On average, negotiations training and other training expenditures increased for both small and large companies in 2016, while remaining consistent for midsize companies. Seems like good news, right? Underneath this seemingly bright information for companies that specialize in training and consulting, is the raw truth that businesses are spending more on training because they have […]
A Year in Review: 2016 Training Industry Report Read More »
1. Mismanagement of expectations Imagine going to a pizza shop and then being told it only serves sushi; disappointment is likely. The same goes for negotiations. If expectations aren’t managed properly, disappointment or frustration may ensue from a misalignment of expectations and reality, and may result in a less-than-ideal outcome for one or all parties. Properly
3 Reasons Negotiations Fail Read More »
We may not realize it, but we spend part of every workday negotiating. Whether it’s asking for a raise, closing a sales deal, pushing for better assignments, requesting more resources, or seeking more flexibility, we use our negotiation skills on a daily basis. However, women appear to be at a disadvantage in this regard. Research
The Art of Persuasion: 3 Ways Women Can Negotiate Better in the Workplace Read More »
Being an active listener is important, whether it is in a meeting with the perfect client or in a negotiation with a raging lunatic. It encourages trust by showing that you care about what the other party is saying. Listening shows that you are not simply hearing what they are saying, but actually processing the information
3 Ways to Become a Better Active Listener Read More »
Why would we encourage someone to tell us we are wrong and that our ideas aren’t clear? Sometimes it could be the push we need to be better, to do more, or to make more. John Adams, the second President of the United States, relied on his wife Abigail for advice and critiques to lead our country.
Should you listen to a Devil’s Advocate? Read More »
Experienced negotiators know the importance of building a personal relationship before going into business negotiations. A negotiation involves two parties trying to come to a deal when both sides may want different things. An overly heated atmosphere and anger can unravel the most carefully planned deal. You can avoid many problems when you establish a personal
The Importance of Personal Relationships in Negotiations Read More »
Every businessperson has experienced a negotiations stalemate. Compromise has faltered, neither party is willing to budge, and there is nothing more to say. A successful negotiator knows the way out of a stalemate and how to seal the deal. Stay Professional and Keep the Client Before trying to get your opposition to budge, think hard
Navigating Negotiation Stalemates Read More »
No matter the industry you are in or what you are trying to sell, negotiating is one of the most crucial skills a sales professional has to master. Here at the Shapiro Negotiations Institute, we’ve spent the last twenty years studying and teaching the art of negotiating. As a result, we have developed a systematic approach
The 3 Ps of Negotiation Read More »
You know the feeling of frustration you get when you know you aren’t being heard? It’s the same feeling your potential client has when you place more importance in the pitch you’ve prepared than what he or she has to say during a negotiation. Negotiation is about striking a balance—this isn’t possible without hearing both
Listening: The Golden Rule of Successful Negotiations Read More »
Your company perfected your training process over years of trial and error. You’ve dotted your i’s and crossed your t’s, hitting all the fine points to create your industry’s next top negotiators. You’re probably proud of your training model and plan on using it for the foreseeable future. But you may be missing a major
How to Turn Your Sales Force Into Expert Negotiators Read More »
