SNI chairman, Ron Shapiro, had the pleasure of speaking at the Case Western Reserve University School of Law on the key principles of effective negotiations. During his presentation, Ron introduced SNI’s systematic approach to getting what you want while building stronger relationships. Follow the attached link to view Ron’s presentation. Click here to view Ron’s […]
Ron Shapiro Speaks on the Key to Effective Negotiation Read More »
We had a chance to sit down with our EVP, Todd Lenhart, and ask him a few questions. We found it valuable to take some time to reflect with Todd about current trends within the training industry, we hope you do too. 1. What is new in the world of reinforcement? One of the most
Sitting Down with Todd Lenhart – Training Trends Read More »
SNI is excited about the opportunity our Chairman, Ron Shapiro, had to discuss the impact negotiations can have on brands. He covered both organizational and personal brands in an interview with MarketPoint, a marketing and branding service firm. In the interview, Ron stressed the importance of relationships and the effect they have on your brand.
The Effects of Negotiation on a Brand: Ron Shapiro Interview Read More »
The Bluff is the single most difficult tactic to identify. It occurs when the other side says things such as: “I have no room to move”; “That is the best I can do” or “I have a competitive bid that is 20% cheaper.” Most people trust that the other side is telling them the truth
Imagine this: you reach an agreement in a negotiation and the other side says: “I will send you the contract.” You gladly accept as it means less work for you. Unfortunately, many times the language in the contract may differ slightly from your understanding of the prior agreement. You suggest several changes and the other
Controlling the Contract Read More »
Recall when you were a young child gathered with your friends. You’re all in deep discussion about what game you’ll play together. Timmy suggests dodge ball, Susie offers a board game, and you too like the board game idea. Thus, your and Suzie’s democracy votes board game, while Timmy angrily refuses. Eventually, Timmy gives you
The man who discovered Oprah, Dennis Swanson, former Chicago TV exec, recalls how it all unfolded in 1983: “Well, you know, she had the best attorney in Baltimore, Ron Shapiro, who handled Brooks Robinson, a lot of the Orioles, who were a championship team at that time. The tricky part of it was, her contract
Ron Shapiro’s Role in the Early Years of Oprah’s Career Read More »
People may use three types of tactics to make you concede your pricing. They may start with “Give me a ballpark price;” “You have to do better than that;” and “Let’s Split the Difference.” Each of these is difficult to handle, and when combined throughout a discussion of price, they can create a “triple-whammy.” Let’s
Monetary Concession Read More »
Sometimes you may find yourself in a situation with two or more participants on one team, you’ll notice one partner acting very cordial and empathetic, where the other partner is extremely temperamental and demeaning. The “bad cop” threatens you and probably declares that there is “no reason to continue conversations.” Once you begin to fear
Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and now I’ll just have to ask my boss/client/wife/committee if this is acceptable before it’s final.”?
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