Global Negotiation Firm Expands European Presence

IBM Veteran Ralf Malter to Support K&R Negotiations’ Business Development in Germany

Ridgefield, Conn. – January 16, 2014 – K&R Negotiations announced that Ralf Malter has joined the firm to support business development efforts in Germany, strengthening K&R’s European network. This step further enhances K&R’s global leadership in B2B consulting and training focused on negotiation and sales practices that increase win rates, grow deal size, and build better relationships yielding more business over time.

Malter’s executive experience includes 17 years with IBM in Consulting and Services. He began at IBM as a systems engineer and worked closely with clients to implement Product Lifecycle Management (PLM) initiatives. Malter has held several executive positions, where he was responsible for closing and delivering complex consulting and managed services contracts with a strong client focus.

Malter has extensive international experience in client negotiations and was a coach for national and international negotiation teams within IBM. He most recently served as Application Management Services (AMS) Sales leader for IBM Germany, where he was responsible for all AMS business targets, as well as PLM, with primary expertise in the manufacturing industry. He holds a degree in Mathematics and resides in Munich, Germany.

“The deep experience of our people is a major reason that our methodology works, and Ralf’s experience speaks for itself,” said Mladen Kresic, CEO of K&R Negotiations. “His mastery of complex deals, expert understanding of how different parties perceive value, and track record of closing under pressure will translate into confidence and results for every relationship he touches. We’re excited to add such a strong new team member in Europe.”

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