Sorry about the long stretch since our last update…we have been on the road conducting research with some of our favorite clients – pharmaceutical companies! The prevailing opinion among the reps that we ride along with at the start of the day is that “We don’t negotiate! We’re not allowed to negotiate!” While we at […]
We’re BACCCK! Negotiating in the Pharmaceutical Industry! Read More »
Influencing is communicating with a goal in mind. In essence, influencing is a requesting process. You are requesting that the other person (or group) do something or achieve an outcome. Because you are making a request, there is inherently more accountability for both parties, thus more potential risk of tension, misunderstanding, defensiveness and conflict. Often
Influencing: Communication with a Goal in Mind Read More »
Relationship Value SNI believes that Relationship Value is the product of: 1. The level of TRUST you gain from a person. 2. The level of CREDBILITY you have with a person. 3. The amount of VALUE that you deliver to a person. Trust Trust is defined as firm reliance on the integrity, ability or character
Negotiations deadlock for many reasons. When both sides refuse to budge, it’s time to be creative. Here are some guidelines to get the other side talking again: • Start Over. When Ronald Reagan and Mikhail Gorbachev deadlocked during arms talks, Reagan reached across the table and said, “Hello, Mikhail, my name is Ron, and I
Jump-Start Stalled Negotiations Read More »
Probing Past Positions Probing effectively does not just work in fictional negotiations. Often, our seminar participants share their own success stories involving their ability to “probe and probe again” to get past the other sides positions and uncover their true interests. Recently, we heard from a banker who specialized in real estate loans. He had
Probing Past Positions Read More »
By Ron Shapiro Co-Founder and Chairman of Shapiro Negotiations Institute Often participants in our programs voice the following frustration: “How can you possibly achieve a Win-Win result when you are in a weak position? When the other side holds all of the cards, isn’t it impossible to be an effective negotiator?” I believe the most
Negotiating from a Weak Position Read More »
A common issue that arises late in the sales cycle when trying to close a deal to deliver sales training is “How do you measure the impact of your course?” This question is loaded with danger…and opportunity for the forward-thinking training organization. The stack of research and literature on measuring the impact of training is
The Impact of Sales Training Part 1 Read More »
As the reverse auction increases in popularity as a way for buyers to drive vendor costs down, more suppliers are choosing not to participate in them. Suppliers are resisting the pressure to reduce profitability and commoditize their products and services. However, a strategy to avoid reverse auctions is not the best or only way to
A Value-Based Alternative to Reverse Auctions Read More »
A reverse auction (also called procurement auction, e-auction, sourcing event, e-sourcing or eRA) is a tool used in business-to-business procurement. It is a type of auction in which the role of the buyer and seller are reversed, with the primary objective to drive purchase prices downward. In an ordinary auction (also known as a forward
Reverse Auctions – Strategies for Suppliers Read More »
Many training initiatives are reactive in nature. An influential executive notices a skill gaps or deficiency and prescribes training as the remedy without careful consideration for the long-term benefits. In fact, training alone will rarely, if ever, provide for lasting and productive change in the way people do their jobs. People are able to change
Training ROI Starts with Assessment Read More »
