Category Archive for: ‘Negotiation Strategy’

International Negotiation: More About Preparing to Win

In our previous post on international negotiations, we discussed the critical importance of preparation and gathering facts. You can’t control all the factors, but you can control your knowledge base. The bigger that base is, the higher the chances for success. As noted before, your charge as an international negotiator is to conduct thorough background work on everything that could …

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International Negotiation: The Facts and The Culture

We once assisted a Japanese client company (we can call them “Friendly”) in negotiating a strategic alliance with an American company (whom we will call “Abrasive”) that had a reputation for being challenging. Prior to our meeting, we contacted a colleague who had done business with Abrasive. Our friend warned us that the lead negotiator would be very confrontational. Understanding …

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Six Principles Every International Negotiator Should Know: Terms Cost Money; Someone Pays the Tab

This is the ninth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World 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 cost. The value …

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Six Principles Every International Negotiator Must Know: Negotiation is a Continuous Process

This is the eighth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World If you are skillful in building a good negotiation process, your negotiations with your client should never end because you’ll be doing repeat business. If negotiations are a building block for successful relationships, then they must be seen as …

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Shaping Your Value Argument

Shaping Your Value Argument: Know Your Internal Audiences on the Client Side and Close the Deal Relentless and thorough preparation is where negotiators on the vendor side shortchange themselves. It’s a major point of focus during our negotiation training, and one of the most critical aspects of this is considering the various groups of stakeholders across the table that need …

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Overcoming Negotiation "Dealbreakers": K&R’s MID Chart of Goals™

How often have you encountered a "must have," a "need" or a "dealbreaker" in a negotiation? People on both sides of the table can be unnecessarily painted into a corner when these supposed "non-starter" positions are expressed. But in reality, there are very few dealbreakers in negotiations. More often than not, the true problem is that people in negotiations have …

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Negotiation and Leadership

K&R Negotiations’ Mladen Kresic Pens Guest Piece on Negotiation and Leadership for the Hartford Business Journal K&R Negotiations co-founder and CEO Mladen Kresic recently penned a guest column for the Hartford Business Journal’s Talking Points section. The guest post discusses Kresic’s recent encounter with Congressional Medal of Honor recipient Paul Bucha, who was a captain of the 101st Airborne Division …

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My Perspective on the U.S. Debt Ceiling Negotiation

After weeks of suspense and considerable acrimony, the U.S. debt ceiling negotiations were resolved (for now, at least) in the 11th hour on August 2. From the perspective of someone who makes a living showing private and public sector organizations how to negotiate to create win/win situations, I followed the proceedings with interest. And there is no doubt in my …

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K&R Negotiation Associates’ Mladen Kresic Quoted in Stamford Advocate Story on the Washington Debt Deal

Through all the twists, turns and spin from both Republicans and Democrats, we have been musing on how the high-stakes budget negotiation game in Washington reflected some of the lessons of good negotiation strategy. We weren’t the only ones thinking about the business implications of the debt deal: The Stamford Advocate’s Richard Lee wrote a story about the negotiations’ potential …

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