Nogotiation Blog

Insights on Negotiation

Join us for insights on how to negotiate a winning balance, where where both sides understand and appreciate the value they receive. As a result, you are more likely to forge a long-lasting relationship that yields more and better opportunities in the future. This idea underpins K&R Negotiations’ Win Wisely™ approach and underlines the importance of using leverage wisely.

Sprint-T-Mobile-Merger-Talks

Leverage, Facts and Emotions: Is this the Year T-Mobile/Sprint M&A Talk Turns Real?

Two frequently mentioned names in M&A news came up again today – T-Mobile and Sprint. I will share my perspective on the timing of this merger as well as the different positions of both parties. This is the third time that talks between these two companies (whose merger would challenge the two largest mobile carriers, Verizon and AT&T) are taking place over the last four years years. In each of the previous discussions, the talks ended in no deal. Why? And how much does history matter? Some may remember that AT&T entered into a deal to buy T-Mobile for $39B way back in 2011. That deal was quashed by regulators, afraid of creating a duopoly in wireless communications in the US. (Although many would have argued that the deal would have delivered value to both shareholders and customers,…
Negotiations touch every part of your life.

No Matter Your Role, You Can Always Benefit By Sharpening Your Negotiation Skills

Negotations Touch Every Part of Your Life and Career It doesn’t matter whether you’re buying a car or an enterprise software system: negotiations touch every part of your life, every part of your career, and will have a major impact on your personal success. Dealing with a regular client who, at the eleventh hour, wants a little extra outside the scope of what has been agreed upon? You’re in negotiations. Trying to get consensus on a critical marketing campaign? You’ve become a negotiator by default. Then there are all the formally recognized situations where negotiation is explicit, highly formal and usually high-stakes: sales, procurement, mergers and acquisitions, partnerships and licensing arrangements, to name a few. One of the fundamental principles we teach in the course…
Speaker Motivation

The Power of a Great Keynote: Inspiring and Focusing Your Audience

Keynote speeches — like the ones that kick off a big sales drive or annual meeting — are fantastic opportunities…that aren’t always leveraged to their fullest. Most executive leaders will take to the podium assured that the top-line strategic messaging of the day, a sprinkling of humor and a few perfunctory rallying cries for the troops will be in their notes. But is that good enough? While attendance is sometimes mandatory, every leader has the responsibility to do more than “check the boxes” with a speech so he or she can get on with their day. The speech must deliver value. This is central to everything we do at K&R Negotiations: analyzing the audience and goals to determine what impact an activity will make. The “warm fuzzies” generated by even a great keynote…
BATNA (best alternative to a negotiated agreement) Woman tears agreement documents in front of agent who wants to get a signature

Why You Need Better than BATNA: Formulating a Defensible “Walk Away” Rationale in Negotiations

Either through becoming emotionally invested, getting pressure from leadership or being unable to analyze key factors that should indicate retreat, business negotiators often find themselves spending long amounts of time on deals of diminishing — or even illusory — value. One of the cornerstones of negotiation theory is BATNA (best alternative to a negotiated agreement), advanced by Roger Fisher and William Ury of the Harvard Program on Negotiation (PON) in their book, Getting to YES. The wisdom of BATNA is that you cannot make wise decisions about continuing to negotiate unless you understand the available alternatives if you (or the other side) walk away. By looking at your perceived BATNA you should understand alternative courses of action in the event that a negotiation fails.…

Using Your “Incumbency” to Create Positive Leverage in Negotiation

Some concepts are better expressed using an example. Our client was at a crucial juncture with their customer — a European bank. In just three months, the time frame was expiring on an agreement to provision identity access management. That project had been running for three years, and had progressed substantially as forecasted. So a renewal to continue with the work was being discussed, plus, our client wanted to extend the scope of services for 24/7 identity and access management, which they believed the customer could use. This project was extremely complex, and it was incumbent on our client to express the value delivered to that point. This is extremely important: Nobody owes you recognition of your value. You have to make the case! Being successful in this situation meant deriving…

Further Thoughts on the “Master/Servant” Dynamic in Negotiation

In January I penned this post about the new plateaus of opportunity that open up for both buyers and sellers when we make the mindset shift to becoming a true strategic partner, rather than just a "run and fetch" vendor that recites features and delivers quotes. There is a fundamental problem (one that is not necessarily limited to contract negotiators): Even people who build long, otherwise successful careers in demanding positions don't consider themselves professional negotiators — even though they do it every day! They do it internally with their colleagues, externally with clients and vendors, and even at home. Why? The word "negotiation" itself can be intimidating. But to gain confidence, we must normalize this language in our lives. Negotiation is simply interaction between or…

Creating Value-Based Leverage

In this short video, learn why negotiation is really the art of finding agreement.

Mladen Kresic introduces the concept of value-based negotiations leverage and why it is a powerful tool for moving conversations to an agreement.

Blog Categories