I just attended a meeting in Second Life where SunMicrosystems’ Nicole Yankelovich described Sun’s Wonderland 0.5, which is planned to be released this summer. While a 0.5 version in any software program demonstrates that it is in its earliest stages, Wonderland is trying to address many of the concerns corporate training departments have expressed about […]
Wonderland is Wonderful Read More »
SNI has developed a presence in Secondlife to deliver content without the expense and hassle of travelling to a training progam. SNI’s founder, Mark Jankowski, has emerged as one of the industries thought leaders on using the virtual world to enhance the learning experience for SNI clients.
SNI in SL: Learning in the Virtual World of SecondLife Read More »
When we teach people to be more effective negotiators, we tend to focus on our Three Ps – Preparation, Probing and Proposing. Perhaps even more important than these threeskills is being a good listener. This area is often neglected because few people think that there is skill in listening, and even more believe it is
Listening Tips for Negotiators Read More »
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 »
