Global Negotiation Firm Adds Affiliate in China

XueYan Meng Joins K&R Negotiations Team as President of Beijing-Based
Affiliate, Bringing Deep Sales, Technology and Instruction Expertise

 

DANBURY, Conn. – May 8, 2018 – K&R Negotiations announced today that XueYan Meng has joined the firm as President of Beijing-based ZhongHengKaiQi Enterprise Management and Consulting Limited Company, which will serve as K&R’s Chinese affiliate.

XueYan is a technologist, instructor and sales leader whose career spans leading global technology and sales organizations, including IBM. XueYan has designed, delivered and run successful training and sales programs across the world, earning plaudits that include entry into the Hundred Percent Club, the IBM BRAVO Award and Best Team Award (GCG GM).

A proven servant-leader with a unique mix of disciplines, XueYan integrates her engineer’s training with a deep perspective on international sales training, execution and business development. She majored in Image Transmission & Processing at the University of Electronic Science and Technology of China (Chengdu).

“XueYan brings powerful new capabilities for K&R clients who seek to better understand and execute on their opportunities with Chinese businesses,” said Mladen Kresic, CEO and co-founder of K&R Negotiations. “Navigating both the cultural and business landscape of important deals can be challenging. We look forward to great things with her anchoring our presence in Beijing.”

“K&R Negotiations is now in a unique position to create opportunities for both Chinese companies that want to create lucrative relationships and deals outside of China and international companies that desire a more predictable path to important deals within China,” added Meng. “I am honored to join the K&R team and help grow these important relationships.”

About K&R Negotiations

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, Akamai and Priceline. For more information, please visit www.negotiators.com.

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For more information please contact:
Gail Carson
719.357.6280
gcarson@fusionmarketingpartners.com

Global Negotiation Leader Adds New Manager for Asia Pacific Region

K&R Negotiations Taps Greg Morris to Head Asia Pacific Strategy and Operations

DANBURY, Conn. – Aug 29, 2017 – K&R Negotiations announced today that Greg Morris has joined the firm as General Manager, Asia Pacific Strategy and Operations. Morris’ addition will help K&R deliver market development and negotiation expertise for global companies operating in the region.

Morris previously served as Partner Global Business Services and Leader Sales Execution Complex Deals, Asia Pacific Region, for IBM. He also held senior management positions with the IBM Growth Markets Unit and Asia Pacific and as IBM Business Strategy Leader Asia Pacific, Australia and New Zealand. Prior to his 15 years of service with IBM, he was Partner Business Strategy Leader, Asia Pacific and Australia New Zealand, for PricewaterhouseCoopers.

Morris holds a Bachelor of Economics from Macquarie University, Sydney and has completed executive programs including Advanced Business Strategy at Harvard University; Systems Dynamics at MIT; and Strategy Master Class at Oxford University. He is a member of the Institute of Chartered Accountants – Australia and New Zealand and member of the Australian Institute of Company Directors. Morris, who is an accredited negotiator, trainer and executive coach, holds two patents and has been widely published on the subject of creating shareholder value.

“We are incredibly excited to have Greg joining the K&R team,” said Mladen Kresic, CEO of K&R Negotiations. “He adds significant depth to two of our key strengths — global expertise and managing complex deals and business relationships. I am certain our clients will benefit from his knowledge and wisdom.”

About K&R Negotiations

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, Akamai and Priceline. For more information, please visit www.negotiators.com.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

K&R Negotiations Launches E-Learning Program in Negotiation Fundamentals

Self-Guided Online Program Offers Aspiring Negotiators an Introduction to the Meaning of
Negotiations, Influence of Credibility and Leverage and the Critical Concept of Principled Concessions

DANBURY, Conn. – Jan 6, 2017K&R Negotiations today announced the launch of its e-learning program, “Fundamentals of Negotiation.” The self-guided online approach offers aspiring negotiators a quick introduction to principles of successful negotiations.

