Category Archives: Advanced negotiation techniques
How process will influence outcome
When reading certain books on negotiations or listening to some so-called negotiation experts it is tempting to conclude that as long as a negotiator has prepared their negotiation position well, i.e. established their veto and set … Continue reading
Posted in Advanced negotiation techniques, Negotiation Tips, Opinion
Tagged negotiation, process, relationship building
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Best and final offers
Best and final offers are typically techniques seen on TV or in a movie. They make for great drama but lousy negotiation techniques. Best and final offers are high risk. Only use this technique if … Continue reading
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
Beating the odds – what professionals can do to beat the odds stacked against them on fees
Most professionals will admit to being relatively weak managing fees, i.e. setting the price for a piece of work, getting this agreed with the clients and keeping the profit margin implicitly agreed during the course … Continue reading
