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

🌟 Exciting news! SNI is heading to the Life Sciences Trainers & Educators Network (LTEN) 2026! 🌟We can't wait to connect...
05/28/2026

🌟 Exciting news! SNI is heading to the Life Sciences Trainers & Educators Network (LTEN) 2026! 🌟

We can't wait to connect with life sciences learning leaders, trainers, enablement professionals, and teams dedicated to enhancing field performance, negotiation skills, and commercial conversations.

Are you attending LTEN this year in Kissimmee? Let’s connect! 🤝

Two cities, two conversations shaping the future of leadership, learning, negotiation, and strategic growth! 🌟We’re thri...
05/19/2026

Two cities, two conversations shaping the future of leadership, learning, negotiation, and strategic growth! 🌟

We’re thrilled to be part of both the (SAMA) Annual Conference in Phoenix and the (ATD) 2026 International Conference & Expo in Los Angeles this week!

📍 **SAMA Annual Conference**
Phoenix, Arizona
May 18–20

Don’t miss Jeff Cochran’s session today:
**“Creating Value Through Optimal Negotiation Strategies”**
🗓️ May 19 | ⏰ 10:00–11:15 AM MST
Join us for an interactive discussion on how preparation, alternatives, and interests shape negotiation outcomes. Let’s move beyond win-lose thinking to build stronger long-term value!

📍 **ATD 2026 International Conference & Expo**
Los Angeles Convention Center
May 17–20

Stop by Booth #2112 to connect with the SNI team! Let’s keep the conversation going about negotiation, influence, leadership communication, and workforce development.

🎉 And while you’re there, scan the QR code at our booth for a chance to win a pair of Apple AirPods! 🎧

If you’re attending either event, we’d love to connect with you!

Apple AirPods are amazing, but talent development conversations are even better! 🎧Join us at Booth  #2112 during the Ass...
05/15/2026

Apple AirPods are amazing, but talent development conversations are even better! 🎧

Join us at Booth #2112 during the Association for Talent Development (ATD) 2026 International Conference & Expo, happening May 17–20 at the Los Angeles Convention Center. Don't forget to scan the QR code for a chance to win a pair of Apple AirPods!

We can't wait to connect with leaders in learning, talent, workforce transformation, and leadership development. Let's chat about how AI is shaping the future of employee growth and performance.

Heading to   in Los Angeles next week? 👋Stop by Booth  #2112 to connect with Michael Roche and Lina Martínez from the SN...
05/12/2026

Heading to in Los Angeles next week? 👋

Stop by Booth #2112 to connect with Michael Roche and Lina Martínez from the SNI team! Scan our QR code for a chance to win a pair of AirPods 🎧 and get the details about our happy hour event on May 18th!

We’re thrilled to be part of the conversations shaping the future of talent development, workforce transformation, leadership, and learning innovation alongside amazing professionals in the L&D community.

Whether you want to chat about AI in learning, workforce solutions, talent strategy, or the future of employee development — we can’t wait to meet you!

📍 Booth #2112 | ATD 2026
📅 May 17–20, 2026
📍 Los Angeles Convention Center

See you there!

We’re thrilled to announce that the Shapiro Negotiations Institute (SNI) team will be attending the Strategic Account Ma...
05/07/2026

We’re thrilled to announce that the Shapiro Negotiations Institute (SNI) team will be attending the Strategic Account Management Association (SAMA) Annual Conference this year! 🎉

A special highlight: SNI Partner Jeff Cochran will lead an interactive session titled “Creating Value Through Optimal Negotiation Strategies.” This engaging session will guide negotiators in moving beyond positional thinking to achieve stronger, sustainable outcomes. Attendees will learn effective preparation techniques, understand interests better, and identify value-creating opportunities, equipping them with practical tools and strategies that can be applied directly to strategic account management.

Joining Jeff will be Maximiliano Berger, SNI's Director of Business Development, who is eager to connect with leaders and teams dedicated to enhancing negotiation, sales, and account management skills.

As strategic partnerships and customer relationships evolve, we’re looking forward to meaningful discussions on negotiation, collaboration, and long-term value creation.

Will you be at SAMA? Let’s connect! 🤝

L&D leaders have more access to incredible training than ever before! 🌟 The key now is transforming that training into r...
04/28/2026

L&D leaders have more access to incredible training than ever before! 🌟 The key now is transforming that training into real business impact.

