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
At some point in your life you will have to deal with a difficult person. It may be when you least expect it or when you’ve been warned far in advance. Regardless of the situation, following the N.I.C.E. system can help you handle a difficult person without becoming one of them. N—Neutralize your emotions. Dealing
A little while back, a member of SNI purchased a new condo. The market in this particular area had continued to be hot through the recession and as a result it was very likely there were going to be multiple offers on the property. While most potential bidders tried to take advantage of time with
It’s Not All About Price When Buying a Home Read More »
Preparation is vital in any negotiation. We say it all the time, but we wouldn’t say it if it wasn’t true. If you don’t prepare, you’re missing out on the opportunity to be in control of the negotiation. If you have prepared for all the possible scenarios, you will have the confidence to negotiate the
When actors like Leonardo DiCaprio and Robert De Niro are filming a scene for a movie, they become entrenched in the script. They go over it forwards, backwards, and sideways to get into the character and deliver their lines with power and emotion. Hollywood, however, isn’t the only place that scripts come in handy. When
Don’t Forget Scripting Read More »
One of the keys to successfully negotiating any deal is letting the other side go first. It gives you a parameter to work from and provides insight as to what the other side is thinking. Letting them go first gives you the upper hand so you can negotiate better. But how exactly do you get the other
Let The Other Side Go First Read More »
We recently spoke with one of the longest tenured employees at Shapiro Negotiations Institute, Sharon Sudduth. She shared with us some of the changes SNI has undergone over the years as well as a new initiative she has been involved with. How long have you been at SNI and how is the company different now
Sitting Down With Sharon Sudduth Read More »
