K & R Negotiation Associates

Information may not be reliable

K&R Alumni Group
K&R sponsors a Group on the popular business networking tool .

Participation in the group is open to everyone that has attended a K&R Negotiations Workshop.

K&R's proven, practical approach to negotiations has delivered client-documented ROI within days of the training session. Our approach, coupled with the K&R tools, not only increases your average sales price but also shortens the sales cycle for your opportunities!

The best investment you can make is to sharpen your negotiation skills with K&R.

Peter Quinn, Director of Vendor Management at SEI

"People come out of the sessions and immediately start applying what they've learned."

Ask the Negotiators
K&R offers an Open Forum where you can ask your questions about negotiating and negotiations.

M.O.R.E. – Negotiations and the Australian & International Pilots Association

Leverage: R.I.M. and the (various) Governments

One unique advantage K&R Negotiations has is the talent pool from which our negotiation consultants and workshop facilitators is pulled. K&R may be alone in our combination of negotiation skills and top-tier talent. We have a variety of consultants, including an attorney, a couple of ex-CEOs, and a fistful of experienced VPs and GMs. One model for keeping this pool is to draw from the experienced-but-retired. Investor's Business Daily published an article by Gary M. Stern about this sourcing method in their "Managing for Success" column on August 28, 2010.

K&R's Tim Delaney, General Manager of Negotiation Analysis, is featured in the article.

In an effort to increase revenues and shareholder value, the importance of "selling value, not price" has been recognized as a critical success factor by the world's leading sales organizations. Effective approaches to implementing behavioral change in this area have been rare until now. K&R's framework has been proven to do just that, change the behaviors of sales people to articulate the unique value of the solution they are providing. This framework, combined with the utilization of "principled concessions" has been proven internationally to decrease discounting. The result for you and your company; higher revenues and increased profitability.
We have all heard the term "give to get" in negotiations. All too often our sales teams live by the "give a discount to get the business" method of negotiations. The K&R framework bases concessions, whether they are price, terms or conditions, on making "Principled Concessions" or concessions based on defined standards of value to the client. In other words "concessions made with business rationale related to value".