K&R Negotiations IDs Three Types of Know-It-Alls, Gives Negotiators Strategies
for Mitigating Negative Influence and Preserving the Value of the Deal
Ridgefield, Conn. – March 31, 2016 – Every negotiator has had to deal with a know-it-all who is more interested in showing off his or her knowledge than they are in moving a business negotiation to a successful outcome. To help negotiators contend with this universal challenge, K&R Negotiations has published “Dealing with Negotiation Know-It-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your Deal.”
This complimentary white paper draws on K&R’s decades of negotiation training and consulting on billions of dollars’ worth of deals across the globe. Readers will learn about:
- The three major types of know-it-all — The Instructor, The Intimidator and The Impostor — and the threats they represent to successful negotiations.
- Strategies negotiators can use to mitigate a know-it-all’s negative influence and keep their deal discussions on track.
- Mini-case studies illustrating how the K&R team dealt with situations involving each type of know-it-all.
“Business negotiations inevitably involve some very intelligent people at the table; there’s a good and bad side to this,” said Mladen Kresic, CEO and co-founder of K&R Negotiations. “We offer some proven, tactical ways to exploit the good and minimize the bad when you encounter one of these three know-it-alls, all of whom can jeopardize otherwise successful negotiations if not handled artfully.”
About K&R Negotiations
Mladen Kresic is founder and CEO of K&R Negotiations LLC. He has more than 30 years’ experience negotiating business transactions both as a lawyer and businessman. Prior to forming K&R he served as counsel to a number of different IBM businesses and as General Counsel and Board member of Bristol Technology. He has appeared as a guest lecturer at the MIT Enterprise Forum, Yale School of Business and a keynote speaker with the International Licensing Executives Society.
K&R Negotiation Associates, LLC, is a consulting firm specializing in structuring and negotiating business transactions around the world. The company is comprised of professional negotiators, sales executives, and business attorneys. K&R professionals average over 20 years of professional negotiation experience and apply a results-driven methodology to change sales and negotiation behaviors and improve negotiating success. K&R’s clients include Fortune 200 companies such as IBM, Microsoft, Cisco, EMC and Xerox, as well as smaller companies such as Merkle, Aricent and Priceline. For more information, please visit www.negotiators.com.
For more information please contact: