Tag Archives: Realtionships

Value vs cost vs ROI – too difficult to handle?

ROI (Return on Investment) should, in theory, be an easy concept with which professionals can set a ‘fair’ price. ROI should also help establish the value of a piece of work and help align the … Continue reading

Posted in Negotiation Fundamentals, Opinion | Tagged , , , , , , , , , | Leave a comment

The power of HOW

How to use How to deal with outrageous demands Continue reading

Posted in Advanced negotiation techniques, Negotiation Fundamentals, Negotiation Tips | Tagged , , , , , , , , , | Leave a comment

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

Posted in Negotiation Fundamentals, News, Opinion | Tagged , , , , , , , , | Leave a comment

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

Posted in High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips | Tagged , , , , | Leave a comment

Brilliant perspective on the PSF pricing challenge

Great graphic illustrating the challenges of PSF pricing Continue reading

Posted in Opinion, Pricing, Profit improvement | Tagged , , , , , | Leave a comment

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

Posted in Advanced negotiation techniques, Negotiation Tips | Tagged , , , , , , , , , | 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

Posted in Advanced negotiation techniques, Negotiation Fundamentals, Negotiation Tips | Tagged , , , , , , , , , | Leave a comment