Shapiro Shares the Art of Negotiation

Master negotiator Ron Shapiro taught a workshop at VUSN this fall attended by students, faculty and staff from Vanderbilt’s business, divinity, education and nursing schools. His key takeaway message: In order to get what you want, help the other side get what they want. Photo by Anne Rayner.

Ron Shapiro, negotiator, sports agent, attorney, educator, author and civic leader, recently led a workshop, “How to Negotiate so Everyone Wins, Especially You!” at the School of Nursing.

“Having dynamic speakers come to campus for a workshop like this is a golden opportunity for us to step outside our traditional roles and learn new things,” said Linda Norman, DSN, RN, FAAN, Valere Potter Menefee Professor and dean.

While some know Shapiro as the sports agent for Baseball Hall of Famers such as Cal Ripken Jr., Jim Palmer, Brooks Robinson and more, he also founded the Shapiro Negotiations Institute, which has trained more than 350,000 professionals, and created the Butler Conference of Leaders, which annually assembles CEOs and other leaders to address economic and social issues.

Shapiro has drawn on his experience in the worlds of law, sports, health care and business to write several books on different facets of negotiation.

“After working with Ron and his colleagues, I have a systematic approach to guide me through the process that includes preparatory scripting, asking questions and really listening to the answers, and knowing your walkaway or exit or bottom line,” said Melanie Allison, DNP, a VUSN faculty member who was mentored by Shapiro as part of the Johns Hopkins University School of Nursing’s Executive Mentorship Program. “Ron taught me the best way to get what you want is to help the other side get what they want.”

Shapiro shared key points and examples of his approach for articulating and moving ideas forward and signed books.