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Ridgefield, CT 06877

 

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The Wise Negotiator TM

Global Solutions


 
The Resource for

Successful Negotiations TM

 

 

Read about our offerings:


 


 

More Revenue and Profit

K&R's proven, practical approach to negotiations has delivered client-documented ROI within days of the training session.  Our approach, coupled with the K&R tools, not only increases your average sales price but also shortens the sales cycle for your opportunities!

 

The best investment you can make is to sharpen your negotiation skills with K&R.

 

 

Client Experience

 

Negotiate Wisely Book


 
"Strengthen your
position by creating
unique value."
"Maintain your position through
value based concessions."

 

Negotiation and the News™
A “Happy” view of value
""Admiral produces boringly good numbers" is a headline from the fall Times Online (UK).  At K&R, we often write about the linkage between value and negotiation success (or sales success).  Well-done value arguments are compelling.  They result in shorter selling cycles and ..."

Saving your way to prosperity
"Times are tough.  The stock market is at 1997 levels.  Unemployment is high.  Sales are down.  You need to manage your business results for 2009.  What do you do, and why? If we were playing the television game show "Family Feud" (or Family ..."

 

Ask the Negotiators

K&R now offers an open Forum where you can ask questions about negotiating and negotiations.

In an effort to increase revenues and shareholder value, the importance of "selling value, not price" has been recognized as a critical success factor by the world's leading sales organizations.  Effective approaches to implementing behavioral change in this area have been rare until now.  K&R's framework has been proven to do just that, change the behaviors of sales people to articulate the unique value of the solution they are providing.  This framework, combined with the utilization of "principled concessions" has been proven internationally to decrease discounting.  The result for you and your company; higher revenues and increased profitability.
We have all heard the term "give to get" in negotiations.  All too often our sales teams live by the "give a discount to get the business" method of negotiations.  The K&R framework bases concessions, whether they are price, terms or conditions, on making "Principled Concessions" or concessions based on defined standards of value to the client. In other words "concessions made with business rationale related to value".