Every negotiator has had to deal with a know-it-all who is more interested in showing off his or her knowledge than in moving a business negotiation to a successful outcome.
RIDGEFIELD, Conn. (PRWEB) 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 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 often involve exceptionally intelligent people who know — or think they know — a lot. Of course, this has its good and bad side,” said Mladen Kresic, CEO and co-founder of K&R Negotiations. “We offer some proven ways to artfully handle a know-it-all whose influence can jeopardize otherwise successful negotiations.”
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 http://www.negotiators.com.
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