SNI Give-Away Treat!

Jeff Cochran


SNI is giving away one spot to our upcoming invitational seminar in Baltimore on December 18th! To win this $650 value  enter via the Rafflecopter below. You can enter multiple ways (today and tomorrow!) and the more you enter the more likely you are to win! One winner will be drawn at random and announced on Monday, November 3rd! Good Luck!


This highly interactive invitational seminar is conducted in an educational and engaging format highlighting the three vital elements of SNI’s process: Prepare, Probe and Propose. You will learn a straightforward, systematic approach to Negotiation and Influencing, applying SNI’s philosophy that “the best way to get what you want is to help the other side get what they want.”

Attend this full-day seminar and you will:

  • Eliminate bad habits that lead to Win-Lose and Lose-Lose Outcomes
  • Learn to do deals that build relationships that lead to more deals
  • Learn a seven-step process vital for effective preparation
  • Develop skills to increase confidence in negotiations
  • Learn four key probing questions to find out what the other side really wants
  • Develop a system for breaking deadlocks by obtaining vital information
  • Utilize new tools to overcome the probe-resistant negotiator
  • Learn the three fundamental rules for proposing deals
  • Overcome the fear of rejected proposals


DATE: Thursday, December 18, 2014
LOCATION: 5520 Research Park Drive, Baltimore, MD
TIMES: 8:30 a.m. – 4:30 p.m.
COST: $650 (Includes continental breakfast, lunch, a copy of the award-winning book, The Power of Nice, and all course-related materials)

You can enter by:

Leaving a Blog Comment

Liking SNI on Facebook

Following SNI on Twitter

Tweeting about the giveaway

Joining our LinkedIn Group

Subscribing to our DealCoach Newsletter

Enter all day today and tomorrow and come back on Monday to see if you won!


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5 of the Top Negotiation Tactics

Jeff Cochran


It’s not easy to become a top negotiator. It requires instruction and practice to become truly adept. Negotiations Training from experts in the field is a great catalyst for success in your career. However, there are certain negotiation tactics that enable people to succeed in the tensest negotiations, even with inadequate negotiation training. Read on to learn a few key methods for success.

  1. Know when to make the first offer. In most negotiations, you do not want to be the person making the first offer. Letting the other side set the starting point will give you an idea of what their goal might be and will usually give you the upper hand. However, there are some cases in which you might want to move first; the trick is to recognize those rare cases when they arise. This is where negotiations training from Shapiro Negotiations can make the difference between success and a failure to close the deal.
  1. Provide reasonable counter offers. Most people have seen how negotiations go in movies: two people both shouting unreasonable numbers at one another until they somehow come to an agreement, or else the situation devolves into violence. In actual negotiations, countering with unreasonable offers will rarely help improve your hand.
  1. Be prepared for aggressive tactics. Some negotiators rely on hyperaggressive tactics, hoping to intimidate their counterparts to win the negotiation. Be prepared for insults, backhanded comments, and attempts to get underneath your skin. While these strategies are immature, you will likely come across them a few times in your career.
  1. Ask questions. Learn about the people sitting across the table from you. If they are pushing back against what seems to be a mutually beneficial agreement, ask why. This will give you an insight into their motives and goals and will open the communication lines between you and your opponent, hopefully leading to a fruitful conclusion.
  1. Come prepared. Research your opponent’s company to find out what its background is, how it has grown, what its goals are, and how it stands to benefit from your negotiation. If possible, research your fellow negotiator, as well, to learn his or her tactics, demeanor, and character. The more information you have, the better the outcome will be for your company.

The Power of a Positive Attitude

Jeff Cochran


Having a positive attitude may sound a bit trite, but in truth, it has a noticeable effect on the quality of people’s work. Those who focus on the negative and allow setbacks to crush their spirits tend to produce less and lower quality work. Below are a few ways of encouraging positive outlooks in the workplace, according to negotiations training experts.

  • Smile more. As silly as it sounds, smiling more has been shown to increase people’s happiness. The simple action of smiling makes a person feel happier, and by “pretending” to be happy, you will find that you truly are. Smiling at other people will also provoke positive feelings. It will compel them to smile back and feel the same happiness as you.
  • Focus on the positive. This is a bit more difficult and requires some self-control. In everything that happens throughout the day, look for the positive and celebrate it. When you forgot to bring your lunch to work, celebrate that you have an excuse to eat junk food from the vending machine. There are two sides to every situation, and constantly looking for the good will ultimately result in a positive and more productive attitude.
  • Appreciate what you have. Recognize and count your blessings every day. You could always be in a worse position. Your peace and thankfulness will inspire your coworkers, and bring positivity into the workplace.
  • Affirm your coworkers. Everyone has gifts and talents, and everyone likes to be recognized for their work. Affirm your coworkers for their strengths, and help them to recognize their worth if their esteem is low. You can make people’s day by letting them know that they are appreciated, and that attitude of appreciation and affirmation will eventually spread to your coworkers, as well.
  • Set goals. Setting goals is a good way to make sure you are productive. Set daily goals, for you and your coworkers to ensure that everyone feels accomplished upon completing a project. The feeling of success will lead to increased positive feelings for everyone at your workplace.

