Category Archives: Negotiation Tips
Negotiating with emotions
When Fisher and Uri published “Getting to Yes” in 1981 two of the key principles of “Principled Negotiations” they defined was to separate the people from the issues and to establish objective criteria on which … Continue reading
Perils of ambitious goals
Attendees of our highly successful High Impact Fee Negotiation programme and readers of High Impact Fee Negotiation and Management for Professionals as well as other negotiation text books will know how important setting ambitious goals … Continue reading
Fairness in negotiations
Fairness is nice in theory but will not take you far. Better to be prepared and credible. Continue reading
Posted in Negotiation Tips, Opinion
Tagged credible, ethical, fairness, preparation, reliable
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Follow up is key
How often have you negotiated a special deal involving a number of creative concessions such as a volume discount or referrals and then failed to collect? This happens all too often and sometimes is almost … Continue reading
The role of scope
One of the best kept secrets of PSF economics is that the vast majority of PSFs lose more profit when working on an assignment than when having to pitch for one. No matter how well … Continue reading
How process will influence outcome
When reading certain books on negotiations or listening to some so-called negotiation experts it is tempting to conclude that as long as a negotiator has prepared their negotiation position well, i.e. established their veto and set … Continue reading
Posted in Advanced negotiation techniques, Negotiation Tips, Opinion
Tagged negotiation, process, relationship building
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Best and final offers
Best and final offers are typically techniques seen on TV or in a movie. They make for great drama but lousy negotiation techniques. Best and final offers are high risk. Only use this technique if … Continue reading
