K&R Negotiations Surpasses $2.05B in Client Deals Closed

Proof of Firm’s Win Wisely™ Approach Shows in 19 Years of More,
Bigger and Better Deals for Clients in Industries Spanning the Globe

Ridgefield, Conn. – October 3, 2012 – Global negotiation leader K&R Negotiations clients reported that they have, with K&R’s assistance, closed in excess of $2.05B worth of sales and strategic transactions since 2009. These deals were a result of both direct consultancy from K&R team members and a complete curriculum of negotiation and sales skill training for sales, procurement and management. The data on the amount of revenue generated was compiled from post-training attendee surveys and deals in which K&R Negotiations participated. Per K&R clients, the incremental improvement over expectations for those deals exceeds $514M.

K&R Negotiations established itself early as a leader in the software and technology negotiation field, parlaying CEO and co-founder Mladen Kresic’s experience as a counsel for IBM into lucrative deal-making and consulting for K&R’s clients. The company leveraged a proprietary, value-based approach to negotiations that helped both technology vendors and buyers improve the value of their deals and form profitable, long-lasting relationships.

K&R initially served technology giants such as IBM, Kodak and Xerox. Since then, the company has added clients in a variety of industries, including companies such as Dell, EMC, SEI, Bristol, Pitney Bowes and others. K&R has grown the ranks of its associates across the world and has assisted clients in over 40 countries and every inhabited continent.

The K&R Negotiations Win Wisely™ methodology provides insight and practices that companies can immediately apply to shorten sales cycles, improve deal size, and create negotiation processes where all parties walk away satisfied with the value they have received. K&R Negotiations has won high marks for its negotiation training from its clients, who have applied the knowledge to outstanding effect. Among the highlights:

  • A large, multi-year software and software support sale that helped an automotive manufacturer realize 6.7M€ of revenue in their current fiscal year, and 60.2M€ additional revenue within two years
  • A deal that helped a technology service provider avoid expensive guarantees and rebates to preserve a $2.3 million sale
  • A global energy company that closed a software deal for $2 million more than expected – all with application of K&R Negotiations’ principles of negotiations
  • A services company that closed a long-unsigned deal for £500K within one day after applying K&R’s advice

Kevin Blackwell, former vice president of sales and marketing at NERAC, said, “It was no longer a ‘debate’ with our clients, and it meant that we could start selling more services. Deal size tripled as we applied our skills and focused on the accounts that would help the company grow faster.”

“Whether you’re in sales, procurement or any leadership position where your decisions will impact the financial health of your organization, there is no facet of your business that isn’t improved by better negotiation skills,” said Mladen Kresic, CEO and co-founder of K&R Negotiations. “We’ve been able to help organizations improve those skills, the success of their negotiations, and the size of their deals — one deal and one lesson at a time. It’s tremendously satisfying to look back and see how it all adds up in terms of revenue and profits for our clients.”

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), Priceline, SEI and others. 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 Deepens Communication, Sales, Leadership Expertise

IBM Veteran, Learning and Development Leader Maria Casanova Joins
K&R Negotiations as Business Development and Business Delivery Executive

Ridgefield, Conn. USA – May 30, 2012 – Global negotiation leader K&R Negotiations today announced the addition of Maria Casanova as its Business Development and Business Delivery Executive. Casanova will aid in growing the client pipeline and strengthening the proven K&R methodology with her sales, communication, coaching and NLP (Neuro-Linguistic Programming) expertise.

Prior to joining K&R, Casanova served 15 years with IBM, where she applied her sales and communication skills as a global professional facilitator, focusing on client relationship management. Casanova collaborated with executives and business unit leaders across multiple disciplines to enable IBM sales organizations to deliver customer impact and IBM revenues. She deployed the first Territory Strategy programs for IBM’s growth markets in the African countries of Nigeria, Kenya and the Eastern European counties of Romania and Slovakia. She formulated communications and coaching programs that have been deployed globally within IBM’s organization.

After leaving IBM, Casanova developed experience-based learning and development programs for corporations and not-for-profit organizations. Casanova holds a BBA from Northwood University and is completing her International Coaching Federation Certification with a focus in Neuro-Linguistic Programing (NLP). She is a graduate of the United Way’s Blueprint for Leaders, which develops corporate leaders for not-for-profit board participation and governance. She is also a member of the American Society of Training and Development (ASTD).

