Category Archive for: ‘Business Negotiations’

Using Your “Incumbency” to Create Positive Leverage in Negotiation

Some concepts are better expressed using an example. Our client was at a crucial juncture with their customer — a European bank. In just three months, the time frame was expiring on an agreement to provision identity access management. That project had been running for three years, and had progressed substantially as forecasted. So a renewal to continue with the …

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Negotiation Examples: How Avoiding Unprincipled Concessions Kept the Customer’s Respect (And Won More Revenue)

When competition starts putting the pressure on you, it’s natural to look at price-cutting as the primary way to keep the business. But in the long run, this is a mistaken impulse, unless accompanied by a sound business rationale such as a reduction in scope, change in terms or outcome from the deal. One of our engagements with a client …

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K&R CEO Mladen Kresic Discusses Negotiation Know-it-Alls with Knowledge@Wharton Host Dan Loney

K&R CEO Mladen Kresic Discusses Negotiation Know-it-Alls with Knowledge@Wharton Host Dan Loney (Complete Transcript) On Friday, May 20 K&R CEO Mladen Kresic joined Knowledge@Wharton (Sirius XM Channel 111) host Dan Loney to talk about how negotiators can keep “know-it-alls” from ruining their next big deal. (Kresic wrote on the subject in his 2016 white paper, “Dealing with Negotiation Know-It-Alls: How …

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Mladen Kresic’s Negotiation Advice for CEOs Featured on Chief Executive

Delineating how and when senior management will take part in negotiations is an important factor in maintaining position and outcome. When a member of senior management’s personal timeline or motivations clash with an already established value argument, money can be left on the table. K&R Negotiations CEO Mladen Kresic used a deal from the firm’s client case files to illustrate …

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K&R’s Mladen Kresic Contributes to Thomson Reuters’ Legal Solutions Blog

Thomson Reuters’ Legal Solutions Blog recently featured a guest post from K&R Negotiations CEO Mladen Kresic, who penned a piece about the importance of lawyers not getting too lost in legal terms and keeping an eye on their client’s business value: “When brought on as the legal member of a business negotiation team, it’s natural that we view the process …

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