Each program module features interactive Q&As to help students apply and retain what they’ve learned. The modules focus on three main areas:

  • Introduction to Negotiation: This module demystifies the practice of negotiation and introduces fundamental concepts.
  • Credibility & Leverage: Learn how these interlocking principles create powerful dynamics that move the other side closer to your desired position — without coercion or intimidation.
  • Principled Concessions: See how to make every exchange value-based instead of leaving money on the table or giving things away unnecessarily.

These fundamental courses are based on K&R’s decades of experience as negotiators, trainers and consultants for some of the world’s leading organizations. Businesspeople who want to build a foundation for improving outcomes in negotiation can take all three modules online for $94.50.

“These three courses will give aspiring business negotiators solid building blocks for improving a practice that everybody has to engage in at some point in their career,” said Mladen Kresic, CEO and co-founder of K&R Negotiations. “Many people are intimidated by the negotiation process, but it is easy to improve if you understand its mechanics and break the process down into steps.”

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 an attorney 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.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Global Negotiation Leader to Share Tactics for Dealing With Negotiation Know-it-Alls on Knowledge@Wharton’s Sirius XM Show

Host Dan Loney Invites K&R Negotiations CEO and Author Mladen Kresic to
Discuss Ways Negotiators Can Keep “Experts” from Ruining Their Next Deal

DANBURY, Conn. – May 18, 2016 – On Friday, May 20 from 11:30-Noon ET, K&R Negotiations CEO Mladen Kresic will join Knowledge@Wharton (Sirius XM Channel 111) host Dan Loney to discuss how negotiators can keep “know-it-alls” from ruining their next big deal.

Kresic is a global negotiation expert and founder of K&R Negotiations, a negotiation consultancy and training provider that has helped top-tier organizations across the world improve billions of dollars in deals. The Knowledge@Wharton segment will explore advice from his new white paper, “Dealing with Negotiation Know-It-Alls: How to Keep Instructors, Intimidators and Impostors from Derailing Your Deal.

During this segment, listeners will learn about the three major types of know-it-all (The Instructor, The Intimidator and The Impostor), the threats they represent to successful negotiations, and strategies negotiators can use to mitigate their negative influence and keep their deal discussions on track.

“I think everybody who’s been in business has had to deal with a person who is more interested in showing off their superior knowledge than in finding a win/win,” said Loney. “I look forward to exploring this topic with Mr. Kresic and think our audience will get a lot of practical knowledge.”

“Business negotiations often involve exceptionally intelligent people who know — or think they know — a lot. Of course, this has its good and bad side,” said Mladen Kresic, CEO and co-founder of K&R Negotiations. “We’re going to offer some proven ways to artfully handle a know-it-all whose influence can jeopardize otherwise successful negotiations.”

Listeners who would like to call in with questions during the segment can dial (215) 844-WHARTON (942-7866).

About Mladen Kresic and K&R Negotiations

Mladen Kresic is founder and CEO of K&R Negotiations (www.negotiators.com). 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.

About Knowledge@Wharton

The Wharton School of the University of Pennsylvania is committed to sharing its intellectual capital through Knowledge@Wharton, the school’s online business analysis journal.

Launched in 1999, Knowledge@Wharton has grown into a network of sites that includes a global edition in English and regional editions in Spanish, Portuguese, Simplified Chinese and Traditional Chinese, as well as a site for high school students and educators. Knowledge@Wharton offers analysis of current business trends; interviews with industry leaders and Wharton faculty; articles based on the most recent business research; and conference overviews, book reviews and links to relevant content. Listen to Knowledge@Wharton Monday-Friday, 10a-12p EST on Sirius XM Channel 111.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

New White Paper Helps Negotiators Deal With Know-It-Alls

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.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Negotiation Textbook Leads Business Negotiation Book Sales on Amazon Kindle

Updated Version of Mladen Kresic’s “Negotiate Wisely in Business and Technology” Rises to Top 5

Ridgefield, Conn. – Sept 24, 2015 – K&R Negotiations announced today that co-founder and CEO Mladen Kresic’s seminal negotiation textbook, “Negotiate Wisely in Business and Technology” and its new companion workbook achieved a #5 ranking in the Top 100 Best Sellers in Business and Money in the Kindle Store, selling over 2,000 copies in less than a week. The book was originally co-authored with K&R co-founder Harvey Rosen in 2004 and is now available on Amazon. ($17.99 and $6.99 for the textbook and workbook, respectively.)

