Insights on Business and Sales Negotiations

Nogotiation Blog

Insights on Business and Sales Negotiation

Join us for insights on how to negotiate a winning balance, where where both sides understand and appreciate the value they receive. As a result, you are more likely to forge a long-lasting relationship that yields more and better opportunities in the future. This idea underpins K&R Negotiations’ Win Wisely™ approach and underlines the importance of using leverage wisely.

Negotiation Leverage to Win Deals

November 10, 2011

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 thinking - your value arguments are your levers. The more credible value arguments you have, the more easily you can move people closer to your point of view. Watch as Mladen Kresic discusses negotiation leverage and uniqueness in this short video. What exactly is leverage? At K&R Negotiations, we’ve developed the concept of the Leverage Slope, defining the relationship between the buyer - who wants an optimal solution at the lowest possible…

Overcoming Negotiation "Dealbreakers": K&R’s MID Chart of Goals™

October 22, 2011

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 that people in negotiations have trouble breaking down the issues and organizing them in matter of importance. Either as partners in the negotiation process or during our negotiating seminars, we help our clients break down each issue on the table so they can identify and separate means (how we’ll get there) and ends (the desired destination). Once ends and means are untangled, it is amazing how many seemingly intractable issues are suddenly neutralized. People…

Negotiation and Leadership

October 20, 2011

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 of the 101st Airborne Division during the Vietnam War and, later in life, a successful business leader and chief executive. While accompanying his son’s Cub Scout troop to hear a talk given by Bucha, Kresic was struck by how the principles of leadership described by the speaker were indispensable qualities for a good negotiator. Bucha was only 25 years old when he led his men into battle. In…

Opportunity Forensics: Accurately Predicting When Your Deals Will Land and How

October 13, 2011

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 specifically directive process where you can identify the tasks that will deliver revenue you can count on. We assist our clients by developing a methodical filtering process that identifies the gaps with their prospects and assists them in developing action plans to move them to closing. This innovative approach to sales forecasting replaces subjectivity with objective, measurable forecasts and provides…

Top U.S. Negotiation Firm Partners with European Consultancy

September 27, 2011

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 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…

Winning New Business from Established Competitors

September 13, 2011

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 articulate your value — whether you’re trying to win new business or more business from an existing account. Once you’ve decided on a strategic path, the rigorous preparation and advance research to create credibility at the bargaining table can begin. For many established companies the paths to growth are: (a) adding new products or services through development or acquisition, (b) selling more to their existing customers, or (c) winning new customers for their…