Category Archives: Negotiation Fundamentals

Dealing with extreme demands

Posted on 9 February, 2016 by Ori Wiener

Here is a little story about dealing with extreme demands. Not so long ago I was with a group of senior executives presenting my fee negotiation programme and discussing the value this would generate for … Continue reading →

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Going first or second

Posted on 26 January, 2016 by Ori Wiener

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 →

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Anchors – powerful negotiation tool 

Posted on 12 January, 2016 by Ori Wiener

Welcome back to my blog. To start the year I thought I would write about one of the most powerful weapons in a negotiator’s armory  – the anchor. Anchoring is an extremely well researched phenomenon … Continue reading →

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Importance of process

Posted on 15 December, 2015 by Ori Wiener

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 →

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Perils of ambitious goals

Posted on 24 November, 2015 by Ori Wiener

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 →

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Follow up is key

Posted on 27 October, 2015 by Ori Wiener

How often have you negotiated a special deal involving a number of creative concessions such as a volume discount or referrals and then failed to collect? This happens all too often and sometimes is almost … Continue reading →

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The role of scope

Posted on 29 September, 2015 by Ori Wiener

One of the best kept secrets of PSF economics is that the vast majority of PSFs lose more profit when working on an assignment than when having to pitch for one. No matter how well … Continue reading →

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