Mark A. Jankowski Books

One of the most successful dealmakers in the sports industry presents unique negotiating strategies. The lessons learned and methods used should be required reading for anyone whose business relies on negotiation. Respect and fairness are key to success. "In the field of negotiation, Ron Shapiro is regarded as the quintessence of class and integrity," says Herb Cohen. This book is filled with anecdotes and insights, making it essential for building long-term, mutually profitable relationships. Ron Shapiro, a corporate lawyer and respected sports agent, has worked with baseball legends like Cal Ripken, Jr. and Kirby Puckett. Rising to the top in a competitive field, he succeeded by being a nice guy. Along with business partner Mark Jankowski, a negotiations expert, Shapiro reveals how anyone can achieve their goals through the "power of nice." They have shared their insights with Fortune 500 companies, entrepreneurs, and government agencies. While many negotiators adopt a hardball approach, risking future opportunities, Shapiro and Jankowski advocate for a kinder method that fosters strong business connections. Their systematic approach, based on "the three Ps"—preparing, probing, and proposing—maximizes results. Supported by portable negotiation summaries, this book is essential for anyone needing to negotiate, whether with customers, teenagers, or in travel situations.