Resources and News
K&R in the News
Business Negotiation Expert Shares Practical Negotiation Principles in New Whitepaper
Negotiation expert and author Mladen Kresic distills decades of actionable knowledge into The Six Principles™ that Deliver Winning Negotiations. Read more…
K&R Negotiation Associates’ Mladen Kresic Quoted in Stamford Advocate Story on the Washington Debt Deal. The Stamford Advocate’s Richard Lee wrote a story about the negotiations’ potential impact on businesses, and included our perspective. Read more…
Our Book: Negotiate Wisely in Business & Technology
In business negotiation, we seek to maximize our opportunities for revenue while building the long-lasting relationships that win us trust and recurring business.
Whitepapers and Articles
Whitepaper: Negotiation Games: Spotting and Neutralizing Five Tactics that can Damage Deals
Learn how to spot the most common negotiating tactics. Understand some approaches for managing them, maintaining your leverage, and keeping the conversation focused on the best outcome for both parties. Recognize the difference between positive tactics and potentially destructive gamesmanship. Read more…
Whitepaper: Win More and Win Faster in any Kind of Negotiation
Six universal and underlying principles of negotiation serve as a guide for creating winning conditions, regardless of what is being negotiated for, or with whom. This whitepaper outlines these Six Principles and why they’re important for creating positive outcomes – so both parties can leave the table with their major objectives met and satisfied with the value they have received. Read more…
Case Study: Think about the Client and Improve the Outcome
Our client was in negotiations with a customer about adding additional services to an existing contract. The sales team wanted the deal to close by the end of May. What was the best way for the client to analyze the situation and close the deal?
Case Study: Critical Vendor Relationships
SEI needed to give mid- and senior-level vendor managers a structured, methodical frameword for negotiating critical relationships. They forged better relationships with critical vendors and even solved negotiation impasses before training sessions had ended.
The Negotiation Blog
Winning New Business from Established Competitors
OK, so you are an established company and your growth hasn’t met expectations for a few years. How do you focus resources to accelerate growth, and where are those resources wasted?
The Six Principles that Deliver Winning Negotiations
Whether we’re negotiating a compensation package with a new employer, trying to close a large purchase with a client, or even negotiating as a potential client, the critical process of negotiation touches all of our lives. The possibility of a win depends on our ability to create and maintain credibility and leverage.
