This author has yet to write their bio.Meanwhile lets just say that we are proud Bud Hartley contributed a whooping 23 entries.
An August article in Aviation Online Magazine caught our eye with this headline – “Qantas Airline Pilots Negotiate Job Security Not Pay Increase”. It concerns bargaining between the Australian and International Pilots Association (AIPA) and Australia’s largest airline. Included in the article is a quote from the AIPA negotiations spokesperson that states that the pilots’ […]
A scan of most worldwide, business-oriented news sources will quickly find a set of stories about various national governments and Research in Motion (R.I.M.). The government list will include (at least) Saudi Arabia, United Arab Emirates, India, and Dubai, with references to the United States and China. The core issue is this: Will R.I.M., which […]
A short time ago, we wrote about news of a study done by the Harvard Medical School concerning the value of computerization in US hospitals. A Computerworld article led with the headline: “Computers don’t save hospitals money”. The article stated that in spite of promises to the contrary, IT improvements in hospitals do not improve […]
If you voted in our recent poll about selling with value, thanks! Here are some thoughts about what our respondents said. First, if you know us, you already know that we find that a strong value argument improves your leverage position, and enables you to ask (and get) a higher price for your product or […]
If you live in Spain, Germany, France, Italy or the United States, or are following the automotive or economic news, you are probably aware of the government programs commonly referred to as “Cash for Clunkers”. If you aren’t aware, here’s a simple view of how they work. Individuals that own older (but not too old) […]
When negotiating, you should be aware of the principle of Negotiation Leverage. Leverage describes the use of facts, rationale or conditions to move the other party closer to your way of thinking. Here are some simple examples: Your software is already installed and in production, or your services team has completed 2 phases of a […]
Open software is in the news every day. Much of it is licensed for free. For priced software, K&R hears, time and again, sales pitches similar to this, “We’re providing you with $100,000 (Euros, Rupees, Rubles…) of software value for only $63,000 (just sign here).” If you are a buyer, you have almost certainly heard […]
While many, including K&R’s own GM of Business Development, might argue that coffee could not possibly be a commodity (bought primarily on price), at the wholesale level it is. Recent news from the Nairobi Coffee Exchange (NCE) provides some simple examples from coffee sales that can be transferred to information technology sales. In short, when […]
K&R believes (and teaches) that you should understand your “leverage position” in a negotiation. As a seller, the worst position you can have (in terms of the price you can get) is to be a commodity, the best is to be a monopoly. As a buyer, you will get your best prices and terms when […]
