Category Archives: Negotiation Fundamentals

Negotiating a good fee. Do you have what it takes?

Negotiating fees is becoming ever more critical for the financial health of any Professional Service Firms. One of the questions that I am regularly asked is whether outstanding fee negotiators are born or made. The … Continue reading

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10 costly mistakes around fees

10 costly mistakes around fees The ability to negotiate the highest possible fees without risking a client relationship or an instruction has become increasingly important to professional service firms and individual professionals in recent years. … Continue reading

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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

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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

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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

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Use your vacation to improve your negotiation skills

As I am on vacation this month here is a short thought: Why not try to use your time on vacation to practice “negotiation”? Unless you are in a vacation spot that you regularly return … Continue reading

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The power of HOW

How to use How to deal with outrageous demands Continue reading

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