Most professionals have read about negotiation. They’ve picked up concepts, maybe sat through a workshop or two. But understanding an idea and being able to use it when someone across the table just changed the terms on you are two very different things, and that gap is where most people get stuck. Negotiation is a […]
Negotiation Exercises for Skill Building and Real-World Success Read More »
In business, people rarely have a problem building a strong case. They have a problem getting anyone to act on it. You do the research, put together a recommendation that makes complete sense on paper, and then present it to a room of people who push back for reasons that have nothing to do with
Rational Persuasion: Utilizing Logic And Evidence To Drive Organizational Results Read More »
The gap between a high-performing sales team and an inconsistent one rarely comes down to talent. More often, it comes down to whether reps have a reliable system behind them. Two reps selling the same product in the same market can produce very different margin outcomes depending on how well they’ve been equipped to handle
Sales Enablement Best Practices Read More »
Think about the last time someone’s words changed your mind or moved you to act. Chances are, it wasn’t because they had a perfect slide deck or a polished delivery. Something else was happening. They were clear. They understood you. They made their point without wasting your time. That’s what separates average speakers from good
Top 15 Characteristics of a Good Speaker Read More »
Influence and negotiation belong together, even though many professionals learn them separately. When you try to reach an agreement with someone who doesn’t feel understood, progress slows. You push harder; they push back. But when you bring the two together, something changes. Conversations become less about winning and more about solving. The other party moves
Influence and Negotiation: A Practical Playbook for Ethical Persuasion and Better Deals Read More »
What organizations should reset about negotiation at the start of the year? Organizations should reset negotiation at the start of a new year by enforcing consistent preparation before urgency begins to influence decisions. In January, negotiations often feel flexible. Conversations are exploratory. Timelines appear manageable. Many professionals assume there will be time to correct course
Why the First Negotiations of the Year Matter More Than You Think Read More »
If you’re an L&D leader, you already know what you’re really being measured on. It’s not workshop attendance. Nor is it the completion rate. It’s whether your people negotiate and influence differently when the pressure’s high and the outcome matters. You’ve probably watched this play out more than once: someone goes through training, performs well in practice scenarios, and then
What L&D Leaders Get Wrong About Negotiation Skills Training (And How to Fix It) Read More »
It’s almost the end of the year, and your training budgets are expiring. You know what’s coming next. Someone in accounting will start sending urgent emails about “maximizing resource allocation.” Your colleague will order that project management software nobody asked for. Another team will buy ergonomic keyboards because they found them on sale. Classic year-end
5 Reasons to Invest in Your People and Use Remaining Training Budget Before It’s Gone Read More »
In recent years, we’ve seen a seismic shift in how people interact with businesses. Due to global events as well as some significant technological advances a remotely handled customer experience schematic has become a priority for many companies. That means virtual negotiation and persuasive skills will now be key to succeeding in sales and customer
Persuasive Skills for the Workplace Read More »
You’re staring at a buyer who’s got you by the throat. They’re half your quarter. Their assistant just walked three competitors out of the conference room. And you’re about to do something stupid: cave on everything before they even make a demand. We see it constantly at SNI. Salespeople think no leverage means no options,