“Negotiate Wisely in Business and Technology” is an update of a 2004 publication and adds new learning and applications to the K&R methodology of principled negotiation, practiced around the globe and responsible for helping close billions in business. ($2.3B+ in incremental deal impact since 2009.) The company serves global leaders (IBM, Microsoft, Cisco) and small/medium-sized businesses alike with negotiation consulting and training.

The book outlines a proven, principled and methodical approach for business negotiations of any kind. Readers who want a practical way to build their negotiation skills can learn:

  • How to define and build value-based leverage
  • Bedrock principles that create and sustain successful negotiations
  • Unique tools for resolving conflicts, setting prices and terms
  • Managing the negotiation process, agendas and tactics

The book is accompanied by a companion workbook for applying the learning.

“We’re thrilled with the response that Negotiate Wisely has received,” said the author. “Whether you see negotiation as an adversarial or intimidating process or are an experienced negotiator who wants to improve skills, we’ve assembled a practical, methodical way to approach making deals in which all parties understand and appreciate the value they receive.”

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.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Global Negotiation Leader’s Updated Book Publishes on Amazon

Mladen Kresic of K&R Negotiations Publishes New Version of “Negotiate
Wisely in Business and Technology” Textbook, Announces Promotion on Amazon

Ridgefield, Conn. – Sept 09, 2015 – K&R Negotiations announced today that co-founder and CEO Mladen Kresic has published an updated version of his seminal negotiation book, “Negotiate Wisely in Business and Technology” and its new companion workbook. The book was originally co-authored with K&R co-founder Harvey Rosen in 2004 and is now available on Amazon. The book, which has been read widely by business professionals and used in universities and numerous corporate programs across the world, is available free to Kindle Unlimited subscribers and free to all Amazon users from Sept. 9-13, 2015.

“Negotiate Wisely in Business and Technology” distills decades of K&R team experience in both negotiation training and consulting. Its focus stems from the author’s practice of creating winning deals in high-value business negotiations. The company serves both medium-sized businesses and Fortune 500 companies worldwide, and has a long pedigree in all aspects of technology negotiations. Prior to forming K&R, Kresic, a graduate of the Fordham University School of Law and Articles Editor of its Law Review, served as a lead counsel for IBM’s software business and as general counsel and board member of Bristol Technology.

The book outlines a proven, principled and methodical approach for approaching business negotiations of any kind. Readers who want a practical way to build their negotiation skills can learn:

The book is accompanied by a companion workbook for applying the learning.

  • How to define and build value-based leverage
  • Bedrock principles that create and sustain successful negotiations
  • Unique tools for resolving conflicts, setting prices and terms
  • Managing the negotiation process, agendas and tactics

The book is accompanied by a companion workbook for applying the learning.

“We felt it was time to re-release this book to reinforce what works and to add important updates as we have continued to learn and expand,” said Kresic. “I am confident that readers will benefit from a building-block approach that delivers the principles, tools, techniques and tactics that can help them build the fruitful deals and relationships they desire.”

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.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Global Negotiation Leader to Republish Book on Building Better Deals

K&R Negotiations’ Mladen Kresic Updates “Negotiate Wisely in Business and Technology,”
Textbook That Reveals Practices and Principles of Successful Business Negotiations

Ridgefield, Conn. – August 22, 2015 – K&R Negotiations announced today that co-founder and CEO Mladen Kresic will be publishing an updated version of his seminal negotiation textbook, “Negotiate Wisely in Business and Technology” and its new companion workbook. The book was originally co-authored with K&R co-founder Harvey Rosen in 2004 and is slated for digital republication this month. The book has been read widely by business professionals and used in universities and numerous corporate programs across the world.

