NEGOTIATION TRAINING

The Power of Nice: How to Negotiate So Everyone Wins - Especially You!

Negotiation (ne·go·ti·a·tion)

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.”

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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.

The 3 Ps

SNI’s Systematic Approach to negotiation
Prepare 

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.

Propose

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.

Advanced Modules

Overcoming Objections

Series of techniques to overcome objections and develop specific answers to common objections that can be immediately applied.

Tactics

How to use negotiation tactics and how to recognize and respond to if the other side uses them.

Mastering Negotiation

Videotaped role play simulating real or realistic negotiations that allows participants to see themselves and be coached in real-time.

Instant Application

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.

Flexible Delivery

Our negotiation training can be delivered in various ways:

Keynotes

Whether it’s a conference, regional meeting, or executive retreat, sometimes the most effective message is short on time, but high on impact.

Consulting

Includes working with clients on real deals to be better prepared, design strategy and communication, and/or identify content and skill gaps.

Classroom Training

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.

Virtual Training

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

SNI’s Unique and Holistic Training 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:

Pre-work

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.

Classroom Delivery

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.

Reinforcement Portal

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.

What kind of impact do we have?

Video testimonials from our clients after a recent negotiation seminar:

Testimonials from the video:

“The best thing for me out of this course so far has been learning how to better prepare, how to map out the strategy, and understand the tenth or eleventh round, not just the first round.”

 

“I think Jeff is so engaging. He’s entertaining and tells some great anecdotes that really connect the points he’s talking about. It’s been really fun and engaging, and I’m definitely learning something new.”

 

“What I’m really benefiting from today is the structure and the process to work with when I am involved in negotiations. The value of using precedents to inform my arguments and positions, and to help make sure that we all come out in a position where they are winning.”

What our clients have to say:

“I was very skeptical of SNI and their ability to help our organization at the start. We have a very talented group and did not initially grasp the benefits of working with SNI. I will freely admit that I was 100% wrong. Working with SNI has made our group stronger and more confident than I could have ever imagined. Their guidance and partnership has helped our group not only create better deals with players and agents, it has helped us tremendously improve our internal processes and communication as well. There is no doubt that we are always very well prepared no matter what situation we encounter. SNI is now just another part of our Spurs family and we’re very grateful for their continuous support.”
– RC Buford, General Manager, San Antonio Spurs

“Now more than ever, the principles of your Power of Nice seminar must be the principles for our doing business. With so much stress and uncertainty coming from events we can’t control, your systematic approach gives us the opportunity to do good deals and build relationships with respect to matters we can control. The Power of Nice is working in our daily lives as well. It’s a life lesson as well as a business lesson.”

– President, Sony Pictures Television

“It is very common in post-program evaluations for participants to say that SNI’s negotiation training programs had a greater impact on them than any other program they’ve taken at our company.”
– Vice President, Bank of America

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