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Shapiro Negotiations Institute

Name: Shapiro Negotiations Institute
Address: 3600 Clipper Mill Road, Suite 228, Baltimore, MD, 21211, US
Telephone: +14106624764
Price range: $$

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Shapiro Negotiations Institute

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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 professionals 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

10/14/2026

A promising sales opportunity can turn into a difficult negotiation when important questions go unanswered.

Who controls the budget? Who approves the purchase? What problem needs solving? What's driving the deadline?

The sooner sellers understand these details, the better prepared they are to move the right opportunities forward.

Our new blog shares 21 practical sales qualification questions and tips for asking them naturally.

Read the article 👉 https://www.shapironegotiations.com/blog/21-sales-qualification-questions-to-qualify-the-right-prospects/

10/12/2026

Small project changes become difficult commercial conversations when they are absorbed first and discussed later.

Before the conversation, clarify what changed, document the impact, identify who can make the decision, and understand which options are still available.

These eight questions can help project teams prepare while there is still room to solve the issue.

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

10/09/2026

Featured SNI Speaker: Diego Pisano
Global Business Leader & Multilingual Keynote Speaker

Diego Pisano brings more than 20 years of leadership experience across HR, Finance, IT, and general management to his work as a speaker, trainer, and coach.

That cross-functional background gives Diego a practical perspective on leadership, negotiation, and working across teams and cultures.

Based in Brazil, Diego works with audiences around the world and regularly facilitates in Portuguese, Spanish, English, and French. His speaking topics include AI, leadership, global business, cross-functional management, and coaching.

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

10/07/2026

Twice a year, our remote team gets the chance to trade Teams calls for time together in the same room.

Our latest SNI Summit brought us to Baltimore for a few days of working sessions, conversations about SNI’s future, volunteering, a poker lesson, great food, and time together as a team.

Working remotely allows us to bring together people from different cities and countries. Getting together in person helps strengthen the relationships behind that work.

We left with new ideas, stronger connections, and plenty to keep working on.

Here’s a look at a few days with the people behind SNI.

10/05/2026

Some decisions are yours to influence, even when they are not yours to make.

Before presenting your case, take time to understand who shapes the outcome, what matters to each stakeholder, and what support you need to move forward.

These five questions can help you prepare for the conversations that happen before the formal decision.

Read more on the full blog 👉 https://www.shapironegotiations.com/blog/how-to-influence-without-formal-authority/

10/01/2026

What you hear first in a negotiation may only be the starting point.

Before you respond, a well-placed question can help you understand what’s really driving the conversation.

Swipe through for some practical ways to respond.

Save this carousel for when you need it.

09/28/2026

A contract can define the scope and still leave important operating questions unanswered.

Who owns the handoff?
What assumptions does the plan depend on?
Who approves a change?
What happens when the request grows?

Those conversations are much easier before the project is under pressure.

See how teams can bring scope negotiation earlier into the work.

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

09/24/2026

Aerospace negotiations bring cost, quality, delivery, risk, and long-term relationships into the same conversation.

Whether teams are working with suppliers, customers, partners, or internal stakeholders, stronger outcomes start with preparation: understanding what must be protected, where there is flexibility, and which tradeoffs are possible.

SNI helps aerospace teams build practical negotiation and influence skills for these complex, high-stakes conversations.

Explore how SNI supports the aerospace industry 👉 https://www.shapironegotiations.com/aerospace/

09/23/2026

A realistic training scenario isn’t automatically an effective one.

Start with the behavior you want people to practice. Then build the scenario backward so learners encounter a moment where they can actually demonstrate it.

Behavior → Hook → Decision → Observation → Debrief

The scenario provides the opportunity. The debrief turns that moment into something you can coach.

Andres Lares, SNI CEO and Managing Partner, goes deeper into this approach in his Training Industry article on customization and consistency.

Continue reading 👉 https://trainingindustry.com/articles/personalization-and-learning-pathways/how-to-customize-training-without-sacrificing-consistency/

09/21/2026

Strong supplier relationships shouldn't stop procurement from discussing price, performance, or risk.

The strongest partnerships are built on honest conversations supported by facts and mutual respect.

Read along for a simple way to separate the relationship from the agreement and negotiate better commercial outcomes.

🔗 https://www.shapironegotiations.com/blog/how-procurement-can-protect-supplier-relationships-and-still-push-for-savings/

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

http://www.shapironegotiations.com/

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