Prepare

If you have spent more than a few weeks in sales, then you have hopefully learned two valuable lessons about business relationships and networking: 1. There’s no correlation between your sales figures and the number of business cards you hand out. 2. Similarly, there’s no connection between your sales figures and the number of contacts […]

Sometimes through the course of a career we prepare for something so many times that it becomes second-nature.  We feel that we can begin to relax because we have such a great understanding of what we’re doing and what’s going to happen.  Our chairman, Ron Shapiro, likes to tell a story that reminds us to

Preparation is vital in any negotiation. We say it all the time, but we wouldn’t say it if it wasn’t true. If you don’t prepare, you’re missing out on the opportunity to be in control of the negotiation. If you have prepared for all the possible scenarios, you will have the confidence to negotiate the

When actors like Leonardo DiCaprio and Robert De Niro are filming a scene for a movie, they become entrenched in the script.  They go over it forwards, backwards, and sideways to get into the character and deliver their lines with power and emotion.  Hollywood, however, isn’t the only place that scripts come in handy. When

Purchasing a used car, like any negotiation, is a “process and not an event” and at the Shapiro Negotiations Institute, our process is based around the Three Ps: Prepare, Probe, and Propose. In a three part series we are going to walk you through how to effectively negotiate the purchase of a used car. The