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.

The Six Principles that Deliver Winning Negotiations

August 29, 2011

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 just released a free whitepaper: The Six Principles™ that Deliver Winning Negotiations. This report addresses key tenets of advanced negotiation in an easy-to-read presentation: How to generate winning conditions, regardless of what is being negotiated, or with whom Techniques that can create and maintain credibility and leverage Six universal and underlying principles of negotiation This whitepaper outlines these Six Principles…

Business Negotiation Expert Shares Practical Negotiation Principles

August 23, 2011

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. …

My Perspective on the U.S. Debt Ceiling Negotiation

August 5, 2011

After weeks of suspense and considerable acrimony, the U.S. debt ceiling negotiations were resolved (for now, at least) in the 11th hour on August 2. From the perspective of someone who makes a living showing private and public sector organizations how to negotiate to create win/win situations, I followed the proceedings with interest. And there is no doubt in my mind the players could have benefited from following a few of our basic negotiating principles. Fortunately, most business negotiations are not exposed to the glaring spotlight of the press, nor do typical negotiating parties believe there is anything to gain by demonizing their opponents. We teach our clients that "winning together" is almost always better than creating a win/lose scenario that prevents better long-term outcomes…

K&R Negotiation Associates’ Mladen Kresic Quoted in Stamford Advocate Story on the Washington Debt Deal

August 2, 2011

Through all the twists, turns and spin from both Republicans and Democrats, we have been musing on how the high-stakes budget negotiation game in Washington reflected some of the lessons of good negotiation strategy. We weren’t the only ones thinking about the business implications of the debt deal: The Stamford Advocate’s Richard Lee wrote a story about the negotiations’ potential impact on businesses, and included our perspective. "With some foresight and a realization that the issue would be volatile, Congress should have started the review more than a year ago, with a line-by-line examination of spending and income to determine areas of agreement," said Mladen Kresic of K&R Negotiation Associates in Ridgefield. "There is a noble goal. The short-term perception of a political…

Value Articulation

July 28, 2011

At K&R, we urge our clients to utilize Six Principles of Negotiation™. One of the most important principles is: “Concessions Easily Given Appear of Little Value.”™ This is why we constantly advocate making principled concessions and this is also why we recommend that, prior to the start of the negotiation, you plan for future potential concessions. So how exactly is value expressed to the other party in a negotiation? Here are five important ways of expressing value: Money. Very little explanation is necessary when the value is expressed as currency. For example, a statement such as “You will receive $2,500” is a simple money-based value statement. Money is a universally accepted denominator so its value is instantly understood by both parties to the negotiation. Property.…

It's Not What You Know...

February 2, 2011

An old adage, frequently re-shaped in various ways, says, “It’s not what you know, it’s who you know.” In three steps, we’re going to link this to negotiations, to your credibility when negotiating, and to the news. Step 1: One of K&R’s key negotiation tools is the Leverage Cycle™. This cycle starts with patience and listening, and proceeds through information gathering, the use of that information in context and establishing personal credibility as a required step in negotiations. The downside if you skip these steps is that your client won’t pay any attention to you, and any argument you make as to the value of what you are offering is likely to be discarded. Often in our sessions, we talk about “loaned credibility”. You know the situation. One person has an…