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 Success Range (NSR)™: Understanding Walkaway Positions so Neither Side Walks Away

One of our tools for helping clients prepare a winning negotiations strategy is the Negotiation Success Range (NSR)™, which identifies the conditions under which both parties will be satisfied. And if those conditions satisfy both sides, but our side likes them more than theirs? That’s OK: A winning deal is never perfectly even. In business, especially when forging long-term relationships, the NSR is critical because the deal should work for both sides, and both sides need to feel like they have won. This is easier said than done. As an example, during negotiation planning the seller’s price and the buyer’s cost are often crucial factors in the deal. In fact, price is often a deal maker or a deal breaker. (The impact of price considerations on your deal can be ameliorated with…

To Close the Deal, Know Your Client’s Risks and Articulate the Cost of Not Acting

In 2013, CSO Insights published an industry survey summarizing deals won and lost—in this instance, how often forecasts lined up with actual closed deals. Of the number of total forecasted deals, 26% were lost due to “no decision.” Many “no decisions” can be traced to a seller’s inability to address how their potential client sees risk and the failure to paint a compelling picture of the cost of not acting. In our sales and negotiation training seminars, we teach sellers how to prepare and increase their chances of a win by carefully considering risk and reward from the buyer’s perspective. Traditionally, sellers focus primarily on the reward/benefit/value to the buyer of completing a deal. The risk/reward exercise has a dual value: By convincing yourself, you increase your…

Balancing Your Negotiation Team: If Everyone Agrees, Someone is Probably Wrong

Just as you don’t want to take to the field with a football team of 11 quarterbacks (or 11 goalkeepers, if you’re playing the more globally known form of football), you would not want a negotiation team that only represents one discipline or perspective. Although Peyton Manning or Cristiano Ronaldo each has enviable skills, other specialists will be needed to secure victory for the team. We once worked on an important licensing negotiation with a client team comprised of architects and engineers in product development. Their goal was to fill a technical gap in their product. They were willing to pay an amount for the license that was equal to the cost of developing the solution themselves. But with no one on the team from sales, marketing or finance, there was no way for them to gauge…

The Value of Role Playing in Negotiation

We have had the privilege of assisting major companies all over the world with our Win Wisely™ approach to negotiation. The principles we teach are far from theoretical: they were forged from practical experience gained in all kinds of negotiations involving all types of participants. This includes everything from basic buy-sell transactions to complex, high-stakes negotiations in business and technology conducted by lawyers, salespeople and executives. Each of them needed a methodical approach to forging better deals. We routinely hear from our clients. They describe how the teams we have trained are able to put their learning to immediate effect. One reason is that all our workshops attendees practice what we teach, often with real negotiation opportunities. Learning needs to be coupled…

The Five Teamwork Principles to Follow for Winning Negotiations

Even with a well-crafted value argument and solid customer motivation to get a deal done, the whole process can unravel if negotiation leadership and teamwork are absent.  The most effective “tactic” in your arsenal is a unified team. Selecting your team, involving all key players in planning, and maintaining group discipline begin the teamwork  that will hold your important deal together. In our decades of helping clients manage and win complex deals, we have seen five key teamwork principles that are critical to getting the win/win negotiation outcomes you desire. 1. Recognize Varied Motivations, Both Internally and Externally Everyone has specific reasons for acting as they do. (For example, the other side may stall negotiations if they think you are in a revenue bind, hoping…

Negotiation Lessons from Deadwood

Have you ever appeared at the negotiation table with a thoughtful list of offerings only to realize that your assumptions about those across the table were dead wrong? There’s a scene from HBO’s acclaimed Deadwood series (2004-2006) that illustrates just how uncomfortable it can be to misread or underestimate the other party. To set the scene: Alma Garret is a widow who has come into a lucrative, well-producing gold claim in the lawless, titular town of Deadwood. Mining tycoon, George Hearst, has come to the camp, slowly consolidating smaller, single-operator claims into one ruthlessly efficient operation. Only Garret’s mine stands in the way of his complete control of the area’s gold mining operations. Hoping to strike a mutually beneficial bargain after a bumpy first meeting, Garret…

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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