Shapiro Negotiations
Sales, Negotiations, and Influencing resource by SNI
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Latest posts
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Procurement Cost Savings Strategies That Protect Supplier Relationships
When finance asks for another round of savings, you probably already know which suppliers will be difficult to call. Some have absorbed increases of their own; others have helped your team through urgent orders and late changes. You still need a better deal, and you’d like to…
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Objection Handling Techniques: A Practical 7-Step Framework
You can know your product inside out and still struggle with objection handling. A buyer says “it’s too expensive,” mentions another vendor, or asks for more time, and you’re already preparing a response before they’ve finished explaining the concern. Until you know what’s…
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21 Sales Qualification Questions To Qualify the Right Prospects
You can probably name a deal like this without opening your CRM. The demo went well, the prospect seemed interested, and the opportunity sat at 60% for most of the quarter, looking healthy enough that nobody felt much urgency to dig deeper. Then procurement wanted 15% off, your…
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Negotiation and Conflict Resolution: How They Work Together
Conflict is relatively easy to define and is typically understood as a disagreement that stems from a perceived difference, incompatibility, or violation of a shared agreement. While individuals may describe conflict in different ways, the core concept is widely recognized in…
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Negotiation Preparation: How To Build a Plan Before You Sit Down
The most successful people are the ones that are prepared for every eventuality. As ThriveGlobal points out, “successful people understand how to prepare for great opportunities,” and “success is born when preparation meets opportunity.” We might not always be able to control…
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When Procurement Only Sees Price: How Account Managers Reframe the Conversation
If you’re explaining a higher price after procurement has scored the RFP, you’re already late. The customer isn’t weighing everything your solution does differently anymore. They’re looking at 2 bids that seem to promise the same result, and one costs less. So it isn’t hard to…
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Defend the Margin Without Losing the Project
Project managers protect margin by negotiating changing economics early, with evidence, options, and a clear connection to project outcomes. It’s never the right time to raise a cost issue. There’s always a reason to wait for a calmer week, and the longer a PM waits, the harder…
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Scope Is a Negotiation: Preventing the Change Order Before It Starts
Scope looks wonderfully well behaved in a contract. It sits there in a numbered section with clean dates, neat deliverables, and signatures underneath. Then an input arrives two weeks late, an approver joins halfway through, and somebody asks, “That was included, wasn’t it?” Now…
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The Authority-Free Leader: How to Move Decisions Without Owning Them
Leadership can get awkward when you’re responsible for moving a decision, but none of the people who can move it report to you. The work cuts across departments; the final call belongs to somebody else, and much of the room may be judging a proposal they had no hand in creating.…
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How Procurement Can Protect Supplier Relationships and Still Push for Savings
Procurement can protect supplier trust while pushing for savings, stronger performance, and better terms. Learn how evidence, clear framing, conditional trades, and disciplined follow through support both the relationship and the agreement. The post How Procurement Can Protect…