Nogotiation Blog

Insights on 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 Mistakes: Own Them, Move on and Prosper

Have you found yourself exasperated by a colleague or partner who won’t own his or her mistakes? The minute an error is discovered, they offer excuses and deflections instead of responsibility and solutions. This is not only a time-waster because you have to take extra steps getting to the heart of the problem, but your whole team loses credibility and the value of your business relationship is undermined. At K&R, we use the term Negotiation Capital™ to illustrate the goodwill that is created through credibility, good relationships and successful delivery. Negotiation Capital is like “currency.” It translates into the other side’s willingness to move closer to your way of thinking. If you lose credibility or have to backtrack due to mistakes, then you use Negotiation Capital…

K&R CEO Mladen Kresic Discusses Negotiation Know-it-Alls with Knowledge@Wharton Host Dan Loney

K&R CEO Mladen Kresic Discusses Negotiation Know-it-Alls with Knowledge@Wharton Host Dan Loney (Complete Transcript) On Friday, May 20 K&R CEO Mladen Kresic joined Knowledge@Wharton (Sirius XM Channel 111) host Dan Loney to talk about how negotiators can keep “know-it-alls” from ruining their next big deal. (Kresic wrote on the subject in his 2016 white paper, “Dealing with Negotiation Know-It-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your Deal.” During this segment, Loney and Kresic discussed the three major types of know-it-all (The Instructor, The Intimidator and The Impostor), the threats they represent to successful negotiations, and strategies negotiators can use to mitigate their negative influence and keep their deal discussions on…

Curiosity Killed the Cat (But It Made the Sale)

By Jim Hale, VP of Business Development, K&R Negotiations In my work with sales teams all over the world, I am often asked about what is the most critical trait for a successful sales person. My answer is always the same: “Genuine curiosity.” Curiosity is like a Swiss Army knife with all the attachments. It gets the job done in nearly every situation and is easy to access once you've got it in your tool kit. Curiosity helps you: Build customer relationships. You will notice a different level of respect from your clients when you show an authentic level of interest in them as individuals and their company. Humans respond extremely well to this almost without exception. Increase your business acumen. Being curious about your own industry and the industries of your prospects…

It’s not the ROI that Drives the Buy!

  You may think arming yourself with facts and data will help you convert prospects into customers, but it's more important that prospects believe you truly understand their business, the industry, the company, the LOB’s and the Individuals within the organization. This issue comes up time and time again in our interviews with clients, they want their solution provider to understand their business. This is hardly surprising, since you can’t add value without having a clear picture of the business and the client’s position in the industry. Once you understand their business you can better understand the core business issue. The three critical components that drive the sale: Demonstrating that you truly understand what their business issue is, and how it negatively impacts…

Mladen Kresic’s Negotiation Advice for CEOs Featured on Chief Executive

Delineating how and when senior management will take part in negotiations is an important factor in maintaining position and outcome. When a member of senior management’s personal timeline or motivations clash with an already established value argument, money can be left on the table. K&R Negotiations CEO Mladen Kresic used a deal from the firm’s client case files to illustrate just how this can happen in Negotiation Lessons: When CEO Meddling Degrades the Deal, a contributed article that was featured this October at ChiefExecutive.net. “It’s easy to become emotionally invested in a deal, especially a complex one that requires a significant time and resource commitment from you and your team. Nobody wants to simply walk away from something they have cultivated for months—even…

The Importance and Impact of Setting Priorities in Negotiations: The CBA, Deflategate and Tom Brady

Fans of American football are watching with great interest the recent developments around "Deflategate."1 Of course, the drama always increases when a superstar such as Tom Brady is involved. One of the controversial aspects in this evolving saga is the power of the National Football League (NFL) commissioner, Roger Goodell. Goodell handed the four-game suspension penalty to Mr. Brady, in part for his lack of cooperation in the investigation, but is also the "hearing officer" who reviewed and made the judgement on Mr. Brady's appeal of that penalty. How could that be? How could the same person who investigates and imposes a sentence then be the person who hears the appeal and passes judgement on whether the penalty he imposed is proper? In a sense, Mr. Goodell is serving as judge, jury…

Creating Value-Based Leverage

In this short video, learn why negotiation is really the art of finding agreement.

Mladen Kresic introduces the concept of value-based negotiations leverage and why it is a powerful tool for moving conversations to an agreement.

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