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
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/
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/
09/16/2026
A first offer in a negotiation communicates more than a number. It can reveal priorities, expectations, and how someone is thinking about the conversation.
The same principle applies to written communication.
SNI CEO and Managing Partner Andres Lares recently shared his perspective with MarketWatch for a story examining AI-written versus human-written resumes.
His point goes beyond resumes: AI can be an excellent tool for generating ideas, challenging your thinking, and refining a message. But when it replaces human judgment altogether, we risk losing some of the signals that make communication credible and authentic.
Use AI as an assistant, not a substitute for your judgment.
Read Andres’s perspective in MarketWatch https://www.marketwatch.com/story/are-ai-written-resumes-more-likely-to-get-you-a-job-the-answer-may-surprise-you-ae408827.
Price objections don't always mean your price is the problem.
Sometimes they're about budget. Sometimes they're about risk. Sometimes they're simply where the negotiation begins.
Before defending your proposal or offering a concession, take time to understand what's driving the conversation.
Read the full article to uncover what really matters 👉 https://www.shapironegotiations.com/blog/how-to-negotiate-when-the-customer-leads-with-price/
09/09/2026
A lower-priced competitor does not always mean you need a better defense of your price.
Sometimes you need a better comparison.
Scope, implementation, service, risk, switching costs, and internal effort can all change the economics of a decision.
The key is making those differences visible before price becomes the only criterion left on the table.
👉 https://www.shapironegotiations.com/blog/when-procurement-only-sees-price/
09/07/2026
Progress depends on people.
This Labor Day, we’re recognizing the people who bring their time, judgment, effort, and collaboration to the work every day.
Thank you to the teams, partners, and professionals who keep things moving.
Wishing you a meaningful Labor Day.
09/04/2026
Featured SNI Speaker: Andres Lares
SNI CEO and Managing Partner
Andres brings years of experience advising organizations on negotiation, influence, and strategy, including high-stakes deal coaching across professional sports and a wide range of industries.
As SNI’s CEO and Managing Partner, he combines real-world negotiation experience with a practical approach to helping leaders and teams improve how they prepare, communicate, and make decisions.
Andres is also the co-author of Persuade: The 4-Step Process to Influence People and Decisions and teaches Sports Negotiation at Johns Hopkins University.
Learn more about Andres and the SNI Keynote Speakers Bureau 👉
https://www.shapironegotiations.com/keynote-speakers-bureau/
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/
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/
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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 |