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.
Founder of the Shapiro Negotiations Institute, 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 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, a prominent Baltimore law firm. Subsequently, in 1976 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 addition, he is the Founder of an annual business conference, the Butler Conference of Leaders, which brings together over 150 CEOs, and other business, professional and non-profit leaders to address economic, investment, philanthropic and social issues.
USA TODAY called 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 Shapiro has negotiated. In addition, he is the Special Advisor to the owner of the NFL Baltimore Ravens and advises other sports executives including the President of Sports Franchises and General Manager of the NBA San Antonio Spurs.
Shapiro’s four award winning books have received an array of accolades, including recognition on the New York Times, Business Week and the Wall Street Journal’s best seller lists.
Shapiro has also authored and co-authored books on corporate and securities law and taught at the Johns Hopkins University, the University of Maryland School of Law, the University of Baltimore School of Law and has guest lectured at many other Institutions. A charismatic and creative individual, 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,” and “Talk of the Nation,” ABC‘s “Nightline,” and ESPN‘s “Mike and Mike in the Morning,” and “Up Close.”
Committed to public and civic matters, Shapiro has chaired over 25 boards of charitable and community organizations, as well as serving on numerous others. He was also Treasurer and Finance Chairman for former Baltimore Mayor, Kurt Schmoke.
Shapiro has received numerous special honors and recognition including, among others: the American Sportscasters Association Hall of Fame Mel Allen Service Award for distinguished public service; The American Red Cross Lifetime Achievement Award; induction into the Baltimore Jewish Hall of Fame; the American Law and Jurisprudence Award in recognition of many years of outstanding leadership and excellence in the practice of law; and named as a member of “The Champions: Pioneers and Innovators in Sports Business” by SportsBusiness Journal which recognizes his distinct and sustainable impact on the sports industry, record of achievement, and for being a mentor and leader to so many throughout the world. SmartCEO Magazine recognized Shapiro as one of the “Twenty Most Admired Leaders”. He has also been named “one of Maryland’s Super Lawyers,” featured in The Best Lawyers in America for 20 consecutive years, is a recipient of The Daily Record’s “2010 Leadership in Law Award”, and was named “Sports Law Lawyer of the Year” in the 2012 edition of Baltimore’s Best Lawyers®.
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. He has negotiated on behalf of, or served as deal coach to, Fortune 500 companies, government agencies, as well as entertainment and news personalities. Shapiro is frequently cited by parties representing each side in a negotiation as the ultimate “Win-Win” negotiator.