Category Archive for: ‘K&R Success Stories’

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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Negotiator Training Works: ROI for Global Training and Negotiating Firm

Client teams that walk out of our negotiating seminars come out with actionable tools they can immediately apply to shorten sales cycles; close bigger, better deals; and build lucrative, long-term relationships with the opportunity for more recurring business. It’s one thing to make the claim, quite another when a client’s own analysis supports that claim. K&R Negotiations engaged with a …

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Negotiation Examples: The Value of Persistence

I often ask people, “Who are the best negotiators in the world?” The most common answer is, “Children.” Yet, children have never been trained in negotiations (certainly not by us). What makes them such naturally effective negotiators? There are a number of answers to that question. For example, children use tactics of emotional blackmail (screaming in a public place) or …

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Thoughts for the New Year

Email in-boxes are getting flooded with “Thanks for your business” and “Best wishes for the New Year” emails. While there is a certain mechanical nature to these, if you have a relationship, the sentiment is a reasonable one. So…if you are one of our clients, you have probably already heard from us, but… Thank you for your business. Our most …

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Let’s Go to the Videotape

We had the pleasure of sitting down with Peter Quinn, Director of Vendor Management at SEI when he recorded a video about SEI’s experience using K&R Negotiations.  The video speaks for itself, and was written by SEI.  Peter’s words regarding K&R are relevant to most organizations. SEI is one of our few “buy-side” clients.  As we have delivered more sessions …

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Saving your way to prosperity

Times are tough.  The stock market is at 1997 levels.  Unemployment is high.  Sales are down.  You need to manage your business results for 2009.  What do you do, and why? If we were playing the television game show “Family Feud” (or Family Fortune, if you’re in London), the number one answer is…  Stop spending! How about it?  Can you …

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K&R Success Stories published

K&R Negotiation Associates has published a few representative success stories on the K&R Web Site.  Here are excerpts and links to more information: K&R’s client turned a $150K annual loss into a $50K annual profit, while at the same time raising their own client’s satisfaction with the service. (more) K&R’s client realized 6.7M€ of revenue in their current fiscal year, …

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