If you prepare before a negotiation, you will be more confident. Confidence greatly improves your chances of negotiating a good Win-win deal. But sometimes the stance you take in looking at the negotiation is important too. Is the glass half full or half empty? Are you getting most of the provisions you wanted, or are […]
It’s All About How You See the Scoreboard Read More »
Have you ever suffered from “negotiation fever”? You probably have. It’s where you get so caught up in the heat of making a deal that you lose sight of the quality of the deal. As an outside observer you may know it’s a bad deal,but since your directly involved you forget about your objectives. If
Sometimes No Deal is the Best Deal Read More »
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
The Danger of “I’ve Done This Before” Read More »
The Chairman of Shapiro Negotiations, Ron Shapiro, shared the story of how his little leaguer son used an unconventional technique that turned out to be a secret weapon. “When my son, David, was a pitcher for his Little League team, he would concentrate so hard on throwing strikes that he’s get very tense, and instead
The Little Smile Technique Read More »
Steve Mosko has a significant amount of power in Hollywood. He is the president of Sony Pictures Television and negotiated the largest syndication of a program in television history—the multimillion-dollar, record setting Seinfeld deal. Steve can control a room as soon as he walks in and seems completely at ease doing it. Interestingly, some of
Learning and Adjusting to Mistakes in Hollywood Read More »
Three years ago, SNI Chairman, Ron Shapiro, founded an annual Business Conference, the Butler Conference of Leaders. The Conference brings together business and non-profit leaders from across the Nation to address, among other things, economic, political, philanthropic and social issues. The Conference is held at Ron’s Farm in Butler, Maryland. Speakers have included names such
Butler Conference 2012 Read More »
We have spent time before talking about how important it is to have alternatives in negotiations. They give you backup plans in case things don’t go how you anticipated. It’s important to remember, though, that some alternatives are not mutually exclusive. You can find one alternative and blend it with another course of action to
SNI was Shaped by Exploring Alternatives Read More »
For years, win-win has been taught in all kinds of negotiation curriculums. At SNI, we format the phrase WIN-win. We firmly believe that the best way to get what you want is to also adequately satisfy the other side’s wants. The following is an excerpt from the book “The Power of NICE” by Ron Shapiro, Mark
What makes a great influencer? In many cases, people try to get things done without understanding the other individuals involved in the process, their motivations and needs, and how they make decisions. SNI believes that to become as influential as possible, one must understand and implement four basic steps. First, one must build credibility, since
George Gallup, America’s Great Influencer Read More »
Before you meet with a person, you should do a little homework. Making identification an automatic habit will help ease this step and better your skills. First do some research to learn about the person and their background, reputation, and even quirks. The more you know about the person before you meet him or her,
Identify Types – Know What Kind of “Difficult” You’re Up Against Read More »
