NICELY"

The two authors and co-founders of Baltimore-based Shapiro Negotiations Institute explain how negotiations can be used to create win-win situations for both parties in a dispute.

Developing relations lies at the heart of The Power of Nice®. "It's important to try to build relationships during the periods when you're not negotiating," says Shapiro, who is also a sports agent, corporate lawyer, educator and civic leader. Whether dealing with a union official, vendor executive or even store-level employees, often a simple phone call or invitation to lunch can be the key to building long-lasting relationships, which can be vital down the line.

"It's also important to remember that a win-win solution doesn't necessarily mean wimp-wimp," says Shapiro. Rather than simply compromising - with neither side feeling as though it has achieved its goals - negotiating parties should try to find a creative solution that is amenable to both sides. If a previous relationship does not exist, both parties should practice the three Ps: prepare by researching and understanding the other side's point of view, probe by asking questions and showing interest in their point of view, and propose a solution designed to bring both parties to an acceptable agreement.