That's the focus we'll be discussing at the Association for Talent Development (ATD) 2026, the world's largest L&D conference.

For L&D leaders, the challenge isn't just delivering programs; it's about making sure those programs lead to measurable business outcomes once teams are back in action.

Join us at Booth #2112 at the Los Angeles Convention Center from May 17 to 20. Let's dive into how we can create meaningful results together!

👉 Learn more here: https://lnkd.in/eaNBaYV

Most negotiators think that better arguments win deals, but that's not always the case! 🤔In the latest episode of the Ex...
04/15/2026

Most negotiators think that better arguments win deals, but that's not always the case! 🤔

In the latest episode of the Excellent Executive Coaching podcast, Dr. Katrina Burrus, PhD MCC, sits down with our own Andres Lares, Managing Partner at Shapiro Negotiations Institute. They dive into a common pitfall in sales conversations: leading with data before securing emotional buy-in from your prospects.

Here's the right sequence to follow:

✅Build credibility to earn trust in your message
✅Connect with the emotional impact of the outcome
✅Use logic to back up the decision

Skip this order, and even the best solutions can stall! 🚫

Where are you focusing on logic before your buyer feels ready to commit?

🎧 Listen here: https://lnkd.in/efn2cwek

Strong negotiators aren't made just through explanations—they're forged through practice! 💪✨Our latest blog emphasizes a...
04/09/2026

Strong negotiators aren't made just through explanations—they're forged through practice! 💪✨

Our latest blog emphasizes a straightforward concept: negotiation skills are honed through exercises. Role plays, simulations, and structured drills allow you to apply specific skills and improve over time.

For Learning & Development (L&D) teams, the path is clear. Design intentional exercises that focus on defined skills, create realistic scenarios, and incorporate feedback and reflection to foster continuous improvement.

When practice is structured this way, training is much more likely to lead to real behavior change.

How are you incorporating practice into your negotiation training? 🤔

Read our latest blog: https://lnkd.in/eWTectT5

If you think body language is the key to successful negotiations, you might be missing the bigger picture! 🤔In the lates...
03/31/2026

If you think body language is the key to successful negotiations, you might be missing the bigger picture! 🤔

In the latest episode of the People Who Read People podcast, our very own Andres Lares, CEO and Managing Partner at Shapiro Negotiations Institute, shares insights from extensive negotiation training. Did you know that body language only makes up a small portion of what truly matters? Instead, it’s all about how negotiators think and adapt their behaviors.

Aggressive tactics can often lead to friction and misunderstandings, especially when negotiations turn into public displays rather than constructive conversations.

Where have you noticed aggressive tactics causing tension in a deal? Let us know in the comments!

Watch and listen here 🎙️ https://lnkd.in/eGz467th

Most teams try to influence decisions by proving they’re right, and that’s why they get stuck. 🤔In our latest podcast ep...
03/25/2026

Most teams try to influence decisions by proving they’re right, and that’s why they get stuck. 🤔

In our latest podcast episode, our CEO and Managing Partner, Andres Lares, shares a crucial insight: influence isn’t about having the best argument; it's about following the right sequence to guide decisions.

Here's what we see in our work with leaders and teams:
• Credibility comes first and establishes trust. 🤝
• Emotion shows you understand the other side. ❤️
• Logic supports the message; it doesn’t lead it. 💡
• Action follows naturally once alignment is built.

This approach isn’t about selling; it’s about understanding how decisions are made within organizations. Skipping credibility and emotion creates resistance, but following the right sequence helps reduce it.

🎧 Listen to the full episode here: https://lnkd.in/eGAxt6cM

Strong logic only persuades when it connects to what the other side values. 🤝Rational persuasion is all about clear reas...
03/23/2026

Strong logic only persuades when it connects to what the other side values. 🤝

Rational persuasion is all about clear reasoning, data, and evidence. But remember, its impact relies on how well your logic aligns with the other party’s interests and priorities.

Here are some tips to make your persuasion more effective:
✅Use structured reasoning backed by credible evidence 📊
✅Connect your argument directly to what matters to the other side 💡
✅Make your logic easy to follow and act on

The goal isn’t just to be logical; it’s to be relevant.

Read the full blog here: https://lnkd.in/etMheyXF

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

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