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

Global Negotiation Firm Continues to Grow European Team

IT Sales Veteran Benoit Gougeon to Support K&R Negotiations’
Business Development in France, Benelux

Ridgefield, Conn. – July 1, 2014K&R Negotiations announced today that Benoit Gougeon has joined the firm as the European Vice President of Sales. He will focus primarily on business development in France and the Benelux region, strengthening K&R’s European network of business and technology negotiation consultants. 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 that yield more business over time.

Benoît Gougeon previously served as IBM France’s Executive Director of strategic partnerships and strategic development. He served in numerous roles for IBM, including IT Global Sales Executive, Software Group Sales Executive and Director for the Telecom, Media and Energy Sectors. Benoît has negotiated numerous $100 million deals and has managed business units generating annual revenues in excess of $300M. He holds a Master’s Degree in Sciences from Université d’Orléans and a MBA in business management from RSM University Rotterdam, in addition to INSEAD international sales certification.

“Benoit has a stellar track record of managing and closing large and complex international deals,” said Mladen Kresic, CEO of K&R Negotiations. “This speaks very well to our company’s pedigree of achievement in this arena, working with global leaders. We know that Benoit is a powerful addition to our European capabilities and we look forward to great things.”

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

New Program Enlists Global Negotiation Expert to Give Lawyers the Edge in Forging Complex Technology Deals

K&R Negotiations’ Mladen Kresic Tapped by West LegalEdcenter, the Nation’s CLE (Continuing Legal Education) Leader, for Technology-Focused Negotiation Course

Ridgefield, Conn. – Mar. 27, 2014K&R Negotiations announced today that CEO and co-founder Mladen Kresic will present an online West LegalEdcenter course on business technology negotiations for lawyers on Tuesday, April 8 at 2 p.m. EDT. The one-hour course, “Win Wisely in Business and Technology: A System for Effective Negotiations,” is designed to help attorneys leverage proven negotiation techniques for managing and mapping the value in a software and services deal. Lawyers representing both buyers and sellers will learn how to create more lucrative deals and reduce exposures that could jeopardize winning outcomes.

Kresic brings decades of business technology negotiation expertise to the course. He served as counsel for several IBM businesses and as General Counsel and Board Member for Bristol Technology (purchased by Hewlett-Packard in 2007) before co-founding K&R Negotiations in 1986. K&R Negotiations delivers negotiation training and consulting for organizations across the globe, including IBM, EMC, and Xerox.

Participants who attend Kresic’s live audio presentation will learn:

  • Key elements of the Win Wisely™ methodology for mapping and managing a winning negotiations process
  • How to spot and neutralize common roadblocks that kill otherwise lucrative deals
  • How to balance exposure and liability with business benefits

“We’re excited to leverage Mladen’s unique technology negotiation expertise for our students,” said course director Emily Rickaby. “This will be an hour well-spent for the lawyer who wants to improve his or her client’s negotiation outcomes in complex, technology-driven deals.”

Lawyers can earn continuing legal education credits (CLE) by attending “Win Wisely in Business and Technology: A System for Effective Negotiations.” For more information on registration and accreditation, click here.

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 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 www.negotiators.com.

Global Negotiation Firm Releases Sales Trends Outlook for 2014

K&R Negotiations Leverages Research, Global Sales Negotiation Experience to
Explain Six Trends That Will Help Sales Leaders Plan a More Lucrative 2014

Ridgefield, Conn. – December 23, 2013 – K&R Negotiations announced today that it has released its “Top B2B Sales Trends for 2014” executive brief.

The negotiation firm leveraged industry research and its training and consulting experience for Fortune 500 companies across the world to develop the brief.

Among the six critical trends identified:

  • The increasing importance of deep subject matter expertise that allows sales professionals to strategically impact client business.
  • The accelerating impact of mobile technology on the sales process.
  • The importance of capitalizing on the shift from a seller- to buyer-centric buying process.

“The pressure of hitting overall sales numbers is unrelenting. Exceptional sales managers understand that, while the basics remain, even the best reps need to continually hone and expand their skills,” said Mladen Kresic, CEO of K&R Negotiations. “We have seen the challenges that top-tier global sales teams are facing and turned that experience into a resource to help sales leaders grasp how the marketplace is changing in terms of buyer expectations, technology, and efficient sales processes.”

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 serves Fortune 200 companies (such as IBM, EMC and Xerox) and others, including Aricent, 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