Category Archive for: ‘Negotiations Leverage’

The Trouble with Value

A recent Computerworld article covered a study done by the Harvard Medical School about the value of computerization in US hospitals.  The article led with the headline: “Computers don’t save hospitals money”.  This is not good news if you’re a seller of Information Technology solutions. First tip: Be prepared1. You can expect to hear about this, certainly if you are …

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Principled Concession™ Poll – K&R’s Answers

Our thanks to those of you who voted in our latest poll, “Which of the following is a Principled Concession™?”  For those who need some reading on the definition, see our article here or the full list of our articles about this topic here. Without further delay, our answers: “Why don’t we split the difference?” As of the date of …

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T-Mobile Credibility and Leverage… Again

You may recall our October article about T-Mobile’s Sidekick user data loss problem, or may have read some of the 25 or 26 million references available via a search for “T-Mobile data loss”. It is a simple, real-world example of how loss of credibility can hurt your business. T-Mobile’s public statements allow us to make some estimate of the business …

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More on Lose Credibility, Lose Leverage

Well, after last week’s “Lose Credibility, Lose Leverage” story about T-Mobile, Microsoft and the Sidekick, we can barely keep up.  Hitting the news this week: Microsoft and T-Mobile recover (sort of), IBM and the state of Indiana, “Balloon boy”, Raj Rajaratnam arrested, Energy Star© appliances that are not actually more efficient… Where will it all end?  Google those, and get …

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Lose Credibility, Lose Leverage – Another real-life example

Well, we hope you didn’t have to read this, “Sidekick customers, during this service disruption, please DO NOT remove your battery, reset your Sidekick, or allow it to lose power.”  That’s the message from T-Mobile and the Sidekick data services provider after a reported “cloud computing” failure, which is expected to cause clients to lose their contacts, calendar entries, and …

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Subcontractor Negotiations Foil Penske Bid to Save Saturn

By now most of you have heard that the Penske Automotive deal to save Saturn fell apart.  (See page 1 of the Wall Street Journal, for example)  The reason given is that Penske failed to secure a commitment from a third party to manufacture cars for sale under the Saturn name.  GM has guaranteed to do so for 2 years, …

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Cash for Clunkers – Part 2

In our recent “Cash for Clunkers” post, we discussed leverage in government car purchase incentive programs.  One question we posed was: “who has more leverage – the salesperson or the buyer?”  We thought the buyer had more leverage, feeling that it was easier for them to walk away given how long they had already owned a clunker. (You just get …

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Cash for Clunkers: Some Simple Lessons in Timing and Value

If you live in Spain, Germany, France, Italy or the United States, or are following the automotive or economic news, you are probably aware of the government programs commonly referred to as “Cash for Clunkers”.  If you aren’t aware, here’s a simple view of how they work. Individuals that own older (but not too old) autos which get relatively poor …

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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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Technology Buyers and “Advance Fee Fraud”

First – we’re not really writing that technology buyers are defrauding sellers – so don’t send nasty letters.  But there is a common technique that buyers use that has a parallel to the infamous Advance Fee Fraud, and which provides a negotiation lesson for sellers. An Advance Fee Fraud, also known as a “Nigerian letter” scam, or a 419 scam …

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