Negotiating Seminars in a Box: K&R Negotiations Offers Free Video on Principles of Negotiation

Negotiating seminars often come at a price. For businesspeople who want a quick foundational primer on best practices without attending negotiation classes, K&R Negotiations now offers a complimentary, one-hour video – a negotiation seminar in a box.

The video features a talk conducted by K&R Negotiations CEO Mladen Kresic, whose firm has helped companies across the globe close hundreds of millions in deals using practical and proven methodology. Watch from the comfort of your home or office as one of the world’s negotiation experts shows you the foundational principles that have resulted in shorter close cycles, bigger deals, more repeat business and long-lasting, profitable relationships for K&R Negotiations clients.

In a short amount of time, you will learn these secrets of successful negotiation:

  • How to create positive negotiation leverage
  • How to use your leverage cycle to drive negotiations P&L
  • How to quickly discover the other party’s motivations and objectives
  • Your winning edge: How to gain the negotiation advantage
  • When and how to use concessions to negotiate a better deal

Like the negotiation classes that K&R successfully delivers all over the world, this one-hour video will help you to find agreement in a way that helps both parties discover and gain the most value, together. Join global negotiations expert Mladen Kresic as he introduces you to the concept of value-based negotiations leverage, and why it is a powerful tool for moving conversations to an agreement. Follow the link to get this powerful negotiation seminar in a box. It’s complimentary and it will illustrate principles that you can start applying today to drive bigger, better deals for you and your clients.

Summary: Negotiation seminars in a box: complimentary video offers powerful and effective primer in successful negotiations.

Thoughts for the New Year

Email in-boxes are getting flooded with “Thanks for your business” and “Best wishes for the New Year” emails. While there is a certain mechanical nature to these, if you have a relationship, the sentiment is a reasonable one.

So…if you are one of our clients, you have probably already heard from us, but…

Thank you for your business. Our most sincere hope and one of the driving values of K&R is that we have provided a service which has had a positive impact on your business.

Whether you are our client or not…

Please accept our best wishes for success in the future, both personally and professionally. In addition to the daily concerns of our personal lives, we wish for improved conditions in the world on all fronts.

At year-end many people look back, and then forward.

We are in the midst of reviewing K&R’s mission, values, and our 2010 performance. Here is one set of data which could be useful to you if your business is in the planning cycle for 2011.
We looked at a random sample of evaluation forms received at K&R’s various Negotiation Training sessions, and here is what we found:

• Attendees’ overall satisfaction with K&R skills training is exceptionally high. On a 100 point scale, we rated a 93.8.
• 100% of our attendees believe that the skills we teach are useful, and 81% of them say they will use them within the month following the session. 26% say they actually use the skills within 2 days.
• 100% of attendees believe they will get a repeatable benefit from the skills.
• Attendees report that they expect to shorten their sales cycles by an average of 2.8 weeks.
• While not all people estimate a quantified outcome, those who do believe that their results will improve by 20%.

If you need a return on investment for your sales team that is essentially immediate, shortens your sales cycle, and can improve your financial performance by 20%, please consider K&R Negotiation Skills Training in 2011. If you don’t need that, then carry on as you are.

Happy New Year. (td)

Got a question? email a K&R negotiator directly at: ask@negotiators.com

The 7 Line Rule

A client made us aware of this “rule” recently, which seemed worth passing on. Why? Because the rules for getting someone’s attention have changed. The rule: Do you have a key message for a client (or for your manager)? Keep the heart of it to 7 lines or less. Because these days, that is how much of the message a Blackberry™* will show without scrolling. If your message isn’t compelling by then, the reader will never scroll to read the rest of your message.

You can stop here – this is line 7.

I often start a negotiation skills training session with this message. “I’m going to cut 20% out of your email workload over the next 2 days. Turn off your phone. I believe you will find that 20% of the “urgent” problems that you would have responded to will fix themselves before we leave.” Most people laugh, but why? They laugh because they know it is true.

Remember the days of actual memos? You know, with paper? Circa 1980? One of our colleagues used this method to manage responses: he put the physical memo in a “hold for one week” folder. At the end of the week, if nothing happened, put it in “hold for a second week”. After week 2? Discard it (and ignore the action). Why did he do this? “Too much mail, too many cc’s.”

A recent CEO profile in the NY Times quoted a CEO who basically said that if he was only on a cc list, he immediately erased the email as not important to him.

We all know the problem – too much email, and not enough time. So if you want to get answers, make it compelling…within the first 7 lines.

