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Value Articulation
At K&R, we urge our clients to utilize Six Principles of Negotiation™. One of the most important principles is: “Concessions Easily Given Appear of Little Value.”™ This is why we constantly...
View ArticleNegotiation in Sales: Presenting the Value Argument that Wins in Highly...
With pressure to meet earnings and revenue targets, expand new markets and make the most of every resource, today’s global sales force is the difference between success and failure. Communication and...
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Defining Value in Negotiations: K&R’s ViO™
“We’re giving you $100K of value for only $60K. This is a good deal!” How often have you heard that sales pitch? Of course, this has nothing to do with business value. Value is derived from outcomes,...
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Fighting for Your Value: The Negotiation Wisdom of Bernard Hopkins
On the eve of his November meeting with feared Russian light heavyweight Sergey “Krusher” Kovalev, the New York Times took a fascinating, in-depth look at the 49-year-old who was about to step in the...
View ArticleUsing Your “Incumbency” to Create Positive Leverage in Negotiation
Some concepts are better expressed using an example. Our client was at a crucial juncture with their customer — a European bank. In just three months, the time frame was expiring on an agreement to...
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