"Maria has a rock-solid command of business development and sales on which she’s built a powerful and unique set of communication and leadership skills,” said Mladen Kresic, CEO of K&R Negotiations. “I’m confident that her singular mix of talents will inspire our clients and accelerate their 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), Priceline, SEI and others. 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 Negotiations Leader Opens Central/Eastern European Office

K&R Negotiations’ New Affiliate in Zagreb, Croatia to Offer Firm’s Unique Methodology for Creating Bigger, Better Deals and Relationships

Ridgefield, Conn. USA – April 10, 2012 K&R Negotiations K&R Negotiations, a provider of professional negotiation training and consulting for both mid-sized and Fortune 200 companies, today announced the opening of its Zagreb, Croatia affiliate office. K&R Negotiations now has offices in North America, Australia, the Netherlands, and Croatia.

The new affiliate office will be led by Teo Smrkic, a sales and logistics professional who most recently developed profitable sales plan strategies and tactics for Spaz, the leading distributor of vending solutions in the region. Smrkic will co-present the K&R Negotiations "Winning Negotiations" seminar on June 5-6, 2012 at the Sheraton Zagreb Hotel with K&R CEO and co-founder Mladen Kresic. Information about this event can be found at www.negotiators.com.hr.

"Teo Smrkic is a sterling sales and business professional whose experience makes him perfectly positioned to help new clients across Central and Eastern Europe drive bigger deals and build more profitable relationships," said Kresic. "We are pleased to have Teo represent K&R Negotiations to a vital and growing part of the global business community."

"K&R’s unique methodology offers a systematic, predictable approach to negotiations that all businesses can use to create better outcomes," said Smrkic. "I’m proud to join this accomplished team and carry this methodology to the companies that need us – whether at one of our training events or when we assist clients directly in the negotiation process."

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), Priceline, SEI and others. 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 Announces New Global Partner Program

Global Negotiations Training and Consulting Firm Expands on Partner Programs

Ridgefield, Conn. – February 14, 2012K&R Negotiations today announced that it is launching a new Global Partner Program to expand its capability to provide negotiations training and consulting throughout the international community.

The new program allows K&R Partners to participate in three different ways.

Referral agents: Companies who are in related business areas can refer their clients to K&R to deliver the negotiations content.

Associates: Associates are a part of the core K&R team, working hand in hand with other K&R professionals. Many Associates begin as Referral or Affiliate Partners and quickly discover the career and financial rewards of a more structured relationship with K&R.

Affiliates: K&R Affiliates can offer and/or deliver the K&R Programs to their prospects and clients on an arms-length basis. Most Global Affiliates are already in the consulting or training industry.

Affiliate and Associates are responsible for business development and delivery of the K&R courseware in a specific state, region or country. Affiliates and Associates are also eligible for participation in non-training consulting engagements.

Andrew Johnson, Founder of Ninth Bridge Pty. Ltd., Melbourne, Australia, stated, "We have been strategic partners with K&R for many years, delivering their excellent content and promoting it to new organizations. The new offerings in the Partner Program will make our association with K&R even more productive and lucrative."

"We put a lot of thought and energy into developing a first-class partner program," says Mladen Kresic, CEO of K&R Negotiations. "It’s gratifying to see the acceptance our new program is having among both existing and prospective partners. This allows us to share the proprietary K&R negotiations methodology with many more companies throughout the world."

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), Priceline, SEI and others. 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 Sponsors Connecticut Junior Achievement Young Business Man of the Year Award

Global Negotiations Training and Consulting Firm Returns for Third Year as Prize Sponsor

Ridgefield, Conn. – January 11, 2012K&R Negotiations today announced that it is sponsoring the Young Businessman of the Year Award for the Junior Achievement Evening Company Program of southwest Connecticut. This is the third consecutive year that the company has sponsored a $1,500 cash prize to be awarded to the competition’s winner.

Open to all Connecticut high school students, the program requires students from neighboring high schools to form a company, select officers, sell stock, develop a product, then market and sell the product over a 12-week period (mid-September to mid-December, 2102). At the end of the 12-week period, any profits are liquidated and returned as a profit to the shareholders. They accomplish all of this under the guidance of volunteers from sponsoring organizations, which included Affinion Group, GE Capital Americas, KPMG LLC, Pitney Bowes Inc., PricewaterhouseCoopers LLC and UBS Investment Bank. 150 students participated in the 2011-12 program.

Winners will be honored in multiple categories during a February banquet, including Outstanding Young Business Man, Outstanding Young Business Woman, Best Sales Presentation and Best First Year Achiever. The winners of the contests will have the opportunity to attend a week-long Junior Achievement International Leadership Conference, which is held in Canada over the summer. The funds received are used to cover the transportation and conference costs for the student chosen.

