The Six Principles that Deliver Winning Negotiations

Whether we’re negotiating a compensation package with a new employer, trying to close a large purchase with a client, or even negotiating as a potential client, the critical process of negotiation touches all of our lives. The possibility of a win depends on our ability to create and maintain credibility and leverage.

K&R Negotiation Associates just released a free whitepaper: The Six Principles™ that Deliver Winning Negotiations. This report addresses key tenets of advanced negotiation in an easy-to-read presentation:

  • How to generate winning conditions, regardless of what is being negotiated, or with whom
  • Techniques that can create and maintain credibility and leverage
  • Six universal and underlying principles of negotiation

This whitepaper outlines these Six Principles and why they’re important for creating positive outcomes — so both parties can leave the table with their major objectives met and satisfied with the value they have received.

We hope that you enjoy it!

Business Negotiation Expert Shares Practical Negotiation Principles

Business Negotiation Expert Shares Practical Negotiation Principles in New Whitepaper

Negotiation expert and author Mladen Kresic distills decades of actionable
knowledge into The Six Principles™ that Deliver Winning Negotiations

Ridgefield, Conn. – (August 23, 2011) – Mladen Kresic, CEO and founder of K&R Negotiations, today announced the release of his company’s strategic whitepaper, The Six Principles that Deliver Winning Negotiations. Subtitled How to Win More and Win Faster in Any Kind of Negotiation, this informative executive-level document covers the six principles critical to negotiating successfully:

  • Principle 1: M.O.R.E. preparation is key to a winning negotiation.
  • Principle 2: Protect your weaknesses, utilize theirs.                                                 
  • Principle 3: A team divided is a costly team.
  • Principle 4: Concessions easily given appear of little value.                                    
  • Principle 5: Negotiation is a continuous process.
  • Principle 6: Terms cost money; someone pays the tab.

“There are six universal and underlying principles of negotiation that serve as a guide for creating winning conditions, regardless of what is being negotiated, or with whom,” says Kresic. “This K&R whitepaper outlines these six principles and why they’re important for creating positive outcomes — so both parties can leave the table with their major objectives met and satisfied with the value they have received. We created this whitepaper to remind people how to negotiate wisely and create win-win outcomes.”

The whitepaper is available at the K&R website: or for immediate download at

About K&R Negotiations

K&R Negotiation Associates, LLC, is a consulting firm specializing in structuring and negotiating business transactions around the world. The company is comprised of professional negotiators, sales executives, and business attorneys. K&R professionals average over 20 years of professional negotiation experience and apply a results-driven methodology to change negotiation behaviors and improve negotiating success. K&R’s clients include Fortune 200 companies such as IBM, EMC and Xerox, as well as smaller companies such as Bristol Technology (now part of HP), Priceline, SEI and others.

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For more information please contact:

Nate Warren


My Perspective on the U.S. Debt Ceiling Negotiation

After weeks of suspense and considerable acrimony, the U.S. debt ceiling negotiations were resolved (for now, at least) in the 11th hour on August 2. From the perspective of someone who makes a living showing private and public sector organizations how to negotiate to create win/win situations, I followed the proceedings with interest. And there is no doubt in my mind the players could have benefited from following a few of our basic negotiating principles.

Fortunately, most business negotiations are not exposed to the glaring spotlight of the press, nor do typical negotiating parties believe there is anything to gain by demonizing their opponents. We teach our clients that “winning together” is almost always better than creating a win/lose scenario that prevents better long-term outcomes for both parties.

One of the critical questions in this negotiation was: What did the time factor mean when both sides apparently had as much to lose by the failure to come to an agreement? That’s why we developed a way to help organizations forensically analyze the factors that drive the probability and timing of a deal closing, including the essential factors of business/economic needs and timing. Unless everyone agrees on the needs and deadline(s), a timely outcome to the negotiation is in jeopardy. And when it came to the possible default of U.S. financial obligations, the parties didn’t have the luxury of “agreeing to disagree” and walking away from the table. The irony here is that a looming deadline was very predictable a long time ago. The escalating deficit is not a secret. If this were a business with this kind of deadline, the right approach would have been to manage the timeline by examining each budgetary line item early in the process beginning a year ago.

As mentioned earlier, the fact that the negotiations were played out in public did not help the process. This is a dynamic unique to the political negotiation process, for nowhere else is the game of leverage played as much outside of the negotiating room as in it. To avoid this type of conflict, and help move the negotiation towards resolution earlier in the cycle, we formulated a tool called the MID Chart of Goals™. The MID helps dealmakers prioritize the issues and identify the true ends of a negotiating process, thereby reducing disagreement over the means.

MID stands for Mandatory, Important, and Desirable. Applying the MID analysis to the debt negotiation would have helped the democrats and republicans identify and compromise on conflicting outcomes that are not mandatory but which may be important or desirable to a particular constituency, thereby allowing everyone to focus on issues that are mandatory, such as overall deficit reduction.

These are just a couple of examples of how practices followed by many successful companies in the private sector could have been applied to this critical negotiation scenario. Hopefully, the parties involved learned some lessons that will make the process work more smoothly in the future, as the detailed negotiations will continue to tackle the deficit problem.

K&R Negotiation Associates’ Mladen Kresic Quoted in Stamford Advocate Story on the Washington Debt Deal

Mladen Kresic Quoted in Stamford Advocate

Through all the twists, turns and spin from both Republicans and Democrats, we have been musing on how the high-stakes budget negotiation game in Washington reflected some of the lessons of good negotiation strategy. We weren’t the only ones thinking about the business implications of the debt deal: The Stamford Advocate’s Richard Lee wrote a story about the negotiations’ potential impact on businesses, and included our perspective.

“With some foresight and a realization that the issue would be volatile, Congress should have started the review more than a year ago, with a line-by-line examination of spending and income to determine areas of agreement,” said Mladen Kresic of K&R Negotiation Associates in Ridgefield.

“There is a noble goal. The short-term perception of a political win will come at the expense of a long-term win,” he said, not surprised that the issue was not addressed sooner. “People don’t act until the pressure is on. It’s going to continue to be a political football.”

Thanks to Mr. Lee for letting us contribute. Here’s the full story; Debt limit crisis leaves corporations looking for answers.