Workshop Session | Wednesday, June 27 | 2:50 – 3:35 p.m.
Track: Leadership Development

Learn an approach that improves your negotiation and influencing abilities—critical skills for employees in any function. This session focuses on preparing more effectively, asking questions that get to the other side’s interests, and proposing solutions in a more persuasive manner. Learn to become more confident in any situation and translate that confidence into results. Most importantly, learn tips and tricks that you can pass on to your team immediately!

What will you learn?

  • Learn a systematic approach to negotiation that you can leverage immediately and pass on to your team so that they too can improve their results.
  • Walk away with a model for asking questions that will help find out what the other side of a negotiation or conversation really wants.


Jeff Cochran, Partner, Shapiro Negotiations Institute
As a principal of SNI, Jeff has trained and coached teams and delivered high impact presentations in more than 20 countries. Jeff has delivered customized programs for clients across many diverse sectors including PwC, J.P. Morgan Chase, Bristol Myers Squibb, Nationwide Insurance, Verizon, ESPN, and the San Antonio Spurs.Before joining SNI in 2000, Jeff was with Tessco Technologies, the nation’s largest communications infrastructure supplier. He managed a portfolio of over 250 accounts and was responsible for educating new sales professionals and handled new hire training. Jeff’s first career was working in Nepal for three years as a U.S. Peace Corps Volunteer where he was assigned to the Nepal Bank Ltd. and successfully implemented a micro-lending project targeting poor farmers and small business entrepreneurs to help them form borrowing co-ops.