"We are thrilled to once again support this worthy program," says Mladen Kresic, CEO of K&R Negotiations. "We see first-hand how Junior Achievement programs help nurture real-world experience and the drive for excellence among Connecticut students who are demonstrating an early passion for business."

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), Priceline, SEI and others. 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 Adds Operational, Business Development and Analytical Expertise to Drive Client Success

Information and Operational Management Veteran Val Pacini
Joins Top Negotiation Firm

Ridgefield, Conn. – October 27, 2011 – K&R Negotiations, which provides professional negotiation training and consulting for both mid-sized and Fortune 200 companies around the world, today announced the addition of operations manager Valerie Pacini. Pacini will focus on driving operational efficiencies, global administration of client experience, ROI-focused analytics, and business development.

Prior to joining K&R, Pacini served for 13 years at Atlas Air Worldwide Holdings, the last seven years as Senior Manager of HR Information Systems, where she was responsible for system administration, application management, benefit and compensation operations, process engineering, audit and compliance. Val Pacini attended the University of Colorado, Denver.
"Positive negotiation outcomes and more profitable relationships for all players are central to our mission and culture. Teammates like Val Pacini help us deliver on that promise every day," says Mladen Kresic, CEO of K&R Negotiations. "Her depth of experience and high performance standards will be an asset to every company we help. We’re excited to have her on the team."

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), Priceline, SEI and others. 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

Top U.S. Negotiation Firm Partners with European Consultancy

K&R Negotiations and Radix Management Consultancy to Offer
Executive Negotiation Training to BeNeLux Markets

Ridgefield, Conn. – (September 27, 2011) – K&R Negotiation today announced its partnership with Netherlands-based Radix Management Consultancy. The partnership will extend availability of K&R’s exclusive negotiation training and consulting to companies in the BeNeLux region (Belgium, Netherlands and Luxembourg), as well as provide limited services to Germany and other parts of Western Europe.

K&R Negotiations has provided expert training and successfully structured and negotiated hundreds of millions in deals for mid-sized and Fortune 200 companies around the world. Radix Management Consultancy has executed successful management, sales and leadership programs for leading European companies in media, healthcare, and engineering sectors, among others.

"K&R Negotiations’ ability to deliver value-based outcomes for clients makes them a strong partner," says Michel Radix, owner of Radix Management Consultancy. "Their approach has been proven to win bigger deals and create more profitable long-term relationships. Radix clients will benefit greatly from this powerful methodology."

"Michel’s formidable skills, expertise, and regional knowledge will make this a fruitful partnership not just for us, but for European companies who must create win-win outcomes," says Mladen Kresic, CEO and co-founder of K&R Negotiations.

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), Priceline, SEI and others. For more information, please visit www.negotiators.com.

About Radix Management Consultancy

Netherlands-based Radix Management Consultancy provides interim transitional management, management consulting, training and project management in sales professionalization, change management and leadership – all with a focus on customer results. Its clients include De Telefoongids (Yellow Pages), Arboned, KPN Telecom, Veenman (Xerox), University of Wageningen, Telegraaf and Grontmij.

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

Business Negotiation Expert Shares Practical Negotiation Principles

Negotiation expert and author Mladen Kresic distills decades of actionable
knowledge into The Six Principles™ that Deliver Winning Negotiations

Ridgefield, Conn. – (August 23, 2011) – Mladen Kresic, CEO and founder of K&R Negotiations, today announced the release of his company’s strategic whitepaper, The Six Principles that Deliver Winning Negotiations. Subtitled How to Win More and Win Faster in Any Kind of Negotiation, this informative executive-level document covers the six principles critical to negotiating successfully:

  • Principle 1: M.O.R.E. preparation is key to a winning negotiation.
  • Principle 2: Protect your weaknesses, utilize theirs.
  • Principle 3: A team divided is a costly team.
  • Principle 4: Concessions easily given appear of little value.
  • Principle 5: Negotiation is a continuous process.
  • Principle 6: Terms cost money; someone pays the tab.

“There are six universal and underlying principles of negotiation that serve as a guide for creating winning conditions, regardless of what is being negotiated, or with whom,” says Kresic. “This K&R whitepaper outlines these six principles and why they’re important for creating positive outcomes — so both parties can leave the table with their major objectives met and satisfied with the value they have received. We created this whitepaper to remind people how to negotiate wisely and create win-win outcomes.”

The whitepaper is available at the K&R website: www.negotiators.com or for immediate download at https://www.negotiators.com/whitepaper.

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), Priceline, SEI and others.

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For more information please contact:

Nate Warren
720.244.4734
nwarren@fusionmarketingpartners.com