Nogotiation Blog

Insights on Business and Sales 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.

negotiations agenda management

Agenda Management Can Be Your Difference Maker (or Game Changer) in Negotiations

In one of my previous articles, I wrote about the “time factor” — not only how you can manage it against other considerations but also how to use the high-level (or macro) agenda to help create agreements that have a significant impact on your success. You can read that article and case study here. The perspectives espoused in that article are even more true today, despite events of the intervening six years. It seems that there are plenty of voices promoting the philosophy of controlling every part of the sales process, including the agenda. However, in my view, too much is made of “agenda control.” It may sound nice to control the agenda, but all sides in a negotiation have issues that need to be addressed, so control is not as important as managing the agenda. The overall…

Three Essential Negotiation Do’s and Don’ts

During our conversation on the Sales Reinvented podcast, host Paul Watts asked me what I considered to be the three most essential do’s and don’ts of sales negotiations. After 30+ years negotiating and writing books and articles about sales negotiation strategies, narrowing the list of negotiation opportunities and pitfalls down to three was a tough challenge. Following are the three that first came to mind as I spoke with Paul, and upon reflection, they hold up as crucial to negotiation success. They are important because they relate to credibility (for both you and the company you represent) and your ability to accomplish the mission (e.g. making the sale), while creating and preserving a relationship that will get stronger over time. Practicing these common-sense approaches will always…

Five Reasons Soft Skills Are Crucial To Successful Negotiation

In a previous article, Negotiate Like a Pro: Ask the Right Questions, I wrote about the importance of understanding how to help your negotiation counterparts achieve their most important personal objectives while simultaneously serving the business needs of your respective organizations. If you are going to do business with someone, it must be related to enabling them to achieve a better future state. To get there, it is essential to have a genuine curiosity that your counterparts can sense. When they understand that you desire to improve their condition, they are more likely to follow and actually move closer to your way of thinking. In that regard, empathy is one of the most essential leadership characteristics. Many sales leaders may agree that capability (the ability to deliver),…
negotiation skills

Negotiate Like a Pro: Ask the Right Questions

As you may remember from part one of this series, Gaining and Maintaining Positive Leverage, I had the opportunity to join Kison Patel, CEO, and Founder of M&A Science, as his guest on the M&A Science podcast earlier this summer. Kison and I spent over an hour talking about negotiation strategies and tactics in an episode titled, How to Negotiate Like a Pro. You and your team may gain great value from the strategies and tactics we discussed so have a listen and share with your colleagues. In our practice, we use a tool called the Risk Reward and Action Matrix. Basically, the purpose is to clearly identify the drivers and inhibitors to a customer’s decision to act.  This tool outlines the rewards (benefits) your prospect will receive by taking the suggested action (e.g. purchasing…
professional-negotiator

Negotiate Like a Pro: Gaining and Maintaining Positive Leverage

A few weeks ago, I had the opportunity to join Kison Patel, CEO, and Founder of M&A Science, as his guest on the M&A Science podcast. Kison and I spent over an hour talking about negotiation strategies and tactics in an episode titled, How to Negotiate Like a Pro. I think you will enjoy the discussion and most important, find some valuable nuggets to help improve your and your team’s negotiation effectiveness. If you work in the business arena, negotiation is usually part of your job description. And this is especially true in sales and procurement. You are negotiating price, terms, delivery, product specifications and many other items, including subtle factors like whether your prospect considers you a business peer or subservient. I’ve been practicing and teaching business…
virtual negotiations

Virtual Negotiations Are Here To Stay — Now What?

From many conversations with business colleagues, it seems that there are three categories of thought when it comes to the pandemic and its impact on the world of business, especially sales negotiations. Some believe that things will return to what they were in the pre-Covid-19 years. Many believe that we are in an entirely new normal where the business environment has permanently changed. Then there are those, like myself, who believe the answer lies somewhere in the middle. Yes, things have changed dramatically over the past year, and some of those changes will stay with us. The sales profession has undergone a profound transformation, especially in the B2B world, from the established face-to-face (F2F) model, to one where the entire sales cycle, even on big-ticket purchases, is often…

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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.

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