Whether you’re asking for a raise, selling but holding your price, ending a relationship, or talking to children about divorce, success is predicated on planned, effective communication. Yet, most people fail to properly prepare their message. A veteran corporate attorney, sports agent, and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, Shapiro shares the bulletproof system of scripting he calls the Three D’s: Draft, Devil’s Advocate, Deliver. Illustrating his methods with fascinating real-life stories and helpful scripts, he walks readers through the process of creating an effective message, preparing for counterarguments, and delivering the results with confidence and grace. Applicable across a broad range of situations, Perfecting Your Pitch empowers us to get the results we want.
Over the course of a forty-year career in the worlds of law, sports, business, and politics, Ron Shapiro has worked with and advised an incredible variety of people. What he’s found is that the secret ingredient for getting into the winner’s circle is simply the discipline of methodical preparation: that old-school, step-by-step way of having all your ducks in a row, whether you are an executive getting ready to do a deal or make a speech; a pitcher studying the traits of opposing hitters and keeping a meticulous notebook of their strengths and weaknesses; an international trade negotiator who knows all about the issues and the people on the other side before sitting down at the table; or a surgeon who rehearses like a classical musician. Deep down, you know you should do it. But how often do you wing it and fly by the seat of your pants because “Gosh, I don’t have time . . . I’ve done this before . . . I know what I’m doing”? It is obvious that you have to get ready for whatever game you’re playing, but all too frequently methodical preparation is the missing ingredient in today’s world of instant analysis, easy access to information, and glibness that sounds good at first but is unconnected with the reality at hand. In Dare to Prepare, successful people such as wine guru Robert Parker, investment legend Bill Miller, pianist Leon Fleisher, Goldman Sachs partner Lisa Fontenelli, broadcaster Bob Costas, firefighter Ann Marie Tierney, New York Mets manager Willie Randolph, and many others share the way they apply discipline in preparing for career-changing games, deals, meetings, and interviews. Cal Ripken Jr. played thousands of games in the major leagues but prepared for each like it was his first. NPR host Liane Hansen has interviewed countless people but approaches each interview with the same meticulous research time and time again. Make sure there are no slips “twixt cup and lip” as you get ready for your next personal or professional challenge by daring to prepare.
The impossible people who make life’s journey so difficult are everywhere—at the office, in restaurants, on airplanes, living next door, members of your own family. They’re . . . • your “nothing is ever good enough” boss • the “no price is ever low enough” client • the next-door neighbor who redefines the meaning of paranoia • the maître d’ who looks through you as if you don’t exist • the father-in-law who you know is always thinking about how much better a life his Janey or Joey would have if only married to someone other than you Ron Shapiro and Mark Jankowski give you a simple and highly effective 4-point plan for dealing with all of them and more—N.I.C.E. Their system shows you how to neutralize your emotions so you don’t just react but act purposefully and wisely. It enables you to identify the type of bully, tyrant, or impossible person you’re facing—the situationally difficult (something has happened that turns an otherwise reasonable person into a temporary terror); the strategically difficult (she has empirical evidence that being difficult is a strategy that gets results); or simply difficult (being difficult is his 24/7 M.O.). Then you’ll learn how to shape the outcome by controlling the encounter and, finally, how to get “unstuck” by exploring your options. Using colorful stories from all walks of life— “He called me the scum of the earth and it went downhill from there,” “First, lock all your vendors in a small room,” and “The boss from hell”—the authors bring their lessons to life, from business life to family life.
