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.
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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