Shapiro Negotiations Institute

Strategy rarely breaks in the boardroom; it often falters in the conversations that happen once everyone leaves.

While organizations invest heavily in crafting and communicating their strategies, they often lose momentum when teams face competing priorities, limited resources, and the pressure to deliver results. In those moments, individuals tend to revert to their established habits.

That's why alignment goes beyond mere communication. It's about navigating trade-offs, securing commitment, and pushing priorities forward even when the way ahead isn't clear.

For L&D leaders, the challenge extends beyond just helping employees grasp the strategy. It's about equipping them for the conversations that can make or break its success.

💡 Read our blog for more insights: https://lnkd.in/eMFkACKD

P.S. We’re excited to announce that we'll be at Training Industry, Inc.'s TICE 2026 from June 16-18 in Raleigh, NC! Join us as we explore how negotiation and influence skills can transform strategy into action. If you're attending, stop by and share your challenges with us! 👋 Evan Carroll Maximiliano Berger

Excited to connect with learning and talent leaders at Training Industry, Inc.'s TICE 2026 in Raleigh! 🎉

SNI will be there as both a speaker and exhibitor. Join us for our session, "Ask Better Questions, Discover Better Deals," featuring Evan Carroll. We'll dive into how strategic questioning can enhance negotiations, leadership communication, stakeholder conversations, and those tough discussions at work.

We'll explore why professionals often rush to solutions, the types of questions that reveal true priorities and concerns, and how improved questioning leads to more productive conversations across teams and organizations.

Don't forget to stop by the SNI booth during the conference to discover more about our experiential learning and negotiation training programs. We can't wait to see you there!

🌟 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 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 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 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 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 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 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 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