Over the course of a forty-year career in the worlds of law, sports, business, and politics, Ron Shapiro has worked with and advised an incredible variety of people. What he’s found is that the secret ingredient for getting into the winner’s circle is simply the discipline of methodical preparation: that old-school, step-by-step way of having all your ducks in a row, whether you are an executive getting ready to do a deal or make a speech; a pitcher studying the traits of opposing hitters and keeping a meticulous notebook of their strengths and weaknesses; an international trade negotiator who knows all about the issues and the people on the other side before sitting down at the table; or a surgeon who rehearses like a classical musician. Deep down, you know you should do it. But how often do you wing it and fly by the seat of your pants because “Gosh, I don’t have time . . . I’ve done this before . . . I know what I’m doing”? It is obvious that you have to get ready for whatever game you’re playing, but all too frequently methodical preparation is the missing ingredient in today’s world of instant analysis, easy access to information, and glibness that sounds good at first but is unconnected with the reality at hand. In Dare to Prepare, successful people such as wine guru Robert Parker, investment legend Bill Miller, pianist Leon Fleisher, Goldman Sachs partner Lisa Fontenelli, broadcaster Bob Costas, firefighter Ann Marie Tierney, New York Mets manager Willie Randolph, and many others share the way they apply discipline in preparing for career-changing games, deals, meetings, and interviews. Cal Ripken Jr. played thousands of games in the major leagues but prepared for each like it was his first. NPR host Liane Hansen has interviewed countless people but approaches each interview with the same meticulous research time and time again. Make sure there are no slips “twixt cup and lip” as you get ready for your next personal or professional challenge by daring to prepare.
One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." —Charles M. Cawley, Chief Executive Officer, MBNA America Bank, N.A. "In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have 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." —Herb Cohen, Author, You Can Negotiate Anything "This book taught me everything I ever wanted to know about negotiation-and I use it everyday." —Kirby Puckett, Former All-Star Center Fielder and Executive Vice President, Minnesota Twins "Negotiation is not war. Negotiation is not a science. Negotiation is the commerce of information for ultimate gain." —from The Power of Nice 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. He has worked with baseball's biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. 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." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies. 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." 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. Supported by invaluable "portable" negotiation summaries-so you can take the "power of nice" with you-this is must reading for anyone who has to make 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.
The impossible people who make life’s journey so difficult are everywhere—at the office, in restaurants, on airplanes, living next door, members of your own family. They’re . . . • your “nothing is ever good enough” boss • the “no price is ever low enough” client • the next-door neighbor who redefines the meaning of paranoia • the maître d’ who looks through you as if you don’t exist • the father-in-law who you know is always thinking about how much better a life his Janey or Joey would have if only married to someone other than you Ron Shapiro and Mark Jankowski give you a simple and highly effective 4-point plan for dealing with all of them and more—N.I.C.E. Their system shows you how to neutralize your emotions so you don’t just react but act purposefully and wisely. It enables you to identify the type of bully, tyrant, or impossible person you’re facing—the situationally difficult (something has happened that turns an otherwise reasonable person into a temporary terror); the strategically difficult (she has empirical evidence that being difficult is a strategy that gets results); or simply difficult (being difficult is his 24/7 M.O.). Then you’ll learn how to shape the outcome by controlling the encounter and, finally, how to get “unstuck” by exploring your options. Using colorful stories from all walks of life— “He called me the scum of the earth and it went downhill from there,” “First, lock all your vendors in a small room,” and “The boss from hell”—the authors bring their lessons to life, from business life to family life.
Whether you’re asking for a raise, selling but holding your price, ending a relationship, or talking to children about divorce, success is predicated on planned, effective communication. Yet, most people fail to properly prepare their message. A veteran corporate attorney, sports agent, and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, Shapiro shares the bulletproof system of scripting he calls the Three D’s: Draft, Devil’s Advocate, Deliver. Illustrating his methods with fascinating real-life stories and helpful scripts, he walks readers through the process of creating an effective message, preparing for counterarguments, and delivering the results with confidence and grace. Applicable across a broad range of situations, Perfecting Your Pitch empowers us to get the results we want.
No institution is as critically important to America's security. No American institution is as controversial. And, after the White House, Congress, and the Supreme Court, no institution is as powerful. Yet until now, no book has presented the full story of the FBI from its beginnings in 1908 to the present... The Bureau The Secret History of the FBI Based on exclusive interviews-including the first interview with Robert Mueller since his nomination as director-The Bureau reveals why the FBI was unprepared for the attacks of September 11 and how the FBI is combating terrorism today. The book answers such questions as: Why did the FBI know nothing useful about al-Qaeda before September 11? What is really behind the FBI's more aggressive investigative approaches that have raised civil liberties concerns? What does the FBI think of improvements in airline security? How safe does the FBI think America really is? An Award-winning investigative reporter and New York Times bestselling author of Inside the White House, Ronald Kessler answers these questions and presents the definitive history of the Federal Bureau of Investigation. The Bureau reveals startling new information-from J. Edgar Hoover's blackmailing of Congress to the investigation of the September 11th attacks.
