Category Archive for: ‘Negotiations Leverage’

The Best Way to Manage Mistakes at the Business Negotiation Table

Imagine that you are in a sales negotiation. As part of your services, you will create a solution for an inventory problem that your customer is having. In the middle of the negotiation, a member of your team tells you that this solution can only be implemented manually, which will drive up the cost $250,000. What do you do? We …

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Negotiator Training: Principled Concessions

A critical aspect of successful negotiation is the art of principled concessions – the ability to induce changes in position from the other side using a persuasive, value-based rationale. Not only does this preserve credibility, but the other side feels good about exchanges made in this manner. We cover this principle in some depth during our negotiation seminars, walking attendees …

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Negotiation Examples: Building a Value Case

All negotiators should build a value case for the positions they would like the other side to accept. As a buyer, you would like the seller to understand the value of doing business with you because, for example, you are a flagship account and a reliable customer who pays on time. As a seller, if you don’t build a value …

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The Dynamics of Credibility and Leverage

This is the third in a series of blog posts The Principles of International Negotiation: Finding Universal Value in a Complex World. "You lied to us." That was what we heard from across the table on the opening of our fifth consecutive negotiation meeting during a Japanese engagement. The actual issue was minor, having only to do with the meeting’s …

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Negotiation Leverage to Win Deals

To Keep Leverage and Win Deals, Know the "Physics": The K&R Leverage Slope™

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It’s Not What You Know…

An old adage, frequently re-shaped in various ways, says, “It’s not what you know, it’s who you know.” In three steps, we’re going to link this to negotiations, to your credibility when negotiating, and to the news. Step 1: One of K&R’s key negotiation tools is the Leverage Cycle™. This cycle starts with patience and listening, and proceeds through information …

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M.O.R.E. – Negotiations and the Australian & International Pilots Association

An August article in Aviation Online Magazine caught our eye with this headline – “Qantas Airline Pilots Negotiate Job Security Not Pay Increase”.  It concerns bargaining between the Australian and International Pilots Association (AIPA) and Australia’s largest airline.  Included in the article is a quote from the AIPA negotiations spokesperson that states that the pilots’ leading issues are “job protection, …

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Leverage: R.I.M. and the (various) Governments

A scan of most worldwide, business-oriented news sources will quickly find a set of stories about various national governments and Research in Motion (R.I.M.).  The government list will include (at least) Saudi Arabia, United Arab Emirates, India, and Dubai, with references to the United States and China.  The core issue is this: Will R.I.M., which encrypts user email communications pretty …

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Time Stamps in Negotiations

Negotiation and the News is brought to you this week from Cape Town South Africa, where rail travel has ceased. Google (or Bing) “South Africa Rail Strike”, and check out the news. In general two groups of rail employees have struck. First those transporting goods, followed by those transporting passengers. The normal management / union disagreements apply – a mismatch …

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K&R’s Value Selling Poll

If you voted in our recent poll about selling with value, thanks!  Here are some thoughts about what our respondents said.  First, if you know us, you already know that we find that a strong value argument improves your leverage position, and enables you to ask (and get) a higher price for your product or service.  That said, you also …

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