The Power of Nice
Interaction Aimed at Reaching a Solution
Negotiation is a critical business skill. It impacts organizations not only in the informal every day interactions people have with colleagues, clients, potential clients, and suppliers, but also in the formal transactions that directly impact the bottom line – the margin on each sale, the concession we make on a vendor agreement, the final outcome of internal budget discussions, etc. That’s why our negotiation training program focuses on implementing a systematic process that maximizes internal and external deals and helps maintain an ongoing relationship long after “the deal is done.”
With something so important, why take a risk? SNI brings 23 years, 6 continents, and 250,000+ participants of negotiation training experience. Work with us to get: Instant Impact. Sustainable Skills. Measurable Results.
Based on our best-selling book,
“The Power of Nice”.
SNI’s negotiation training is based on the newly revised and updated edition of the renowned classic, The Power of Nice – written by Ron Shapiro, our founder, and negotiations expert, sports agent, New York Times bestselling author, attorney, business leader, and educator.
What are the 3 Phases of Negotiation?
There are three non-linear phases to negotiation: Prepare, Probe, and Propose (the 3 Ps).
The 3 Ps
SNI’s systematic approach to negotiation
Experienced negotiators understand that the negotiation starts well before you get to the table. As a result, SNI strongly believes in using a tool, such as our Preparation Checklist, to prepare for negotiations. After all, preparation is the only aspect of negotiation over which you have complete control.
Probe & Listen
Any negotiation training worth it’s investment must focus on probing and listening. While we often say “we talked them into it,” research shows that the best negotiators are typically those that listen more than they speak. There’s a reason why seasoned negotiators say, “Listening is the cheapest concession you can make.” To improve these abilities we provide a model to help structure questions that get beyond the other side’s position and on to their interests, and practical tips for mindful listening. The result? Better information, better deals, and deeper relationships.
There are a few fundamental guidelines that skilled negotiators are aware of and keep in mind before making offers. Here we answer questions such as, “When do I make the first offer?” and “How high should my offer be?” Those that follow these principles maximize their return in any negotiation, while still allowing the other side to walk away satisfied.
Series of techniques to overcome objections and develop specific answers to common objections that can be immediately applied.
How to use negotiation tactics and how to recognize and respond to if the other side uses them.
Videotaped role play simulating real or realistic negotiations that allows participants to see themselves and be coached in real-time.
SNI’s negotiation training includes extensive simulation for participants to practice their enhanced negotiation skills. Participants have the opportunity to work on a current situation so they can immediately have a real life application of the lessons taught during the program. This type of instant application provides the opportunity for managers to immediately assess the impact of the negotiations training on their teams’ effectiveness outside of the classroom.
Our negotiation training can be delivered in various ways:
Whether it’s a conference, regional meeting, or executive retreat, sometimes the most effective message is short on time, but high on impact.
Includes working with clients on real deals to be better prepared, design strategy and communication, and/or identify content and skill gaps.
SNI believes that instructor-led classroom negotiation skills training continues to be the most impactful method to drive sustained behavioral change. Within this modality, SNI offers negotiation skills courses ranging from a half-day to three-days in length.
From adaptive learning platforms to interactive mobile training, SNI provides an array of virtual training solutions to meet the demanding needs of any organization.
Benefits of Our Negotiations Training
- Closing more deals, faster, and at better margins
- Developing deeper business relationships to improve their bottom line
- Increasing confidence and results in negotiations
- Collaborating more effectively internally and externally
Unique and Holistic Approach
We believe that in order to offer effective training it takes extensive effort before and after the event in the classroom. Below are the three aspects which we believe are critical to successful training.
All participants are asked to complete a brief questionnaire prior to attending the program in order to assess their negotiating skills, assist with the customization process, and ensure the content is personalized and impactful.
SNI conducts an interactive program with engaging exercises. This training usually takes place in a one or two-day format and is typically integrated with other initiatives in the organization. While the session is what people remember, it’s the pre-work and customization done before that makes it impactful.
SNI offers clients access to a number of reinforcement options to ensure that the learning from the initial program is implemented and sustained. Options include Online Videotaped Roleplay & Coaching, Field Guides, Mobile App, Customized Job-Aids, Podcasts, Email Campaign, Online Courseware, Synchronous negotiations training (GoToMeeting, Webex), Asynchronous online training (Brainshark, Cogbooks), etc.
Here is a video testimonial from one of our clients. DSM is a global, purpose-led, science-based company active in Nutrition, Health and Sustainable Living. DSM is one of the most respected organizations within the life sciences industry. It was founded in 1902 and has almost $10 billion in revenues.
How Do You Train Negotiation Skills?
Use exercises, simulations, and case studies to make sure that participants are actually conducting negotiations within the training.
Customize the content and tools so that participants don’t have to guess or infer, “how would I use this in my job after lunch?”
Provide a systematic process that is impactful and can be repeated and sustained across an organization.
Reinforce the learning with a mobile app, field guides for managers, coaching, videotaped roleplay, etc.
What Our Clients Have To Say
Why Negotiation Training?
The case for negotiation training is very strong. Negotiation skills are some of the most important traits of a skilled business person. We understand this intuitively since almost any role in an organization would benefit from someone who is prepared, asks great questions, listens, and communicates with confidence. However, we also have research – a study conducted by Dr. ElShenawy – that shows a clear improvement in people who participated in negotiation training. The study found, as we would expect, that people were quickly (e.g. 10 hours) able to develop specific skills that transfer into real negotiations and in turn improve individual and company performance. Based on our decades of experience working with companies all over the world very few other types of training can have a significant impact as quickly to the bottom line of a company.