Category Archives: Negotiation research

Anchoring effectively – research update

Posted on 23 January, 2018 by Ori Wiener

Readers of this blog and alumni of my fee negotiation workshops know that anchoring is one of the most effective tools at the disposal of a negotiator. Benefits of good anchoring Good anchoring allows negotiators … Continue reading →

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Flinching

Posted on 30 May, 2017 by Ori Wiener

How to flinch well and why it is so important Continue reading →

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

Posted on 18 April, 2017 by Ori Wiener

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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The cost of difficult negotiations

Posted on 7 February, 2017 by Ori Wiener

The December edition of the Harvard Business Review carries an interesting item on research estimating the cost of a range of “people problems”. This included the cost of difficult negotiations. Researchers surveyed senior executives at … Continue reading →

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Precedents – a powerful negotiation tool

Posted on 4 October, 2016 by Ori Wiener

Readers of this blog will remember my blog of 14th June where I wrote about the power of standards during negotiations. An article in the current issue of Negotiation Journal (Vol 32 No 2) describes … 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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Value creation vs value claiming

Posted on 12 August, 2015 by Ori Wiener

One of the biggest challenges in relationship based negotiations, such as fee negotiations, is to determine the right balance of value creation vs. value claiming, i.e. how much to cooperate with the other side to … Continue reading →

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