Author Archives: Ori Wiener

Saying No – more complex than you think

One of the most fundamental sources of power in negotiation is the ability to say “No”. If one party to a negotiation can truly not refuse to agree it has a massive problem. Even when … Continue reading

Posted in Negotiation Fundamentals | Leave a comment

Practice does not make perfect

The issue with practice There is a misunderstanding based on research conducted into effectiveness that you need 10,000 hours of practice, feedback and coaching to become really outstandingly good at something. This was popularised by … Continue reading

Posted in High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips, Preparation | Tagged | Leave a comment

Anchoring effectively – research update

Readers of this blog and alumni of my fee negotiation workshops know that anchoring is one of the most effective tools at the disposal of a negotiator. Benefits of good anchoring Good anchoring allows negotiators … Continue reading

Posted in Advanced negotiation techniques, Negotiation Fundamentals, Negotiation research, Preparation | Tagged , , , , , , | Leave a comment

Happy and successful 2018

To all readers of this blog, I would like to wish you a happy and successful 2018 2018 is likely to prove just as interesting negotiation year as 2017 proved to be the case. Brexit … Continue reading

Posted in Opinion | Tagged , , | Leave a comment

How to improve your negotiation skills and have fun

I want to wish all readers a wonderful and restful summer break. Vacations are often a good opportunity to negotiate with street vendors or bazar merchants. You have little to lose, will never see the … Continue reading

Posted in Negotiation Fundamentals | Tagged , , , | Leave a comment

How are pricing and negotiation linked?

A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading

Posted in Fee Management, Negotiation Fundamentals, Pricing | Tagged , , , , , , , | Leave a comment

Pitching without pricing – a form of madness

Why pitching without good pricing is a form of madness and harmful to a firm Continue reading

Posted in Fee Management, Negotiation Fundamentals, Opinion, Pricing, Profit improvement | Tagged , , , , , , | Leave a comment