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Good Deals

3 simple steps to win-win negotiations.

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This story appears in the November 1998 issue of Business Start-Ups magazine.

Sports agent, attorney and chair of Shapiro Negotiations Institute LLC Ron Shapiro has negotiated half a billion dollars in contracts for clients such as Cal Ripken Jr., Dante Bichette and Jim Palmer. His secret to swinging successful deals? It's not playing hardball but simply being nice, as he and co-author Mark Jankowski reveal in The Power of Nice: How to Negotiate So Everyone Wins--Especially You! (John Wiley & Sons, $24.95, 800-225-5945). Here, Shapiro shares a three-step technique to get win-win results from any deal.

Business Start-Ups: How do you negotiate win-win deals?

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