Mladen D. Kresic is President and Chief Executive of K&R Negotiations, a consulting firm specializing in structuring and negotiating business transactions in the computer, software, Internet and other industries. Mladen has over 31 years experience negotiating business transactions both as a lawyer and a businessman.
Shaping Your Value Argument: Know Your Internal Audiences on the Client Side and Close the Deal Relentless and thorough preparation is where negotiators on the vendor side shortchange themselves. It’s a major point of focus during our negotiation training, and one of the most critical aspects of this is considering the various groups of stakeholders […]
While at the negotiating table, sometimes the rush to provide a client with whatever he or she has requested without discussing the value of the request is a study in blown opportunities. This is illustrated by a recent discussion we had with a client regarding the case scenario below. Our client was in negotiations with […]
To Keep Leverage and Win Deals, Know the "Physics": The K&R Leverage Slope™ The concept of leverage originally comes from physics, referring to levers in a pulley system; the more you have, the more easily you can move objects of heavier mass. In negotiation, it’s the ability to move people closer to your way of […]
How often have you encountered a “must have,” a “need” or a “dealbreaker” in a negotiation? People on both sides of the table can be unnecessarily painted into a corner when these supposed “non-starter” positions are expressed. But in reality, there are very few dealbreakers in negotiations. More often than not, the true problem is […]
K&R Negotiations’ Mladen Kresic Pens Guest Piece on Negotiation and Leadership for the Hartford Business Journal K&R Negotiations co-founder and CEO Mladen Kresic recently penned a guest column for the Hartford Business Journal’s Talking Points section. The guest post discusses Kresic’s recent encounter with Congressional Medal of Honor recipient Paul Bucha, who was a captain […]
While many believe themselves proficient at sales forecasting, often these critical predictions are based on arbitrary timelines ("It’s the end of Q4!"), emotion and opinion. The fact is, opportunities progress, and then close (or not) for predictable reasons, and at predictable times. Opportunity Forensics™ moves sales forecasting out of the subjective realm and into a […]
K&R Negotiations and Radix Management Consultancy to OfferExecutive Negotiation Training to BeNeLux Markets Ridgefield, Conn. – (September 27, 2011) – K&R Negotiation today announced its partnership with Netherlands-based Radix Management Consultancy. The partnership will extend availability of K&R’s exclusive negotiation training and consulting to companies in the BeNeLux region (Belgium, Netherlands and Luxembourg), as well […]
OK, so you are an established company and your growth hasn’t met expectations for a few years. How do you focus resources to accelerate growth, and where are those resources wasted? Long before you arrive at the negotiating table, it is fruitful to prepare by engaging in a thought exercise that prepares you to best […]
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 […]
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 […]