How to Deal with Unpleasant People in Business

Jeff Cochran


They might have told you differently when you graduated high school, but the fact is that dealing with unpleasant people is a fact of life. Regardless of age, you will have to deal with difficult people in multiple roles and environments. In the business world, unpleasant people can be a particular problem. You may have to deal with the same problem every day, or they may be in an important position for the future of your company. SNI’s Conflict Resolution Training focuses on how Dealing with Difficult People. Learning a few tips for managing interactions with unpleasant people can make your life a lot easier and improve your business prospects.

  • Accept the problem. Some people are just awful to deal with, and there’s no more to it than that. There are plenty of different kinds of unpleasant people in the workplace. Denying the problem or trying to make it your own fault solves nothing and can be detrimental to your ability to deal with it. Unpleasant people don’t have to make your life miserable. Don’t be afraid to accept that they are the problem, and go from there.
  • Don’t get defensive. Many unpleasant people thrive on putting the blame on others – including you. Although it may be incredibly difficult to resist the urge to defend yourself, it’s ultimately the best choice. Your self-defense will have no effect on them, as they live in a world where you are always to blame. Getting defensive will usually have the reverse effect by making you appear guilty.
  • Don’t lose your temper. In work situations, losing your temper is unprofessional. No matter how infuriating a coworker is acting, it’s never appropriate to yell or act out in anger. Unpleasant people are not worth your emotional response. Don’t allow yourself to get too angry. Stay out of the emotional situation they are trying to create with you.
  • Control your interactions. Seeing a difficult person every day can be frustrating. However, some people are only unpleasant in certain situations. If possible, avoid these situations. If not, avoid the person as much as you can while remaining professional.
  • Avoid one-on-one encounters. Some difficult people are explicitly trying to bully you, and they will try to get you alone to do so more effectively. Avoid this in any way possible. Bringing in a third party can help diffuse any situation with an unpleasant person. Nothing results from an open conflict beyond making their behavior more unpleasant.
  • If necessary, tell someone. Some workplace interactions are just unpleasant. However, you have a right to feel safe and comfortable at work. Talk to HR if an unpleasant person goes too far.

What Makes a Good Negotiator

Jeff Cochran


Communication skills can be learned and are often part of effective negotiation training. However, there are some people who are inherently more skilled negotiators than others. Most excellent speakers had the following characteristics from the get-go before they were trained in negotiation:

  • Quick thinking. Being able to think on one’s feet is essential to being a strong negotiator. Negotiating can be stressful, and sometimes requires making big decisions quickly. Strong negotiators can absorb new information and decide the best course of action immediately.
  • Intelligence. It’s no surprise that negotiating requires some smarts. Business negotiators must assess their needs and the needs of others, coming up with compromises that benefit everyone’s interests – often on the fly.
  • Confidence. Negotiation requires asserting one’s will. Many negotiations fail before they begin because the negotiator feels they don’t deserve what they’re asking for. Strong negotiators project their confidence and strong will throughout the conversation. This has an effect on their opponent. Without realizing it, they will begin to see the other’s point of view.
  • Ability to anticipate others. A successful negotiation requires strong listening skills. However, equally important is the capacity to anticipate other’s needs before they express them. With knowledge of their opponent’s wishes, a negotiator can manipulate the conversation so they make fewer concessions, but their opponent still feels they came out on top.
  • Compassion and people skills. Negotiating is a social skill. The ability to connect with others is essential to being a good negotiator. Knowing what others are likely to want and how they will react to things means a good negotiator can easily manage an interaction.
  • Making things sound good. A good negotiator goes into a conversation willing to make concessions. However, while they may be willing to make large concessions, the goal of the negotiation is to make as few concessions as possible. A strong negotiator makes small concessions sound bigger than they are. This isn’t about lying; lying will ruin an honest negotiation. Rather, it’s about presenting things in a light that is beneficial to the negotiator.
  • Knowledge of how much to let on. Negotiation is all about presenting the facts in a way that is convincing. Giving away too much information leaves one vulnerable; being too tight-lipped come across as cold, which doesn’t have a good effect on the negotiation.

A strong negotiator is personable, but strong willed. They listen well to words, but pay attention to subtext and body language. Great negotiators must train to maximize their abilities. However, the social intelligence they hone is innate.