2024-03-22 14:07
Completing a winning deal, while maintaining positive relationships, depends largely on your ability to gather as much information as possible about the other side, including their market po… Read More
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Negotiation And The News Blog
blog.negotiators.com
Tags:
negotiation
concession
meeting
empathy
guiding philosophy revisited
virtual negotiations
concessions
agenda
risk
bad listening habits
Thought leadership, news and information on business negotiation strategy and tactics.
2023-10-09 00:14
Over the decades as the K&R team have assisted leading companies achieve business and sales negotiation success, the subject of ”unprincipled concessions” has been a constant… Read More
2023-02-15 03:22
Everything we do at K&R Negotiation is based on our philosophy, honed over several decades of helping the world’s leading companies achieve successful sales and business negotiatio… Read More
2023-01-03 13:05
For firms delivering services on long-term contracts, rising inflation has hit like a sledgehammer. The inability to raise rates due to resource rate or fixed price commitments threatens to… Read More
2022-11-18 00:34
In one of my previous articles, I wrote about the “time factor” — not only how you can manage it against other considerations but also how to use the high-level (or macro)… Read More
2022-08-12 00:31
During our conversation on the Sales Reinvented podcast, host Paul Watts asked me what I considered to be the three most essential do’s and don’ts of sales negotiations. After 30… Read More
2022-03-24 02:19
In a previous article, Negotiate Like a Pro: Ask the Right Questions, I wrote about the importance of understanding how to help your negotiation counterparts achieve their most important per… Read More
2021-10-15 11:30
As you may remember from part one of this series, Gaining and Maintaining Positive Leverage, I had the opportunity to join Kison Patel, CEO, and Founder of M&A Science, as his guest on t… Read More
2021-07-21 13:16
A few weeks ago, I had the opportunity to join Kison Patel, CEO, and Founder of M&A Science, as his guest on the M&A Science podcast. Kison and I spent over an hour talking about neg… Read More
2021-04-22 12:05
From many conversations with business colleagues, it seems that there are three categories of thought when it comes to the pandemic and its impact on the world of business, especially sales… Read More
2020-11-23 15:31
I was recently asked to provide my thoughts on how to better align sales and marketing teams for a Forbes Councils expert panel. Given limited space, I answered as follows:
“To align t… Read More
2020-10-21 10:00
The thought for this post originated from my recent interview by Paul Watts of Sales Reinvented. Paul asked great questions about how sales reps can improve their negotiations with prospects… Read More
2020-08-17 12:00
Many individuals view negotiations as an adversarial, zero-sum process in which manipulation, gamesmanship and intimidation are effective and worthwhile tactics. Perhaps you have even heard… Read More
2020-06-29 13:56
Several years ago, I wrote an article for Chief Executive magazine titled “Negotiation Lessons: When CEO Meddling Degrades the Deal.” This was one of my more important articles f… Read More
2020-04-27 14:44
B2B enterprises depend on collaborating with other businesses for survival and growth. This often requires face-to-face (F2F) meetings with other professionals. What do you do when the abili… Read More
2020-04-15 12:05
Negotiations can be exasperating. You believe you are offering the other side a great deal, and they seem offended. You want to create a win-win outcome, and they treat you like the enemy. Y… Read More
2020-03-02 16:10
Not long ago, I spoke with an IT service provider (our client), who related an impactful discussion with a telco customer’s procurement director. The company offered a $5,300 discount… Read More
2020-01-28 13:29
I frequently encounter situations with clients who are trying to expand their business into new territories and verticals. The case with one of our B2B clients was particularly dire. Their g… Read More
2019-12-30 20:53
How to Craft a Pitch that Stands Out, was published at Forbes.com last week. Mladen discussed the circumstances under which you should attempt to sell to a customer who has an established ve… Read More
2019-12-17 16:35
We are at the end of one year and soon, the start of another. A great time to reflect on what we have accomplished, and more important, what we can do to make the next year even better, espe… Read More
2019-08-05 18:55
I have written quite a bit about how to sharpen you and your team’s professional negotiation skills to close larger deals, faster. However, there are many times professionals lose othe… Read More
2019-04-25 16:30
Almost every sales organization and every seller operates under some pressure associated with quantifying and then making their sales numbers. The instincts that cause this are positive &nda&hell…Read More
2019-03-14 21:21
Negotiation
Example: Seeing K&R’s ViO Formula in Action
At our BrightTALK Sales Expert webinar last month, I spoke about Six Ways to Shorten the Sales Cycle – you can list… Read More
2019-01-25 18:26
I’m occasionally asked by clients or business colleagues:
“What actions can I take that will have the biggest effect on my top line
(revenue) or bottom line (profit)?” This… Read More
2018-12-18 13:30
About K&R’s Business Negotiation Philosophy
While some negotiations can be adversarial, negotiations as
a defined business activity should be viewed as a positive process. The… Read More
2018-10-30 15:13
How to Adjust Your Sales Strategy for More Complex Terrain
In our recent executive brief, “Six Ways to Shorten the Sales Cycle,” one of the prime takeaways is the importance of t… Read More
2018-09-06 15:28
(This post is adapted from K&R Negotiations’ Six Ways to Shorten the Sales Cycle, a complimentary executive brief.)
