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.

Best Practices: Territory Business Management

Recently our friend and colleague, Jim Hale, published a blog on territory management and the art/discipline of applying multiple resources and time to effectively generate sustainable sales. In the end, winning Territory Action Planning (TAP™) results in increased customer satisfaction and relationships, higher win rates and overall better revenue and profit results. Because this is such an important subject, we reprise some of the best practices associated with TAP in this blog. High performing sales teams manage territories like they are individual businesses to build strong sales pipelines, advance their sales opportunities and grow relationships with selected accounts. They have realized through experience that the sales territory is the superset of our sales assets, and that without…

Communication Credibility: Without It, There’s No Persuasion or Negotiation Leverage

Show us a successful negotiator and we’ll show you someone who is highly conscious about how they communicate with others. It’s not about who can talk the fastest or prove that they know more than everybody else in the room—it’s about building credibility. This is crucial because credibility ultimately translates into leverage for getting the right deal done. There are lots of ways to damage your credibility by communicating irresponsibly: Addressing other people in terms of stereotypes rather than unique individuals. An example is treating an IT leader in the room like a geek who only cares about technology and assuming they won’t care about the strategic business value of your solution. Being dismissive of other people’s contributions, even if you immediately disagree…

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…

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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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