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Perfecting your Pitch

July 20, 2016
11:00 am - 12:00 pm
ULI Leadership Network

Complimentary Members Only Webinar

This webinar will take place Wednesday, July 20 at 2:00 p.m. EDT.

Register as Individual

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?”

Ron Shapiro, Co-Founder and Chairman, Shapiro Negotiations Institute


Expert Negotiator, Sports Agent, Attorney, Educator, New York TimesBestselling Author, and Civic Leader, Ron Shapiro attended Haverford College and graduated Cum Laude from Harvard Law School. Shapiro served as Maryland State Securities Commissioner and earned a reputation as one of the most effective state investment officials in the nation. He is the founder of what is now known as Shapiro Sher, a prominent Baltimore law firm at which he specialized in Securities, Corporate and Real Estate Law, as well as Shapiro, Robinson & Associates, a sports management firm through which he negotiated over one billion dollars in contracts for his clients. Additionally, he is Chairman of the Shapiro Negotiations Institute, a negotiation and influence training and consulting firm which has trained over 350,000 professionals and also advises businesses around the world.

Committed to public and civic matters, Shapiro has chaired over 25 boards of charitable and community organizations. Shapiro’s four award winning books, The Power of Nice; Bullies, Tyrants & Impossible People; Dare To Prepare; and Perfecting Your Pitch have received an array of accolades, including recognition on the New York TimesBusiness Week and the Wall Street Journal’s best seller lists.

Shapiro has negotiated on behalf of, or served as deal coach to, Fortune 500 companies, government agencies, professional sports teams, as well as entertainment and news personalities. Shapiro is frequently cited by parties representing each side in a negotiation as the ultimate “Win-Win” negotiator.

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