Interaction aimed at reaching a solution
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.
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.
There are three non-linear phases to negotiation: Prepare, Probe, and Propose (the 3 Ps).
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.
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.
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.
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.
“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.”
“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
“I highly recommend SNI for negotiation training. SNI really focused on our needs and customized our training so that we got as much out of it as possible. The pre-work was instrumental in engaging our team and fostering learning. We’ve been able to take what we learned and apply it to our daily responsibilities.”
— Jennifer Barron, Senior Manager, Contracts, Collins Aerospace
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.
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.