“Ori has been at the forefront of pricing and negotiation with PSFs for many years. He has a clear passion for, and understanding of, the complexity this area brings. This book will prove an invaluable guide to those seeking to navigate this increasing important area”
Stuart J T Dodds, Director
Global Pricing and Legal Project Management Baker & McKenzie Global Services
Having spent over a decade negotiating prices in several industries I rarely read advice that is so practical and insightful – this is a great read for seasoned negotiators.
…Clearly defined and simply put, this book has set me on a path to continued success, inspiring a new way of thinking and understanding the playing field of negotiation.
I wish I would have read this book at the beginning of my career. The strategies and techniques Mr. Wiener covers are so powerful. I’ve already started using my new found skills with phenomenal success! Great book.
A very compelling book for professionals wanting to approach fee negotiations with more than a gut feeling. Ori shows both the background and the technicalities of fee negotiations, especially the preparation aspects, very well. The book contains many useful tips and scenarios.
Dr. Friedrich Blase
The book helped me to develop a much more professional view on how to negotiate…All in all, worthwhile reading it.
…Wiener provides readers with a coherent structure for thinking about how to approach a fee negotiation and how to generate these win-win outcomes. The book has application to a multitude of professional services – any service which is based on the time and expertise of the professional.
As a professional negotiator myself, this book is already becoming a handy refresher and reference point.
…Excellent book. The author really knows what he is talking about. Ori Wiener’s seminars on fee negotiation in Germany and elsewhere are very successful and regularly fully booked – even notoriously sceptical law firms instruct him. I have learned a lot from this book.
Amazon review (translation, originally published on amazon.de)
This book is empowering and truly special. The first thing that strikes you is that it offers detailed advice on a very sensitive issue: the fees you charge, knowing they reflect the value you bring. It is a high impact guidance in a business environment at a time, when pressures of professional service firms (PSFs) and their professionals get higher and higher…A standard reference for everyone who wants to be consistently successful.
…The book took a daunting subject, broke it down and made it all quite simple and applicable. I highly recommend reading it!! Thank you!!
…A very well thought through book with lots of practical insights and things to try.
… very readable and covered all the points – I would recommend it to all professionals who have ever had to talk about fees with their clients.
I really enjoyed reading this book. It reminded me of all the various discussions that I have had with clients over the years and of the importance of finding a solution that worked for both of us…
This is a robust, research grounded,and above all practical guide, mixed with evidence from a seasoned professional in the field. A really useful addition for partners in any professional services firm.
Mike Mister, Director
Executive Development, Ernst & Young Global
A thoroughly well researched and comprehensive book that tackles the difficult issue of how Professional Service Firms and their clients can best negotiate and agree prices. Ori really understands the realities of achieving better fees and better client relationships.
Head of Client Relationships, Eversheds LLP
In increasingly challenging and competitive markets, this book provides professionals with invaluable guidance in a key – and neglected – area of their relationships with clients.
Senior Partner DLA Piper and former Managing Partner Linklaters
Every partner and professional in a professional services firm should have a copy of this book and read it in detail.
Managing Director Operations CMS Hasche Sigle
A must have for any professional serious about managing the dilemma between building relationships and charging appropriate fees. I wish I had read it years ago.
Managing Director Meyler Campbell Coaching
Fantastic ROI – attending the course generated £20,000 extra the next day as I was able to avoid repeating a mistake. Anonymous, January 2012
…Having read a few negotiation books in my time this one stands out for me as the one most likely to make a positive difference to future fee negotiation outcomes both because of its accessibility and its PSF specific examples. If you want a book that provides a clear one-stop-shop of the ‘how to’ of fee negotiation in a PSF environment, this is the one.
This book is a breath of fresh air. The author clearly knows what he is talking about and manages to toggle brilliantly between theory and practice…
…As a professional who has to negotiate on a regular basis, I particularly liked the tips and techniques. Ori Wiener’s book fills a much needed gap in the professional toolkit and I would urge anyone who has to discuss fees to read this.
…you will find Ori Wiener’s new book a true lifesaver in today’s troubled waters of local, global and transnational business.
…[this] book is really practical and should be on every partner’s list of must reads. I found it logical, packed full of ideas and challenging. Congratulations – I am telling all my clients about it and it deserves to sell well.
Jeremy Cassell (co-author of Brilliant Selling, Europe’s best selling sales book)