Category Archive for: ‘Negotiating Value’

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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Negotiation Tactics: Discovering the Hidden Value in Client Requests

Negotiation Tactics: Discovering the Hidden Value in Client Requests While at the negotiating table, sometimes the rush to provide a client with whatever he or she has requested without discussing the value of the request is a study in blown opportunities. This is illustrated by a recent discussion we had with a client regarding the case scenario below. Our client …

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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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Value Articulation

At K&R, we urge our clients to utilize Six Principles of Negotiation™. One of the most important principles is: “Concessions Easily Given Appear of Little Value.”™ This is why we constantly advocate making principled concessions and this is also why we recommend that, prior to the start of the negotiation, you plan for future potential concessions. So how exactly is …

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