Mladen Kresic

Why You Need Better than BATNA: Formulating a Defensible “Walk Away” Rationale in Negotiations

Either through becoming emotionally invested, getting pressure from leadership or being unable to analyze key factors that should indicate retreat, business negotiators often find...

Breaking the Master/Servant Sales Relationship

Source: Adobe StockThere is a world of difference between being a vendor that takes orders and being a valued peer or co-strategist. The former...

It’s not just the ROI that Drives the Buy!

Source: Shutterstock You may think arming yourself with facts and data will help you convert prospects into customers, but it's more important that prospects believe...

Why Disruptive Deals Are So Difficult (And Why Yours Can Work)

In a 2012 Harvard Business Review article titled “The End of Solution Sales,” authors Brent Adamson, Matthew Dixon, and Nicholas Toman identified a new...

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...

Unprincipled Sales Concessions Cost You Money at the Negotiating Table

Spot Them, Avoid Them and Close Faster Unprincipled concessions are concessions not tied to a credible business rationale. Years of research show us that this...

Chief Procurement Officer Study: Implications for Sales Negotiators

The IBM Institute for Business Value recently released a new thought leadership study (Chief Procurement Officer Study: Improving competitive advantage through procurement excellence) that...

The Best Way to Manage Mistakes at the Sales Negotiation Table

Imagine that you are in a sales negotiation. As part of your services, you will create a solution for an inventory problem that your...

Negotiation Terms Cost Money; Someone Pays the Tab

Every term in contracts and negotiations should be of some value. And each term has an associated cost. As a negotiator, knowing the rationale...

Negotiation Examples: The Value of Persistence

I often ask people, "Who are the best negotiators in the world?" The most common answer is, "Children." Yet, children have never...

Negotiation Examples: Knowing How the Other Team Approves a Deal

Knowing how people are measured for bonuses, rankings, commissions or promotions helps you determine the personal motivations that can be just as important as...

Negotiation Examples: Preparation is Key

Often, successful sales negotiations rest on preparation. How do you go from hard work to successful outcomes? What's the actual process? It's preparation. Preparation means...

Principled Concessions

A critical aspect of successful negotiation is the art of principled concessions - the ability to induce changes in position from the other side...

Negotiation Examples: Building a Value Case

All negotiators should build a value case for the positions they would like the other side to accept. As a buyer, you would like the...

Sales Negotiator Training: Better Forecasting Closes More Deals

Sales forecasting is a critical activity for any team, but many companies have a hard time getting it right. Business pressures or subjective measures...

Negotiation Examples: The Power of “Face”

"Face" is a person's standing in the eyes of others. In negotiations, that means looking good to each negotiation side, peers, management, spouse...

Negotiation Examples: Diffusing Intimidating Tactics

Negotiation Tactics Versus Gamesmanship Negotiation tactics are techniques or actions intended to influence a negotiation. However negotiation gamesmanship consists of techniques or actions, unrelated to...

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