About the AuthorWilliam J. Scarpino spent the first part of his career in executive corporate positions, where he honed his skills in lease and contract negotiations, internal negotiations, and employee-conflict resolutions. In 1996, Scarpino took his expertise in negotiation and mediation and founded Associates for Success LLC, a management consulting firm. He has taught negotiations courses at the University of Southern California and at the Institute of Corporate Real Estate, and he co-authored the book Corporate Real Estate. Scarpino holds an MBA from Loyola Marymount, sits on numerous boards, and has provided pro bono mediation services to Ventura County. He has served on and chaired the board of the National Association of Corporate Real Estate Executives. is goodreads free to read books Seven Secrets to WINNING without Losing a Friend
2 of 2 people found the following review helpful. This allows the reader to see how different tactics could easily produce better resultsBy MichaelSeven Secrets is very interesting in that it shows the reader how to dissect the elements everyday human interaction before any emotion or point of view is added. This allows the reader to see how different tactics could easily produce better results.All the elements discussed in this book are very familiar but shown in a different way with a simple step-by-step approach to achieve better results. This gives you the tools to enter a negotiation with different strategies and the ability to analyze the results in different ways.The importance of asking questions and in particular asking the right questions is essential to success. The ability to personalize the relationship to win support is a key tool. This is where working on personality counts. The art of knowing when and how to walk away, to concede defeat or to bluff, is essential. Problem-solving and creativity, always important skills, can be used in powerful new ways. These are just a few of the many elements and examples discussed in this book.The six fears in Secret Three are a reminder of some things you probably know and an eye-opener for other things you may not have thought of in this way. This book contains many, many real life examples of negotiating, that illustrate the points made and the recommendations very clearly.I recommend this book to anyone wants to better understand and improve their negotiating ability.2 of 2 people found the following review helpful. " Winning " is one of the best books of it's type that I have readBy Ed" Winning " is one of the best books of it's type that I have read . It easily compares with the well known ," The Art of the Deal". Mr. Scarpino has captured the essence of negotiating and demonstrates how, whether we realize it or not , it occurs in every facet of our lives .He breaks down the types of negotiations we all participate in in life , often without even realizing it , and describes the methods of winning those negotiations without even ruffling the opponents feathers . He identifies the various types of negotiations by the acronym RASP, which stands for Rivals , Acquaintances ,and Special People .He then lists numerous examples of how the principles of negotiation are effective in every type of negotiation, whether it is business ,with a boss or associate , a rival , a loved one such as a wife or significant other ,or one ofnumerous acquaintances we interact with every day .I have thoroughly enjoyed reading this book and have gained both insight and enlightenment from the techniques the author has outlined for all of us to benefit by in our daily lives . I truly wish it had been available earlier in my life .I highly recommend it to anyone as a "how to" deal with the continuous negotiations we all deal with in our daily lives .0 of 0 people found the following review helpful. How To Be Shrewd In Negotiations Without Being CynicalBy DaveI read Mr. Scarpino's book on Kindle and would purchase a hard copy of it for my adult children if it were available.Much of what he says sounds like common sense. But, having been in negotiations, I probably wouldn't have thought of doing many of the things he recommends. He emphasizes extensive preparation -- both factual and knowing your adversary -- and numerous strategies for various negotiating conditions. Good, practical advice.I came away with the impression that there is a Machiavellian element to his approach, but perhaps that's not bad if the result is an optimal outcome for both parties. Being shrewd is a favorable attribute in bargaining, particularly if is being smart, not just cynical. And he IS concerned about how each side thinks about the final result. As he notes, you never know when you might be sitting across the table (including the kitchen table) from that person again. Character counts.The book is somewhat repetitive, but, as he says, it is an important technique in negotiating to state your position clearly and repeatedly, so perhaps he was using the same technique to drive home his points.Overall, I got a great deal from the book and would recommend it to anyone wanting a roadmap to successful negotiations.