Make sure to check out our colleague, Jeff Cochran, as he speaks at the Training Conference and Expo 2012 in Atlanta, Georgia. He will be speaking on Wednesday, February 15th from 12:15 PM – 3:15 PM at the Georgia World Congress Center. His presentation is based on the award-winning book, The Power of Nice: How […]
Jeff Cochran Speaking at Training Conference and Expo 2012 Read More »
RONALD M. SHAPIRO RECEIVES HIGHEST SPEAKER RATING AT THE ASSOCIATION FOR FINANCE PROFESSIONALS ANNUAL CONFERENCE Ronald M. Shapiro ranked 1st out of over 400 speakers at the Association of Finance Professionals (AFP) Annual conference this year. Other speakers included CNN senior political analyst David Gergen, 11-time NBA Champion and Celtic legend Bill Russell, and former
One of the key philosophies we believe in at SNI is that both sides can win in a negotiation. This does not mean that both sides can get everything they want. Rather, it means both sides can walk away from a negotiation satisfied. One side will always “WIN”, but the other side can also “win”.
Learning WIN-win Negotiations from a 2-Year-Old Read More »
The third and final step in our three part series on negotiating the purchase of a used car is to propose. After you have done your preparation by determining the “standard” price for the car you want to purchase, and after you have asked the questions listed in our previous post on probing, it is now time
Negotiating for a Used Car – Step 3: Propose Read More »
In the second part of our three part series on negotiating the purchase of a used car, we will teach you how to effectively probe. After preparing for your car purchase, you need to dig for information behind the other side’s position– determine the real interests or needs of the private seller/dealer– this is what probing
Negotiating for a Used Car – Step 2: Probe Read More »
Purchasing a used car, like any negotiation, is a “process and not an event” and at the Shapiro Negotiations Institute, our process is based around the Three Ps: Prepare, Probe, and Propose. In a three part series we are going to walk you through how to effectively negotiate the purchase of a used car. The
Negotiating for a Used Car – Step 1: Prepare Read More »
Due to our involvement with NBA teams, SNI has been keeping a close eye on the NBA lockout. The following link is to an interesting article on the NBA’s labor negotiations. Click here to view the article
NBA Labor Negotiations Read More »
Trust by verify, it sounds good in theory, but how can it really be implemented? At SNI, we typically advise our clients not to make adjustments to their prices when a potential buyer claims that one of their competitors is cheaper until they see hard evidence. I asked my colleague, Jeff Cochran, for his thoughts, and
Trust By Verify with Jeff Cochran Read More »
Getting a Raise Using the Prep Planner: In today’s economic environment, it is harder than ever to get a raise at work. On the other hand, people who have not had raises in several years may be in a great position to get that raise. When we talk about effective preparation, it is important to
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In a previous post we discussed a negotiation tactic that we refer to as “Higher Authority”. Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and
Overcoming Higher Authority Read More »