“Negotiate Wisely in Business and Technology” presents an updated view of the K&R methodology that the team has honed in business and technology negotiations for both medium-sized businesses and Fortune 100 companies worldwide since the company’s founding in 1994, including:

  • How to define and build value-based leverage
  • Bedrock principles that create and sustain successful negotiations
  • Proprietary tools for resolving conflicts, setting prices and terms
  • Managing the negotiation process, agendas and tactics

The book is accompanied by a companion workbook for applying the learning.

“Negotiation ability impacts revenue, profits and company performance at every level of the enterprise, public or private,” said Kresic. “This book is a result of pulling together what we have learned in more than two decades of helping clients craft successful deals and imparting on our audiences a practical guide to the discipline of business negotiations. I’m excited to present the updated material and to give business negotiators our perspective and tools for more lasting business relationships.”

About K&R Negotiations

Mladen Kresic is founder and CEO of K&R Negotiations LLC. He has over 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.

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.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Global Negotiation Firm Adds Program Development Expertise

John Burdekin’s Software, Technology and Startup Expertise
Tapped for Program Development Role at K&R Negotiations

Ridgefield, Conn. – May 20, 2015 – K&R Negotiations announced today that John Burdekin has joined the firm as Director of Program Development. Burdekin’s responsibilities will include refining and expanding both the content and reach of K&R’s formal training and consultancy programs for the firm’s global client base, which includes Fortune 500 companies.

Burdekin most recently served as a Consulting Practice Director at Salesforce.com. He brings more than 25 years of experience in the software and technology industries, ranging from large aerospace and hardware companies to small, early stage start-ups and large enterprise software companies.

John has a Bachelors Degree in Mathematics with an emphasis in Computer Science from Humboldt State University. He and his family live in the Seattle, Washington area.

“John’s pedigree of success in the startup arena combines powerfully with his ability to drive operational excellence in technical and sales organizations,” said Mladen Kresic, CEO of K&R Negotiations. “We look forward to John’s fresh perspective on our program development efforts and know he will make a big impact on our client’s success.”

About K&R Negotiations

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 negotiation behaviors and improve negotiating success. K&R’s clients include Fortune 200 companies such as IBM, EMC and Xerox, as well as smaller companies such as Bristol Technology (now part of HP) and Priceline. For more information, please visit www.negotiators.com.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com

Global Negotiation Leader Adds New Manager for DACH Region

K&R Negotiations Taps Urban Mayer to Lead German, Austrian, Swiss Markets

Ridgefield, Conn. – October 29, 2014K&R Negotiations announced today that Urban Mayer has joined the firm as manager of the DACH (Germany, Austria, Switzerland) region. Mayer’s addition marks a steady increase of the global negotiation firm’s presence in Europe, where K&R Negotiations will deliver the sales and technology negotiation expertise currently used by some of the world’s most influential companies.

Mayer brings decades of international leadership, sales, marketing and performance turnaround successes – from the aerospace and automotive sectors to real estate and IT. Over the past year he served as the executive, responsible for go-to-market strategies, sales force engineering and establishment of a channel sales model for a PDM software company. Mayer is an expert in leadership and strategic selling, authoring performance turnarounds, guiding M&A processes and reorganizing company structures for success. He has served in executive roles with IBM, EADS and many other leading companies.

“Urban Mayer brings a formidable mix of core strengths to our European clients,” said Mladen Kresic, CEO of K&R Negotiations. “Urban’s expertise in strategic sales performance in a wide variety of industries, technical knowledge and experience with structuring companies as well as deals for success will make him an incredible asset to our team.”

According to Mayer, “During my career I’ve had the challenge and pleasure to be part of many significant negotiations and also leading many sales negotiation teams. Before joining K&R, I had the opportunity to participate in K&R’s negotiation training and utilize this training to boost performance. I look forward to helping companies in the DACH region achieve their negotiation objectives.”

About K&R Negotiations

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 negotiation behaviors and improve negotiating success. K&R’s clients include Fortune 200 companies such as IBM, EMC and Xerox, as well as smaller companies such as Bristol Technology (now part of HP) and Priceline. For more information, please visit www.negotiators.com.

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For more information please contact:
Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com