Category Archive for: ‘Negotiation Examples’

Negotiation Examples: The Power of Agenda Management

The “time factor” — how you manage it against other considerations and use the high-level (or macro) agenda to help create agreement has a huge impact on your success! This was certainly the case during an engagement with one of our technology clients, whose customer was in the European auto segment. All of our client’s revenue with this automaker was …

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Negotiation Examples: Dealing With Know-it-Alls (The Impostor)

This blog post is excerpted from the K&R Negotiations white paper, “Dealing with Negotiation Know-it-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your Deal.“ The white paper explores three types of know-it-all that you are likely to encounter during negotiations and shows how the experienced negotiator can mitigate their negative impact and keep the deal moving toward a win …

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Negotiation Examples: Dealing With Know-it-Alls (The Intimidator)

This blog post is excerpted from the K&R Negotiations white paper, “Dealing with Negotiation Know-it-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your Deal.” The white paper explores three types of know-it-all that you are likely to encounter during negotiations and shows how the experienced negotiator can mitigate their negative impact and keep the deal moving toward a win …

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Negotiation Examples: Dealing With Know-it-Alls (The Instructor)

This blog post is excerpted from the K&R Negotiations white paper, “Dealing with Negotiation Know-it-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your Deal.” The white paper explores three types of know-it-all that you are likely to encounter during negotiations and shows how the experienced negotiator can mitigate their negative impact and keep the deal moving toward a win …

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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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Credibility is the Essential Path to Value in Negotiations

Patience and listening get you information. Information leads to knowledge when the context is understood. Knowledge properly conveyed leads to credibility. In negotiations, the more you understand about the other party and their requirements, the more credible you will be when you have something to say. Credibility is the cornerstone of communication. You build credibility in order to get others …

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The Importance and Impact of Setting Priorities in Negotiations: The CBA, Deflategate and Tom Brady

Fans of American football are watching with great interest the recent developments around “Deflategate.”1 Of course, the drama always increases when a superstar such as Tom Brady is involved. One of the controversial aspects in this evolving saga is the power of the National Football League (NFL) commissioner, Roger Goodell. Goodell handed the four-game suspension penalty to Mr. Brady, in …

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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 Examples: Managing Internal Conflict

Not all books on negotiation skills cover how to handle internal dissension or conflict during important negotiations. There’s a reason we included it as the third of K&R’s Six Principles™ of Negotiation: A team divided is a costly team. Here is an example of how one of our seasoned negotiation consultants, “Hank,” handled a very difficult situation with a member …

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