The Power of Nice: How to Negotiate so Everyone Wins
June 16, 2016
Ron Shapiro, Co-Founder and Chairman of Shapiro Negotiations Institute, addressed a crowd of over 600 members from ULI Washington during the keynote address at their annual Real Estate Trends Conference. Drawing on his unparalleled experiences from the worlds of law, sports, business, and community leadership, as well as in dealing with issues common to us all, Shapiro touched on how to get what you want while building stronger relationships. Many dealmakers who play hardball by assuming a winner-take-all attitude risk alienating the party opposite them at the negotiating table, thereby losing out on future opportunities. By understanding the needs and issues of others through listening, and using his Systematic Approach: the 3P’s, Prepare-Probe-Propose, you will improve your powers of persuasion and build relationships even in the most challenging situations.
Upcoming Members-Only Webinar with Ron Shapiro: Perfecting Your Pitch
This webinar will take place Wednesday, July 20 at 2:00 p.m. EDT.
So much of our day-to-day lives, both professionally and personally, is centered on articulating a point of view in an attempt to move ideas forward. In a variety of scenarios—purchasing or leasing property; making or denying a budget request; negotiating terms on a loan; dealing with an unrealistic party; seeking approval from a regulatory agency or local government; or influencing a party to embrace your ideas—success lies in thoroughly planned, highly effective communication.
Reflecting on his 45-year career as a premier negotiator in the worlds of law, real estate, sports and business, Ron Shapiro has found that if there is a key to a successful outcome, it is also the one we most often fail to turn. Why do so many of us still prefer to wing it? In Perfecting Your Pitch, Shapiro introduces his systematic approach, the Three D’s: Draft, Devil’s Advocate, and Deliver,which demonstrates how to use scripting to gain a competitive advantage. His scripting system will help you find the words that work and avoid communications that have you thinking: “Why did I say that?”