Tag Archives: opening offer

Flinching

How to flinch well and why it is so important Continue reading

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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

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Anchors – powerful negotiation tool 

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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Some of my favorite negotiation quotes

Having observed a large number of fee negotiations I have come across some great situations and quotes. Here are some of them and my comments: Party A: “I won’t accept anything less than a 12% … Continue reading

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How negotiators make their negotiations more difficult (needlessly)

It should come as no surprise that many professionals find fee negotiation one of the most trying and difficult challenges of their work. It may however come as a major surprise (especially to the very … Continue reading

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