This author has yet to write their bio.Meanwhile lets just say that we are proud Bud Hartley contributed a whooping 33 entries.
In our workshops, we teach the concept of a “Principled Concession™”. Many people hear this and confuse it with the related but different concept of trading concessions in a negotiation. They think of common examples like these: “If you buy 2, I can discount the second one by 50%.” “If we reduce the scope by […]
We have added an article on Forensic Forecasting to the K&R Web Site. The article begins: “Forensic” is an adjective meaning “appropriate for use in legal or public discussions”. In today’s popular culture it often refers to the use of technical analysis for criminal cases. We’re not taking your sales forecast to court, but we […]
Recently, the Mayor of Kingston NY and the President of the Civil Service Employees Association (CSEA) for the area got to air their beliefs about a work rule in a public forum – the Kingston Daily Freeman. Their views were most likely collected independently, but were aired in the single major local paper. Let’s see […]
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 […]
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 […]
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 […]
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 […]
“Admiral produces boringly good numbers” is a headline from the fall Times Online (UK). At K&R, we often write about the linkage between value and negotiation success (or sales success). Well-done value arguments are compelling. They result in shorter selling cycles and in more revenue and profit. Poorly done ones lead to longer sell cycles […]
Times are tough. The stock market is at 1997 levels. Unemployment is high. Sales are down. You need to manage your business results for 2009. What do you do, and why? If we were playing the television game show “Family Feud” (or Family Fortune, if you’re in London), the number one answer is… Stop spending! […]
In a K&R Negotiation Skills Training Workshop toward the end of last year, one of our clients brought in this formula… Value = Benefit – Cost Not perfect, but persuasive in many ways. Let’s discuss a couple of critical pieces of it. The first negotiating mistake we see related to this is that “value” is […]
