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The Wise Negotiator TM

Global Solutions


 
The Resource for

Successful Negotiations TM

 

 

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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.

 

 

Negotiate Wisely Book


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

 

Negotiation and the News™
Oh No Mr. Bill! Your Software is Going End-of-Life.
"When negotiating, you should be aware of the principle of Negotiation Leverage.  Leverage describes the use of facts, rationale or conditions to move the other party closer to your way of thinking.  Here are some simple examples: Your software is already installed and in production, or your services team has ..."

Is Your Software Better than Free?
"Open software is in the news every day.  Much of it is licensed for free.  For priced software, K&R hears, time and again, sales pitches similar to this, "We're providing you with $100,000 (Euros, Rupees, Rubles...) of software value for only $63,000 (just sign here)."  If you are a buyer, ..."

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".