Tag Archives: preparation
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
Importance of process
I recently came across a short but interesting blog by Carl Van Claims Expert that made a simple but absolutely vital observation. One of the most distinguishing features of outstanding negotiators is their use processes. … Continue reading
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
Leave a comment
Listen but don’t believe (everything)
Negotiating well is hard work. It requires preparation, experience, a disciplined approach and a healthy dose of self-confidence, especially in one’s judgement. Even the best negotiators cannot guarantee that every negotiation will turn out well … Continue reading
