Blog - Page 28 of 58 - Shapiro Negotiations

Do You Have These 5 Negotiations Skills?

Andres Lares / February 16, 2017 / Influence, Negotiations

Andrea Kupfer Schneider, Marquette University Law School professor, recently wrote an article for the Washington University Journal of Law and Policy explaining the importance of teaching five specific skills for negotiation, rather than teaching with negotiations style labels alone. These five critical abilities, according to Schneider, are assertiveness, empathy, flexibility, social skills/intuition, and ethics. Consider […]

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Super Bowl 2017: X Lessons in Sales From the Best Commercials

shapiro_admin / February 7, 2017 / Business, Communication, Negotiations, Sales

With another Super Bowl in the books, the world can once again analyze some viewers’ favorite part – the commercials. Your sales team can benefit the most from looking back on the failures and successes of this year’s Super Bowl advertisements to more effectively reach customers. Understanding the Weight of Super Bowl Ads One

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A Year in Review: 2016 Training Industry Report

Andres Lares / February 2, 2017 / Business, Negotiations, Practical Applications

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

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3 Reasons Negotiations Fail

Andres Lares / January 13, 2017 / Negotiations, Prepare, Tactics

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

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Are You Doing These 5 Unproductive Work Habits?

shapiro_admin / January 6, 2017 / Business, Practical Applications

We often get stuck in a rut of doing things a certain way at the office without realizing how harmful that can be to our productivity. Are you in charge of training or sales at your company? Then you know that time is money – and that every minute counts. See if any of these

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The Art of Persuasion: 3 Ways Women Can Negotiate Better in the Workplace

shapiro_admin / December 15, 2016 / Negotiations, Practical Applications, Prepare

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

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How Sleep Deprivation Negatively Affects Your Work

shapiro_admin / December 9, 2016 / Business, Practical Applications, Prepare, Scripting

It’s widely known that sleep deprivation negatively impacts a person physically, mentally, and emotionally. Our ability to focus, handle stress, and think clearly are all at stake. No matter what your profession, not getting enough sleep has a negative impact on your performance. But when you are a sales professional or a training manager, it

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3 Ways to Become a Better Active Listener

Andres Lares / November 23, 2016 / Business, Negotiations

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

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Should you listen to a Devil’s Advocate?

shapiro_admin / November 18, 2016 / Business, Negotiations, Practical Applications, Prepare, Scripting

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.

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The Importance of Personal Relationships in Negotiations

Andres Lares / November 9, 2016 / Business, Communication, Negotiations, Practical Applications

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

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