Shapiro Negotiations

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TICE 2025’s Key Takeaways: Negotiation, Influence, and Engagement Drive Real Learning

TICE 2025 proved why it keeps drawing L&D professionals back to Raleigh year after year. The three days at the Sheraton Imperial this June delivered exactly what people came for—fresh ideas, cutting-edge solutions, and that sense of being around people who get the challenges you’re facing. What also stood out was how the organizers designed […]

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Reflections from SAMA 2025: The Synergy of Connection and Craft

My week at the SAMA conference in Orlando was one of those experiences that changes how you think. I went expecting the usual sessions and keynotes at the beautiful JW Marriott Grande Lakes. Yet, I left with something more valuable—an entirely new perspective on how expert strategic partnerships are cultivated and sustained.  Courtney Stevenson from

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Reflections from ATD 2025: Innovation, Insights, and Impact in Talent Development

Three days in DC, countless conversations, and enough coffee to power a small city later, we’re back from ATD 2025 with our heads still spinning—in the best way possible. Sure, we scanned our fair share of badges and sat through sessions packed with more acronyms than anyone should reasonably encounter. But here’s what really happened at

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Selling Smarter, Not Harder: MCG Health’s SNI Success Story

The Challenge: Varying Levels of Negotiation Expertise Across the Sales Team It’s not enough to have a great product in healthcare. Success hinges on connecting, understanding, and finding that sweet spot where everyone wins. MCG had built a talented team of sales executives covering three key areas: payers, providers, and speciality treatment pathways. Yet there

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What is Persuasion and How it’s a Skill Employees Need

The difference between the competent leader nobody follows and the average thinker everyone listens to isn’t intelligence—it’s persuasion—that elusive quality that transforms your brilliant ideas from solitary thoughts into company-wide initiatives. Persuasion isn’t some fancy concept from your dust-collecting MBA textbooks. It is what separates your carefully crafted proposal from the dozens that die quietly

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5 Steps to Prepare Your Business for Tariffs: A Negotiator’s Strategic Guide

With global trade tensions rising, businesses must prepare for tariffs and their impacts. While tariffs can significantly affect your bottom line, proper preparation can help minimize disruption and maintain competitiveness. This guide outlines key strategies to assess vulnerabilities, protect your legal and financial positions, and adapt your operations to thrive amidst trade challenges. Step 1:

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How to Be Persuasive: Key Strategies You Need

Picture your last big pitch – you know, the one. Stellar deck, airtight ROI, perfect product-market fit… and somehow, it still ended with “we’ll get back to you.” Frustrating, right? Because here’s the uncomfortable truth about B2B sales: Your brilliant solution isn’t enough. Neither is your data. Or your track record. (Though they certainly help.)

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7 Negotiation and Influence Tips to Take You To The Next Level

1. Strategic Scarcity Positioning Instead of directly stating your availability for meetings or deals, frame it through carefully constructed scarcity. Rather than “I’m available next week,” consider “My calendar for Q2 is filling up quickly, but I could prioritize this discussion if we move forward soon.” This creates legitimate urgency without appearing pushy. 2. Value-Based

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5 Things the Training 2025 Conference Taught Me About the Future of Learning & Development

I just got back from Training Magazine’s Training 2025 Conference and Expo. And truth be told, it was worth every second. Forget the usual conference fluff where speakers peddle theories they’ve never tested. This conference was the real deal — practical solutions from people doing the actual work, not just talking about it. The best

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