Tag Archives: Outcome vs. Process
10 concepts for better pricing
To get the year off to a good start here are 10 concepts for better pricing to improve fees. 1.There is more to pricing than just the price Don’t forget that pricing does not … Continue reading
Precedents – a powerful negotiation tool
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
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
Brexit negotiations – what to look out for
Whatever one’s views are about the Brexit referendum and its outcome, it will be fascinating to watch the progress of the negotiations and the actions of the negotiators. What is happening It looks as if … 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
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