Psychology: The Science of Mind and Behaviour is here with a new, fully updated and revised third edition. Bringing new developments in the field and its renowned pedagogical design, the third edition offers an exciting and engaging introduction to the study of psychology.This book’s scientific approach, which brings together international research, practical application and the levels of analysis framework, encourages critical thinking about psychology and its impact on our daily lives. Key features: Fully updated research and data throughout the book as well as increased cross cultural referencesRestructured Chapter 3 on Genes, Environment and Behaviour, which now starts with a discussion of Darwinian theory before moving on to Mendelian geneticsCore subject updates such as DSM-5 for psychological disorders and imaging techniques on the brain are fully integratedRevised and updated Research Close Up boxesCurrent Issues and hot topics such as, the study of happiness and schizophrenia, intelligence testing, the influence of the media and conflict and terrorism are discussed to prompt debates and questions facing psychologists todayNew to this edition is Recommended Reading of both classic and contemporary studies at the end of chapters Connect™ Psychology: a digital teaching and learning environment that improves performance over a variety of critical outcomes; easy to use and proven effective. LearnSmart™: the most widely used and intelligent adaptive learning resource that is proven to strengthen memory recall, improve course retention and boost grades. SmartBook™: Fuelled by LearnSmart, SmartBook is the first and only adaptive reading experience available today.
This proceedings volume, the sixteenth in a biannual series, presents a snapshot of the state of current research worldwide on Electron Cyclotron Emission (ECE) and Electron Cyclotron Resonance Heating (ECRH) and related technologies. The papers address the physics, both theory and experiment, of ECE and ECRH. The technologies of high power millimeter-wave sources ? gyrotrons ? and transmission lines and launchers are included. The focus is on physics and technology relevant to the research and development of nuclear fusion.
An enlightening look at shame and guilt and their relationship to the development and treatment of alcoholism and chemical dependency. Experienced alcoholism counselors offer proven strategies for resolving these feelings that are so deeply entangled in the development and perpetuation of alcoholism.
This volume is based in part upon the proceedings of the Calcium Theme held during the 67th Annual Meeting of the Federation of American Societies for Experimental Biology, which took place in Chicago, AprillO-lS, 1983. The American Society for Pharmacology and Experimental Therapeutics had the primary responsibility for organizing the scientific program with the assistance of other member societies, including the American Physiology Society, American Association of Pathologists, and American Institute of Nutrition. The purpose of the Calcium Theme was to review progress in the diverse areas of investigation bearing on the ubiquitous role of calcium in biological systems. In addition to contributions from those participating in the Theme, this volume also includes a number of invited papers that were added to fill certain voids in topics covered. The authors were selected because they are investigators active in the mainstream of their particular research area, possessing the acumen to analyze cogently not only their own recent findings but also to relate these findings to their respective area. New information as well as reviews of current concepts generally highlight the individual contributions. Undoubtedly, some readers may argue with the emphasis made and/or the conclusions reached on individual topics. In such cases, other volumes will hopefully provide a forum for alternative points of view. Due to the broad scope of subjects covered and the large number of contributions, the papers have been arranged in three sections.
Expertly bridging the gap between basic science and clinical information, Williams Textbook of Endocrinology, 14th Edition, brings together an outstanding collection of world-renowned authors to provide authoritative discussions of the full spectrum of adult and pediatric endocrine system disorders. New chapters and significant revisions throughout keep you up to date with recent advances in medications, therapies, clinical trials, and more. This essential reference is a must-have resource for endocrinologists, endocrine surgeons, gynecologists, internists, pediatricians, and other clinicians who need current, comprehensive coverage of this multifaceted field. Up to date with recent advances in medications, therapies, and clinical trials. Provides state-of-the-art coverage of diabetes, metabolic syndrome, metabolic bones disorders, obesity, thyroid disease, testicular disorders, newly defined adrenal disorders and much more - all designed to help you provide optimal care to every patient. Contains new chapters on Global Burden of Endocrine Disease, Navigation of Endocrine Guidelines, and Transgender Endocrinology. Includes significant updates to the Diabetes section, including a new chapter on Physiology of Insulin Secretion and greater coverage of Type 2 Diabetes. Presents current information in a highly illustrated, user-friendly format for quick reference.
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