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 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…

To Win the Deal, Add Personal Value to Your Negotiation Strategy

Effective, persuasive communication is fundamental to building winning deals. When you are understood and believed, you greatly increase your chances of gaining leverage and having your value argument accepted by the other side. However, we make a mistake if our communication doesn’t recognize two kinds of value:   Company value to the other side Personal value to the representative of the other side You generate company value by making the deal beneficial to the customer’s organization. This helps their company’s bottom line or revenues, improves their return on assets, expands market share, reduces costs, etc. In other words, their company is better off for doing the deal. Their corporate or organizational goals are achieved. But what about the individuals within…

K&R’s Mladen Kresic Contributes to Thomson Reuters' Legal Solutions Blog

Thomson Reuters’ Legal Solutions Blog recently featured a guest post from K&R Negotiations CEO Mladen Kresic, who penned a piece about the importance of lawyers not getting too lost in legal terms and keeping an eye on their client’s business value: “When brought on as the legal member of a business negotiation team, it’s natural that we view the process through a legal filter. But sometimes attorneys get lost in the purely legal dimensions of the negotiation process and lose sight of the fact that we are ultimately there to provide business value for our clients.” The post features an example of a negotiation in which K&R was involved—and in which one lawyer solved a business negotiation impasse by discovering and addressing the business value of the critical term…

Why Disruptive Deals Are So Difficult (And Why Yours Can Work)

In a 2012 Harvard Business Review article titled “The End of Solution Sales,” authors Brent Adamson, Matthew Dixon, and Nicholas Toman identified a new way of selling being practiced by the cream of today’s sales professionals—usually B2B salespeople attempting to land complex deals. These prominent authors identified a small percentage engaged in what they call “insight selling.” In contrast to the classic “solution sale,” in which salespeople engage with purchase agents to discover salient needs and align their solution with those needs, this new breed of insight seller identifies needs that potential buyers may not even be aware of yet. They identify opportunities in areas of flux, offer “provocative insights” about the customers and their business models, and become…

Fighting for Your Value: The Negotiation Wisdom of Bernard Hopkins

On the eve of his November meeting with feared Russian light heavyweight Sergey "Krusher" Kovalev, the New York Times took a fascinating, in-depth look at the 49-year-old who was about to step in the ring against Kovalev: Philadelphia's Bernard Hopkins. It was a chance to learn about the hard-won wisdom and discipline that had made him not just an expert boxer who could seemingly defy time, but an expert businessman. Boxing is often called the "cruelest sport" for the punishment that boxers absorb in the ring. It's also financially unforgiving. The destinies of top fighters are managed by a handful of powerful and (sometimes) corrupt promoters. Even seemingly handsome six-figure paydays get gobbled up by managers, trainers and promoters. Only a few rise to wealth and fame, and many of these…

Do You Want to Be Successful? A Better Negotiator? Break These Three Bad Listening Habits

Forging a winning deal depends largely on your ability to gather as much information as possible about the other side’s market position, motivations and goals. This holds equally true at the organizational, departmental and personal levels. Better information means a more finely tuned value argument and increased credibility, both of which mean more positive leverage that will help you close. Behind-the-scenes research with your team as you prepare to negotiate is a vital aspect of information gathering; the rest is gleaned from how you engage the other side in conversation. This may seem almost too basic to mention, but we are still surprised to see how many seasoned professionals fail to listen and thus don’t gather valuable information from conversations with potential partners, vendors…

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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