Category Archives: High Impact Fee Negotiation and Management for Professionals
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
Negotiating a good fee. Do you have what it takes?
Negotiating fees is becoming ever more critical for the financial health of any Professional Service Firms. One of the questions that I am regularly asked is whether outstanding fee negotiators are born or made. The … Continue reading
The cost of difficult negotiations
The December edition of the Harvard Business Review carries an interesting item on research estimating the cost of a range of “people problems”. This included the cost of difficult negotiations. Researchers surveyed senior executives at … Continue reading
Negotiating with liars
Many professionals fear negotiating with liars more than any other type of negotiation. Ultimately this is because they don’t want to have to admit to themselves (and others) that they were so credulous or naïve … Continue reading
Closing and being closed on
Many inexperienced negotiators spend a lot of time and energy worrying about “closing the deal” at the expense of good preparation and application of good negotiation practices. These are covered in-depth in High Impact Fee … Continue reading
Posted in Advanced negotiation techniques, High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips
Tagged closing, Fee negotiation, improving outcomes, impulse decision, Manipulation, Negotiation challenge, Outcome vs. Process, preparation, salami slicing, Value claiming
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Separating people from issues – is this desirable?
One of the standard maxims for good negotiations is to avoid getting personal. As always – looking for a simple answer to a complex questions is likely to cause more harm than good. Separating the … Continue reading
Going first or second
Going first or second is one of the major challenges during a negotiation. This is an extract from Chapter 9 of High Impact Fee Negotiations and Management for professionals dealing with this issue. At some … Continue reading