Sales organizations often reorganize customer or territory respo… Read More
2018-08-22 16:16
(This post is adapted from K&R Negotiations’ Six Ways to Shorten the Sales Cycle, a complimentary executive brief.)
Perhaps your strategy-level sales conversations have centered on… Read More
2018-04-13 18:12
Two frequently mentioned names in M&A news came up again today – T-Mobile and Sprint. I will share my perspective on the timing of this merger as well as the different positions o… Read More
2018-03-08 23:53
Negotations Touch Every Part of Your Life and Career
It doesn’t matter whether you’re buying a car or an enterprise software system: negotiations touch every part of your life, e… Read More
2018-02-07 18:17
Keynote speeches — like the ones that kick off a big sales drive or annual meeting — are fantastic opportunities…that aren’t always leveraged to their fullest.
Most… Read More
2018-01-16 17:32
Either through becoming emotionally invested, getting pressure from leadership or being unable to analyze key factors that should indicate retreat, business negotiators often find themselve… Read More
2017-08-22 18:00
Some concepts are better expressed using an example. Our client was at a crucial juncture with their customer — a European bank. In just three months, the time frame was expiring on an… Read More
2017-06-15 21:21
In January I penned this post about the new plateaus of opportunity that open up for both buyers and sellers when we make the mindset shift to becoming a true strategic partner, rather than… Read More
2017-04-03 19:32
When competition starts putting the pressure on you, it’s natural to look at price-cutting as the primary way to keep the business. But in the long run, this is a mistaken impulse, un… Read More
2017-03-26 19:45
Welcome to WordPress. This is your first post. Edit or delete it, then start writing! Read More
2017-02-06 16:48
There is a world of difference between being a vendor that takes orders and being a valued peer or co-strategist. The former defaults to a defensive or reactive position, missing opportuniti… Read More
2017-01-23 21:54
Our Risk-Free e-Learning Program for Aspiring Negotiators
Although negotiation touches every part of your working and personal life, for many people it seems to be an intimidating endeavor… Read More
2016-11-01 19:29
The “time factor” — how you manage it against other considerations and use the high-level (or macro) agenda to help create agreement has a huge impact on your success!
Thi… Read More
2016-09-19 21:33
I recently noticed and greatly enjoyed Dave Stein’s LinkedIn Pulse post, “If I Have to Sit Through One More B.S. Sales Training Class…” Dave discusses the major pet… Read More
2016-09-18 18:56
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… Read More
2016-06-15 16:03
Twice in the past six months or so, Knowledge@Wharton host Dan Loney has invited K&R Negotiations CEO Mladen Kresic onto the morning slot to discuss business negotiation principles and… Read More
2016-06-10 19:01
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… Read More
2016-05-27 15:27
In my work with sales teams all over the world, I am often asked about what is the most critical trait for a successful salesperson. My answer is always the same: “Genuine curiosity.&r&hell…Read More
2016-05-02 17:22
This blog post is excerpted from the K&R Negotiations white paper, “Dealing with Negotiation Know-it-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your D… Read More
2016-04-12 16:01
This blog post is excerpted from the K&R Negotiations white paper, “Dealing with Negotiation Know-it-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your D… Read More
2016-03-29 20:00
This blog post is excerpted from the K&R Negotiations white paper, “Dealing with Negotiation Know-it-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your D… Read More
2016-01-06 21:56
K&R CEO Mladen Kresic Discusses Negotiation Trends and Principles with Knowledge@Wharton Host Dan Loney (Complete Transcript)
On Friday, November 13 K&R CEO Mladen Kresic joined Know… Read More
2015-11-25 16:33
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, t… Read More
2015-11-19 21:38
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 tim… Read More
2015-10-22 15:18
We are pleased to note that the Legal Solutions Blog, operated by Thomson Reuters, has once again featured a guest post from K&R co-founder and CEO Mladen Kresic.
The post, ‘The … Read More
2015-10-22 15:18
We are pleased to note that the Legal Solutions Blog, operated by Thomson Reuters, has once again featured a guest post from K&R co-founder and CEO Mladen Kresic.
The post, ‘The … Read More
2015-10-16 17:14
Patience and listening get you information. Information leads to knowledge when the context is understood. Knowledge properly conveyed leads to credibility. In negotiations, the more you und… Read More
2015-08-03 21:04
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… Read More
2015-07-16 17:34
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 t… Read More
2015-07-01 20:30
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 respon… Read More
2015-05-04 19:28
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 valu… Read More
2015-02-12 16:20
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 lo… Read More
2006-06-07 11:16
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 foreca… Read More
2006-06-07 11:16
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… Read More
2006-06-07 11:16
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 forg… Read More
2006-06-07 11:16
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 effe… Read More
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