Nogotiation Blog

Insights on Negotiation

Join us for insights on how to negotiate a winning balance, where where both sides understand and appreciate the value they receive. As a result, you are more likely to forge a long-lasting relationship that yields more and better opportunities in the future. This idea underpins K&R Negotiations’ Win Wisely™ approach and underlines the importance of using leverage wisely.

Do You Want to Be Successful? A Better Negotiator? Break These Three Bad Listening Habits

Forging a winning deal depends largely on your ability to gather as much information as possible about the other side’s market position, motivations and goals. This holds equally true at the organizational, departmental and personal levels. Better information means a more finely tuned value argument and increased credibility, both of which mean more positive leverage that will help you close. …

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Negotiation Mistakes: Misguided Integrity

Negotiating with integrity is central to the Win Wisely™ approach; after all, if we are in search of positive leverage to artfully move the other side closer to our way of thinking, we must have integrity. Integrity gives us the foundation to make value arguments that are believable. When we are perceived as people who constantly play games with the …

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When Emotions Compromise Your Negotiation Leverage

Successful businesspeople like to think of themselves as rational beings that apply thorough analysis to get optimal outcomes. Of course, this is not always the case. We’re humans, not optimizing machines: We’re biased towards doing business with people we like and trust; we succumb to pride when a calmer perspective would have yielded a better outcome for everybody; we get …

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Unprincipled Concessions Cost You Money at the Negotiating Table

Spot Them, Avoid Them and Close Faster Unprincipled concessions are concessions not tied to a credible business rationale. Years of research show us that this simple business negotiation mistake costs companies between 9 and 18% of their gross operating revenue. The most basic negotiation example of an unprincipled concession is this: To test your negotiation acumen or your value proposition, …

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Negotiation Success Range (NSR)™: Understanding Walkaway Positions so Neither Side Walks Away

One of our tools for helping clients prepare a winning negotiations strategy is the Negotiation Success Range (NSR)™, which identifies the conditions under which both parties will be satisfied. And if those conditions satisfy both sides, but our side likes them more than theirs? That’s OK: A winning deal is never perfectly even. In business, especially when forging long-term relationships, …

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To Close the Deal, Know Your Client’s Risks and Articulate the Cost of Not Acting

In 2013, CSO Insights published an industry survey summarizing deals won and lost—in this instance, how often forecasts lined up with actual closed deals. Of the number of total forecasted deals, 26% were lost due to “no decision.” Many “no decisions” can be traced to a seller’s inability to address how their potential client sees risk and the failure to …

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Balancing Your Negotiation Team: If Everyone Agrees, Someone is Probably Wrong

Just as you don’t want to take to the field with a football team of 11 quarterbacks (or 11 goalkeepers, if you’re playing the more globally known form of football), you would not want a negotiation team that only represents one discipline or perspective. Although Peyton Manning or Cristiano Ronaldo each has enviable skills, other specialists will be needed to …

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The Value of Role Playing in Negotiation

We have had the privilege of assisting major companies all over the world with our Win Wisely™ approach to negotiation. The principles we teach are far from theoretical: they were forged from practical experience gained in all kinds of negotiations involving all types of participants. This includes everything from basic buy-sell transactions to complex, high-stakes negotiations in business and technology …

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