The Power of Nice: How to Negotiate so Everyone Wins – Especially You!: ULI Washington Trends 2016
Drawing on his unparalleled experiences from the worlds of law, sports, business, and community leadership, as well as in dealing with issues common to us all, Shapiro will touch on how to get what you want while building stronger relationships. Many dealmakers who play hardball by assuming a winner-take-all attitude risk alienating the party opposite them at the negotiating table, thereby losing out on future opportunities. By understanding the needs and issues of others through listening, and using his Systematic Approach: the 3P’s, Prepare-Probe-Propose, you will improve your powers of persuasion and build relationships even in the most challenging situations.
• Ron Shapiro, Co-Founder and Chairman, Shapiro Negotiations Institute