We’ve helped clients sell, present, negotiate and influence more effectively for over 20 years.

New course!  Influence Without Authority—Advanced Already know the basic principles of influence? Take your influence skills to the next level with this new Advanced Influence course.

Improve your skills and understanding so that more of your recommendations are accepted and successfully implemented. Influence Without Authority—Advanced revolves around the skills needed to generate more influence, and the need to create a plan.

It’s “What’s next…” For years, many “Influence Without Authority” course participants—eager to increase their influence have—asked us “What’s next?” After running several successful pilots in 2015, we’re proud to say “Influence Without Authority—Advanced” is what’s next!

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Many people—and most negotiators—are familiar with Getting to Yes by Fisher and Ury and the concept they helped capture with the acronym “BATNA.” Unfortunately, the powerful and helpful meaning behind that catchphrase is often obscured by it.   

In this video, Joe Friedman and David Zehren discuss the important idea behind BATNA and offer up BATTN to help keep it clear and in focus.

Think you know what BATNA’s all about? Our negotiating skills training helps ensure that your people carefully consider what are the “best alternatives to this—and any other—negotiation” for them and their counter-parties to help them reach better outcomes and negotiate better.


Sellers should talk more?!
The oft-repeated and recognized truism, “selling is not telling” is easy to say, but our informal research shows that it’s less easily done. Seller’s beware! And be prepared. You can tip the talking ratio to the buyer with better planning. We can help. 

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When you present, do you use the Five Visual Delivery Skills to maximum effect?

Do you know the 5 Visual Skills for delivering great presentations? More importantly, do you use them?

In this quick video, Joe Friedman highlights the five visual delivery skills and how to use them to present better.  


Split the difference or stay with the tension?  Lose-lose or win-win? When the tension rises between your  counter party’s and your interests, splitting the difference is a quick way to relieve the tension…but it is rarely the best solution. It leads more to a lose-lose outcome than a win-win outcome.


Influence is everywhere: Using the power of influence to reduce power consumption. Can ComEd get us to reduce power consumption by using a powerful tool of influence called social proof? Robert Cialdini thinks so. And for good reason. Part of the power of social proof is that it’s almost instinctive.


David Zehren and Joe Friedman give a brief overview and history of ZEHREN♦FRIEDMAN Associates in this video.