Negotiations touch every part of your life.

No Matter Your Role, You Can Always Benefit By Sharpening Your Negotiation Skills

Negotations Touch Every Part of Your Life and Career

It doesn’t matter whether you’re buying a car or an enterprise software system: negotiations touch every part of your life, every part of your career, and will have a major impact on your personal success. Dealing with a regular client who, at the eleventh hour, wants a little extra outside the scope of what has been agreed upon? You’re in negotiations. Trying to get consensus on a critical marketing campaign? You’ve become a negotiator by default.

Then there are all the formally recognized situations where negotiation is explicit, highly formal and usually high-stakes: sales, procurement, mergers and acquisitions, partnerships and licensing arrangements, to name a few.

One of the fundamental principles we teach in the course of our business negotiation training is this: the concept of M.O.R.E., which stands for Motivations, Objectives, Requirements and Edge — Edge being the advantage you gain once you understand the other side’s unique motivations, objectives and requirements.

You are much more likely to succeed when you come to the negotiating table with not only a clear sense of your negotiation counterpart’s business realities at the organizational level, but also the individual drivers of those involved. And making assumptions at either level can be foolhardy.

That’s why we advocate for a methodical, patient and constructive approach to negotiation that stresses listening and learning as much as possible, and taking concrete steps to discover what passions or pressures really drive a request or demand.

Of course, this means understanding your own M.O.R.E. factors, as well. (We all know what Sun Tzu had to say about the prospects for a commander who knows neither himself nor the enemy.) What are you hoping to achieve? What course can you set to articulate your own value drivers so that you have clearer guideposts to follow and create better deals for everybody?

This is why we focus on the needs and roles of every layer of a client organization: from each chair of the C-suite, to the sales director, to the project manager, to the lawyer who must carefully define and protect key terms.

Based on our three decades of work with leading global organizations, we created a high-level role-based view of negotiation from various chairs in the organization, including: CEOs, CSOs, CLOs, project managers, sales managers and attorneys.

Top U.S. Negotiation Firm Partners with European Consultancy

K&R Negotiations and Radix Management Consultancy to Offer
Executive 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 as provide limited services to Germany and other parts of Western Europe.

K&R Negotiations has provided expert training and successfully structured and negotiated hundreds of millions in deals for mid-sized and Fortune 200 companies around the world. Radix Management Consultancy has executed successful management, sales and leadership programs for leading European companies in media, healthcare, and engineering sectors, among others.

"K&R Negotiations’ ability to deliver value-based outcomes for clients makes them a strong partner," says Michel Radix, owner of Radix Management Consultancy. "Their approach has been proven to win bigger deals and create more profitable long-term relationships. Radix clients will benefit greatly from this powerful methodology."

"Michel’s formidable skills, expertise, and regional knowledge will make this a fruitful partnership not just for us, but for European companies who must create win-win outcomes," says Mladen Kresic, CEO and co-founder of K&R Negotiations.

About K&R Negotiations

K&R Negotiation Associates, LLC, is a consulting firm specializing in structuring and negotiating business transactions around the world. The company is comprised of professional negotiators, sales executives, and business attorneys. K&R professionals average over 20 years of professional negotiation experience and apply a results-driven methodology to change negotiation behaviors and improve negotiating success. K&R’s clients include Fortune 200 companies such as IBM, EMC and Xerox, as well as smaller companies such as Bristol Technology (now part of HP), Priceline, SEI and others. For more information, please visit www.negotiators.com.

About Radix Management Consultancy

Netherlands-based Radix Management Consultancy provides interim transitional management, management consulting, training and project management in sales professionalization, change management and leadership – all with a focus on customer results. Its clients include De Telefoongids (Yellow Pages), Arboned, KPN Telecom, Veenman (Xerox), University of Wageningen, Telegraaf and Grontmij.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Business Negotiation Expert Shares Practical Negotiation Principles

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 Principles that Deliver Winning Negotiations. Subtitled How to Win More and Win Faster in Any Kind of Negotiation, this informative executive-level document covers the six principles critical to negotiating successfully:

  • Principle 1: M.O.R.E. preparation is key to a winning negotiation.
  • Principle 2: Protect your weaknesses, utilize theirs.                                                 
  • Principle 3: A team divided is a costly team.
  • Principle 4: Concessions easily given appear of little value.                                    
  • Principle 5: Negotiation is a continuous process.
  • Principle 6: Terms cost money; someone pays the tab.

“There are six universal and underlying principles of negotiation that serve as a guide for creating winning conditions, regardless of what is being negotiated, or with whom,” says Kresic. “This K&R whitepaper outlines these six principles and why they’re important for creating positive outcomes — so both parties can leave the table with their major objectives met and satisfied with the value they have received. We created this whitepaper to remind people how to negotiate wisely and create win-win outcomes.”

The whitepaper is available at the K&R website: www.negotiators.com or for immediate download at https://www.negotiators.com/whitepaper.

About K&R Negotiations

K&R Negotiation Associates, LLC, is a consulting firm specializing in structuring and negotiating business transactions around the world. The company is comprised of professional negotiators, sales executives, and business attorneys. K&R professionals average over 20 years of professional negotiation experience and apply a results-driven methodology to change negotiation behaviors and improve negotiating success. K&R’s clients include Fortune 200 companies such as IBM, EMC and Xerox, as well as smaller companies such as Bristol Technology (now part of HP), Priceline, SEI and others.

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For more information please contact:

Nate Warren

720.244.4734

nwarren@fusionmarketingpartners.com