Negotiation Training

The Power of Nice: How to Negotiate So Everyone Wins - Especially You!

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SNI brings 20 years, 6 continents, and 250,000 participants of negotiation training experience. Work with us and get Instant Impact. Sustainable Skills. Measurable Results.

Our negotiation training program focuses on implementing a systematic process that maximizes deals with suppliers, vendors, and customers and helps maintain an ongoing relationship long after “the deal is done.”

The Power of Nice
Based on our best-selling book,

“The Power of Nice”.

SNI’s negotiation training is based on the newly revised and updated edition of the renowned classic, The Power of Nice – written by Ron Shapiro, our founder, and negotiations expert, sports agent, New York Times bestselling author, attorney, business leader, and educator.

The 3 Ps

SNI’s Systematic Approach to negotiation
Prepare 

How to use SNI’s proven preparation planning tool. Preparation is the only aspect of negotiation over which you have complete control.

Probe

A model to help structure and ask more effective probing questions as well as listen to every detail in the answers. 

Propose

Several fundamental rules for making proposals that facilitate participants getting more of what they want while leaving them the ability to make necessary concessions.

Advanced Modules

Capture Value 

Learn how to identify the precise value that one delivers to clients and learn how to identify and capture that value.

Overcoming Objections

Series of techniques to overcome objections through a five-step process and develop specific answers to common objections that can be immediately applied.

Tactics

How to use negotiation tactics and how to recognize and respond to if the other side uses them.

Mastering Negotiation

Videotaped role play simulating real or realistic negotiations that allows participants to see themselves and be coached in real-time.

Instant Application

SNI’s negotiation training includes extensive simulation for participants to practice their enhanced negotiation skills.  Participants have the opportunity to work on a current situation so that they can immediately have real life application of the lessons taught during the program.  This type of instant application provides the opportunity for managers to immediately assess the impact of the course on their teams’ effectiveness outside of the classroom.

Flexible Delivery

Our negotiation training can be delivered in various ways:

Keynotes

Whether it’s a conference, regional meeting, or executive retreat, sometimes the most effective message is short on time, but high on impact.

Consulting

Includes working with clients on real deals to be better prepared, design strategy and communication, and/or identify content and skill gaps.

Classroom Training

SNI believes that instructor-led classroom training continues to be the most impactful method to drive sustained behavioral change. Within this modality, SNI offers classroom training ranging from a half-day to three-days in length.

Virtual Training

From adaptive learning platforms to interactive mobile training, SNI provides an array of virtual training solutions to meet the demanding needs of any organization.

Benefits of our negotiations training:

  • Closing more deals, faster, and at better margins
  • Developing deeper business relationships to improve their bottom line
  • Increasing confidence and results in negotiations
  • Collaborating more effectively internally and externally

SNI is unique is in its holistic approach to training. 

We believe that in order to offer effective training it takes extensive effort before and after the event in the classroom. These are the three aspects which we believe are critical to successful training:

Pre-work

All participants are asked to complete a brief questionnaire prior to attending the program in order to assist with the customization process and ensure the content is personalized and impactful.

Classroom Delivery

SNI conducts an interactive program that leverages exercises to keep participants engaged. This training usually takes place in a one or two-day format and is typically integrated with other initiatives in the organization. While this is what people remember, it is the pre-work and customization done before it that makes this “event” impactful.

Reinforcement Portal

SNI offers clients access to the portal below to ensure that the learning from the initial program is implemented and sustained. Options include Field Guides, Mobile App, Customized Job-Aids, Podcasts, Email Campaign, Online Courseware, Synchronous negotiations training (GoToMeeting, Webex), Asynchronous online training (Brainshark, Cogbooks), etc.

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