Tag Archives: Information

Anchoring effectively – research update

Posted on 23 January, 2018 by Ori Wiener

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 →

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Pitching without pricing – a form of madness

Posted on 13 June, 2017 by Ori Wiener

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

Precedents – a powerful negotiation tool

Posted on 4 October, 2016 by Ori Wiener

Readers of this blog will remember my blog of 14th June where I wrote about the power of standards during negotiations. An article in the current issue of Negotiation Journal (Vol 32 No 2) describes … Continue reading →

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The power of HOW

Posted on 26 July, 2016 by Ori Wiener

How to use How to deal with outrageous demands Continue reading →

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Influencing tactics – how important are they?

Posted on 2 June, 2016 by Ori Wiener

I am often asked about influencing skills and tactics to secure a positive outcome for a negotiation. I can understand the reasons for these enquiries. After all there are countless books and training programs on … Continue reading →

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The danger with assumptions 

Posted on 15 March, 2016 by Ori Wiener

Why making assumptions can be dangerous and how to deal with them Continue reading →

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Anchors – powerful negotiation tool 

Posted on 12 January, 2016 by Ori Wiener

Welcome back to my blog. To start the year I thought I would write about one of the most powerful weapons in a negotiator’s armory  – the anchor. Anchoring is an extremely well researched phenomenon … Continue reading →

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