* Blackberry™, Android™, iPhone™… (td)

Got a question? Email a K&R negotiator directly at ask@negotiators.com.

Let’s Go to the Videotape

We had the pleasure of sitting down with Peter Quinn, Director of Vendor Management at SEI when he recorded a video about SEI’s experience using K&R Negotiations.  The video speaks for itself, and was written by SEI.  Peter’s words regarding K&R are relevant to most organizations.

SEI is one of our few “buy-side” clients.  As we have delivered more sessions there, we find that their sell-side has become more heavily represented, because the material is practical and relevant to the whole organization.  In addition, SEI has always emphasized that their vendors are important to them as partners and customers.  In our experience, SEI is one organization that “walks the talk” on this position, at all levels of their company. At SEI the entrepreneurial spirit Peter speaks about is alive and well.  It makes for a vibrant and enjoyable workplace for SEI employees and organizations like K&R.

The video also points out some ways that K&R is unique, including customization of the content, teaching immediately actionable skills, and emphasizing relevance to SEI’s unique business.  These are things which are important to SEI’s success, and which are a part of the K&R model.

Peter’s Vendor Management team has created a unique and powerful vendor management tool.  It has the flexibility to balance the need for complex compliance and reporting needs for some vendors with “lighter touch” procedures for others.  He gave us a demonstration, and it does an outstanding job of leading vendor owners through process needs without being overbearing and paper-bound.  Users get a sense of confidence that they are doing what they need, without a lot of unnecessary content or processes that they don’t need.

Several of the K&R tools are integrated into the process and their use is mandatory (and effective) for more complex negotiations.

Enough… Let’s go to the videotape. (td)

Got a question? Email a K&R negotiator directly at ask@negotiators.com.

Negotiation Anosognosia

Wikipedia says, “Anosognosia is a condition in which a person who suffers disability seems unaware of or denies the existence of his or her disability. This may include unawareness of quite dramatic impairments, such as blindness or paralysis.”

The description could be applied to a negotiator who fails to recognize what everyone else can see – their product or service has value to the buyer.  In a recent account planning and negotiation review, a sales team came to us and basically said, “Our proposal for the customer provides $500,000,000 (yes, $500 million) worth of our product for $100,000.  They haven’t signed yet.  What should we do?”

This team was Anosognosiastic (if such a word exists).  They failed to see what many others could, including the K&R reviewers.  At a 99.8% discount the only thing left to do was wait.  What they were unaware of or denied was that this situation was brought about by a complete failure to attribute any value to their product for the customer.  If it had any value to the buyer, the deal would have been closed long ago – probably for more than the $100,000 price.

Don’t fail to see the simplest of your persuasive arguments, which is that what you provide has value.  If you fail to see this, you may be suffering from Negotiation Anosognosia.  (td)

Saving your way to prosperity

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!

How about it?  Can you save your way to prosperity?  While careful spending is always a good practice independent of the economic conditions, will it make you or your company successful?  Probably not.

Let’s look at the economics of earnings.  The big number isn’t the cost line.  Well, the big number shouldn’t be the cost line – too many people are losing money at the moment.  The real leverage to improve your business results is in the revenue / profit line. One method to improve revenue and profit is to do more with what you have – make the most of the opportunities that still exist.  Through the use of effective negotiation skills, you can take those same opportunities, and get better results from them.  So, in the balance sheet of a difficult year, do you spend to improve the “big” lines (revenue and profit), or do you slow spending to affect the “little” one (cost)?  We think you should do both – but don’t decide based on an arbitrary fixed rule like “no outside spending!”  Use the same good business judgment that has made you successful in the past.

One of the popular K&R services is a series of consulting engagements to alter the outcomes of negotiations that are in progress right now.  We delivered a set of these for a client near the end of 2008.  In that K&R Opportunity Workshop we worked on 22 identified sales opportunities.  Prior to the session, only 2 of the opportunities were expected to close.  All, of course, were in the “forecast” to close, but experience shows that a forecast is more often a wish than an accurate prediction.  As a result of the workshop, eleven of the opportunities were closed by year-end, and our client beat their revenue and profit targets.  We helped them make the best of what they had already.

In a typical two-day K&R Negotiation Workshop session, where we focus on immediately applicable skills, 10-15% of the attendees use something they learned in the session in a real negotiation – before day 2 is over!  We consistently receive feedback that the attendees will use the tools and techniques within 30 days, and we have documented cases of increased revenue and profit that average 10%.

Contact us – we can help you improve your results.  (td)