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.

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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The Five Teamwork Principles to Follow for Winning Negotiations

Even with a well-crafted value argument and solid customer motivation to get a deal done, the whole process can unravel if negotiation leadership and teamwork are absent.  The most effective “tactic” in your arsenal is a unified team. Selecting your team, involving all key players in planning, and maintaining group discipline begin the teamwork  that will hold your important deal …

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Negotiation Lessons from Deadwood

Have you ever appeared at the negotiation table with a thoughtful list of offerings only to realize that your assumptions about those across the table were dead wrong? There’s a scene from HBO’s acclaimed Deadwood series (2004-2006) that illustrates just how uncomfortable it can be to misread or underestimate the other party. To set the scene: Alma Garret is a …

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Misusing Leverage: The High Cost of a Short-Term Negotiation “Win”

Do repeat business assumptions count in your business plan? If so, the way you conduct your negotiations takes on much greater importance. Some view negotiation as a series of devious games and ego contests conducted to gain advantage by keeping the other side continuously off balance, intimidated or flustered. We find this approach to negotiation quite short-sighted if your “win” …

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Leadership in Negotiation: Selecting Your Negotiation Team and Rules of Engagement

Leadership in negotiations is critical. The leader is responsible for setting expectations and parameters for your side in regards to pricing, strategy, deadlines, process management and more. Failing to define this opens the door to many potential deal-ending difficulties, and is likely to erode your position on the way to closing. There are many moving parts, not least of which …

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License Compliance and the Value of All Terms in Negotiations

Terms in negotiations cost money; someone pays the tab (bill): This is one of the six foundational principles of K&R Negotiations’ Win Wisely™ method. Every term in contracts and negotiations should be of some value, and each term has an associated cost. As a negotiator, knowing the rationale for a term enables you to articulate the value and identify its …

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