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 »
Being able to identify the tactics used by strategically difficult people is key to being able to overcome them. Consider this lesson about Admiral Hyman Rickover. He employed the Physical Surroundings tactic—when the other side controls a venue to gain an advantage, such as controlling your comfort level, location, resources, and so on—to make others
A History Lesson in Physical Surroundings Read More »
Earlier this month, our Chairman, Ron Shapiro, traveled to Israel and the West Bank through his involvement with PeacePlayers International, a non-profit organization that uses basketball to unite and educate young people in divided communities around the world. We recently had the opportunity to sit down with Mr. Shapiro and learn about his transformative experience.
Ron Shapiro in the Middle East with PeacePlayers In’tl Read More »
There are times in negotiations that you will feel like the weaker party. Maybe you are less experienced, have less leverage, or something else entirely. For whatever reason, you feel like David squaring off against Goliath. So how do you combat this problem? Well David didn’t show up with only one stone and neither should
