Match Amazing Speakers
With Great Clients
How to Negotiate So Everyone Wins – Especially You!
SNI’s signature program is based on the philosophy that “the best way to get what you want is to help the other side get some of what they want.” Participants are taught a systematic process to negotiating with suppliers, vendors, customers, and peers that helps to maintain an ongoing business relationship long after “the deal is done.”
Strategic Power: Systematically Influencing People and Their Decisions
There is a cliché: “People like to work with people they know and trust.” In many cases, people try to persuade others without truly understanding the individuals involved in the process, their motivations and needs, and how they make decisions. This program focuses on influencing others while nurturing important working relationships.
Sales Performance: Optimizing the Tools, Habits, and Process to Achieve Greater Sales Success
First we take our clients’ existing sales platform. Then we incorporate our tools, habits, skills, behaviors, and systematic process into a language they can easily understand and implement. The result: a world class sales training program, creating an arena where companies are able to enhance the ROI for their existing sales methodology and where salespeople are able to continue utilizing a process with which they are comfortable. The true definition of “win-win.”
N.I.C.E. vs. Nasty – Dealing with Difficult People
While many people seek to achieve “win-win” outcomes, there are others who are looking to win at any cost. Difficult people come in all shapes and forms: the customer who relentlessly beats you down on price; the vendor who abjectly refuses to deliver what was promised; the angry relative who carries a grudge; the defiant co-worker with a chip on their shoulder — the list goes on. “N.I.C.E. vs. Nasty” teaches participants a systematic approach on how to deal with these difficult people without becoming one.
Expert Negotiator, Sports Agent, Attorney, Educator, New York Times Bestselling Author, and Civic Leader, Ron Shapiro attended Haverford College and graduated Cum Laude from Harvard Law School in 1967. After moving to Baltimore in 1967 for a federal clerkship, he began teaching law school in 1968. From 1972 to 1974 Mr. Shapiro served as Maryland State Securities Commissioner and earned a reputation as one of the most effective state investment officials in the nation. In 1972 he founded what is now known as Shapiro Sher Guinot & Sandler, a prominent Baltimore law firm. Subsequently, in 1976 Mr. Shapiro founded Shapiro, Robinson & Associates, a sports management firm that developed a national reputation through its holistic approach to contract negotiation, sound financial management, and commitment to community involvement on the part of its clients. In 1995 he founded Shapiro Negotiations Institute, a negotiation seminar and consulting firm that has trained over 350,000 professionals in the art of negotiation, dealing with difficult personalities, and enhancing preparation and listening skills.
USA TODAY called Ron Shapiro “one of baseball’s most respected agent-attorneys,” and THE SPORTING NEWS named him one of the “100 most powerful people in sports.” His impressive list of clients includes more Hall of Famers than any other agent, including Cal Ripken, Jr., Jim Palmer, Brooks Robinson, Kirby Puckett, and Eddie Murray, who have benefited from the more than one billion dollars in contracts that Mr. Shapiro has negotiated. In addition, Mr. Shapiro is the Special Advisor to the owner of the Baltimore Ravens and the General Manager of the San Antonio Spurs.
In October 1998, Mr. Shapiro’s book, THE POWER OF NICE: HOW TO NEGOTIATE SO EVERYONE WINS- ESPECIALLY YOU! (Revised Edition, 2001) was published by John Wiley & Sons, Inc. THE POWER OF NICE® was excerpted in FORTUNE MAGAZINE and named one of the “Top Ten ‘On the Job’ Business Books of the Year” by the LIBRARY JOURNAL. Mr. Shapiro’s second book, BULLIES, TYRANTS & IMPOSSIBLE PEOPLE: HOW TO BEAT THEM WITHOUT JOINING THEM, was released by Crown Books (Random House) in June 2005 and made the Wall Street Journal’s Best Seller List. Mr. Shapiro’s third book, DARE TO PREPARE: HOW TO WIN BEFORE YOU BEGIN, released by Crown Business imprint of Random House in January 2008, made the New York Times and the Wall Street Journal’s Best Seller Lists in its first week of publication.
Mr. Shapiro also authored more than 20 law journal articles; co-authored books on corporate and securities law; founded Maryland’s major bar review course; and began a legal publishing company. He taught at the Johns Hopkins University, the University of Maryland School of Law, and the University of Baltimore School of Law where he was honored for teaching excellence. Mr. Shapiro was named the 1996 Edward B. Shils Lecturer in Arbitration and Alternative Dispute Resolution at the University of Pennsylvania Law School. A charismatic and creative individual, Ron Shapiro appeared as a negotiations expert on ABC's "Good Morning America," CNBC's "Power Lunch," Mutual Radio's "The Larry King Show," National Public Radio's "Morning Edition," ABC's Nightline," and ESP's "Up Close." Mr. Shapiro also appeared as a panelist on “Square Off” on CBS’s Baltimore affiliate. In addition, he has hosted a weekly talk show, “Front Page,” and "Special Edition," a series of prime time specials, both on NBC Baltimore affiliates.
Committed to public and civic matters, Mr. Shapiro has chaired over 25 boards of charitable and community organizations, including Peace Players International, the Johns Hopkins Children’s Center, St. Ambrose Housing Aid Center, Partnership for Homecoming Campaign, the University of Maryland Cancer Center Advisory Board, and the Baltimore Educational Scholarship Trust, as well as serving on numerous others. He was also Treasurer and Finance Chairman for former Baltimore Mayor Kurt Schmoke. Mr. Shapiro has received numerous special honors and recognition including Chimes Hall of Fame for contributions and community service, American Sportscasters Association Hall of Fame Mel Allen Service Award for distinguished public service, Cheltenham High School Hall of Fame in recognition of outstanding personal and career achievements, Maryland Marketing Statesman of the Year, the City of Baltimore Citizen Citation for assistance and special contributions to the public schools and the citizens of Baltimore, and the Children’s Guild award for “Making the Impossible – Possible.” The Ronald M. Shapiro Research Award and Lecture was established in recognition of Mr. Shapiro’s service at the Geenebaum Cancer Center of the University of Maryland. In June 2003, Villa Julie College awarded Mr. Shapiro the Honorary Doctor of Humane Letters degree, and in 2004 he was presented with The Forman Award, as a superior Haverford College Athlete who has devoted himself to the betterment of society. SmartCEO Magazine recognized Mr. Shapiro as one of the “Twenty Most Admired Leaders” in May 2006. Ron also has been named one of Maryland’s Super Lawyers.
Mr. Shapiro’s dispute resolution techniques have settled a major symphony orchestra strike, facilitated solutions to human relations problems, and resolved disputes in governmental, corporate, and major biotechnology challenges. Mr. Shapiro has negotiated on behalf of, or served as deal coach to, Fortune 500 companies, government agencies, as well as entertainment and news personalities. Ron Shapiro is frequently cited by parties representing each side in a negotiation as the ultimate "Win-Win" negotiator.