Entries by Mladen Kresic

Break Four Bad Listening Habits to Become a More Skilled Negotiator

Completing a winning deal, while maintaining positive relationships, depends largely on your ability to gather as much information as possible about the other side, including their market position, motivations, and goals. This holds true at the personal, departmental, and organizational levels. Better and more complete information can lead to a finely tuned value argument and […]

Negotiate Wisely: Stop the Revenue Leakage Due to Unprincipled Concessions

Over the decades as the K&R team have assisted leading companies achieve business and sales negotiation success, the subject of ”unprincipled concessions” has been a constant. Simply put, unprincipled concessions are those that are not tied to a credible business rationale. Research shows that this simple business negotiation mistake can (and has) cost companies between […]

K&R Negotiation Associates: Our Guiding Philosophy Revisited

Everything we do at K&R Negotiation is based on our philosophy, honed over several decades of helping the world’s leading companies achieve successful sales and business negotiation outcomes. We last shared this philosophy in late 2018 and it is time for a refresh. While some negotiations can be adversarial, negotiations as a defined business activity […]

Negotiating Contracts In A Volatile Economic Environment

For firms delivering services on long-term contracts, rising inflation has hit like a sledgehammer. The inability to raise rates due to resource rate or fixed price commitments threatens to jeopardize profitability as wages escalate by as much as 15%. Contracts signed before 2022 are in danger of becoming unprofitable, while competition for new business requires […]

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 […]

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 […]

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 […]