Shapiro Negotiations Institute

Shapiro Negotiations Institute SNI is a global leader in performance improvement. Knowing when to walk away is as important as knowing when to push forward.

SNI is a premier global provider of training and consulting in the following areas:

-Negotiation
-Influencing
-Sales Optimization
-Conflict Resolution

The focus of SNI is on maximizing our clients’ ability to create mutually beneficial and profitable long-term relationships with peers, vendors, and customers – both internal and external to the organization. Our success is built on helping p

rofessionals at all levels use a systematic approach to get more accomplished, faster, and with a higher degree of effectiveness. By taking over 30 years of lessons learned in real-life situations, we dig into specific industry and client challenges, so our tools and techniques can be used immediately and repeated with precision. Through a combination of highly customized training programs, dynamic keynotes and strategic consulting, SNI delivers the ultimate learning continuum. We focus on the bottom line, the people, and the tools that drive continued success for the world’s leading organizations every day. In challenging times like these, people need the efficiency, financial benefits and collaborative impact SNI’s learning provides. Please use our website as a way to learn more about SNI’s Negotiation, Influencing, Sales Optimization and Conflict Resolution offerings. Specialties
Negotiation, Influencing, Sales Optimization, Conflict Resolution

Small project changes can have a large commercial impact when they are absorbed first and discussed later.The earlier te...
09/02/2026

Small project changes can have a large commercial impact when they are absorbed first and discussed later.

The earlier teams document what changed, quantify the effect, and raise the issue, the more options they have to protect both the project outcome and the relationship.

CID-9 looks at how project managers can defend margin through stronger preparation, clear evidence, and better-timed conversations.

👉 https://www.shapironegotiations.com/blog/defend-project-margin-without-losing-the-project/

08/31/2026

Manufacturing negotiations often involve much more than price.

Supplier reliability, lead times, customer terms, margin, quality, risk, and internal priorities can all be part of the same conversation.

This Industry Series looks at where these pressures show up and how manufacturing teams can prepare for stronger commercial conversations.

Explore SNI’s work with manufacturing teams 👉 https://www.shapironegotiations.com/manufacturing/

A detailed scope does not automatically prevent scope disputes.The trouble often starts in the assumptions around the wo...
08/26/2026

A detailed scope does not automatically prevent scope disputes.

The trouble often starts in the assumptions around the work: who approves what, when inputs arrive, what a handoff includes, and how changes will be handled.

Clarifying those expectations early gives teams more options and fewer surprises once delivery is underway.

👉 https://www.shapironegotiations.com/blog/scope-is-a-negotiation/

08/24/2026

Leverage isn't static. It changes throughout the negotiation.

Before the conversation, preparation strengthens your position.

During the discussion, curiosity uncovers opportunities.

After the agreement, ex*****on helps shape future negotiations.

Strong negotiators understand that leverage isn't something you have. It's something you build.

Which stage do you think has the biggest impact?

Leading without formal authority requires more than a persuasive presentation.Cross-functional decisions move through a ...
08/19/2026

Leading without formal authority requires more than a persuasive presentation.

Cross-functional decisions move through a network of people with different priorities, risks, and responsibilities. Some approve. Some influence. Others determine whether the decision actually works after approval.

Understanding that system early helps leaders surface concerns, improve the proposal, and build stronger commitment before the formal meeting.

👉 https://www.shapironegotiations.com/blog/how-to-influence-without-formal-authority/

08/17/2026

The strongest negotiators aren't always the ones with the most options.

Some of the toughest procurement negotiations happen when switching suppliers isn't realistic.

That's why the best negotiators don't rely solely on alternatives. They prepare. They ask better questions. They look beyond price to uncover opportunities that create value for both sides.

Swipe through for a different perspective on leverage, then tell us: What's the most challenging supplier negotiation you've faced?

Learn more about our Procurement Negotiation Training 👉 https://www.shapironegotiations.com/procurement/

Strong supplier relationships aren't built by avoiding difficult conversations.They're built by handling them well.Our l...
08/12/2026

Strong supplier relationships aren't built by avoiding difficult conversations.

They're built by handling them well.

Our latest article explores how procurement teams can negotiate better pricing, stronger terms, and improved performance without damaging supplier trust.

Learn practical strategies for using evidence, creating balanced trades, and strengthening relationships through better negotiation.

Read the full article 👉 https://www.shapironegotiations.com/blog/how-procurement-can-protect-supplier-relationships-and-still-push-for-savings/

A supplier's request deserves careful consideration.Before responding, understand the assumptions behind the increase.St...
08/10/2026

A supplier's request deserves careful consideration.

Before responding, understand the assumptions behind the increase.

Strong procurement starts with disciplined curiosity.

Save this as a reminder for your next supplier discussion.

Price is one of the easiest things for a customer to challenge.That doesn't mean it's the real issue.Before defending yo...
08/05/2026

Price is one of the easiest things for a customer to challenge.

That doesn't mean it's the real issue.

Before defending your proposal or discussing a discount, take the time to understand what's driving the concern. A few thoughtful questions can reveal whether the issue is budget, risk, internal approvals, or something else entirely.

Our latest article shares practical ways to move the conversation from price to value.

Read it here 👉 https://www.shapironegotiations.com/blog/how-to-negotiate-when-the-customer-leads-with-price/

Featured SNI Speaker: Greg Dinkin: Are you negotiating with the market... or your ego?One of the biggest mistakes negoti...
08/03/2026

Featured SNI Speaker: Greg Dinkin: Are you negotiating with the market... or your ego?

One of the biggest mistakes negotiators make is holding on to yesterday's numbers.

What they paid.
What they expected.
What they think something should be worth.

Greg Dinkin challenges audiences to let go of those mental anchors and negotiate based on today's reality.

A The Wall Street Journal bestselling author, executive coach, and World Series of Poker champion, Greg combines lessons from business, poker, and behavioral psychology to help leaders make better decisions under pressure.

Learn more about Greg and the SNI Speakers Bureau 👉 https://www.shapironegotiations.com/keynote-speakers-bureau/

Address

3600 Clipper Mill Road, Suite 228
Baltimore, MD
21211

Opening Hours

Monday 9am - 5pm
Tuesday 9am - 5pm
Wednesday 9am - 5pm
Thursday 9am - 5pm
Friday 9am - 5pm
Saturday 9am - 5pm

Telephone

+14106624764

Website

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