Tag Archives: Fee negotiation

Anchoring effectively – research update

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

Posted in Advanced negotiation techniques, Negotiation Fundamentals, Negotiation research, Preparation | Tagged , , , , , , | Leave a comment

How are pricing and negotiation linked?

A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading

Posted in Fee Management, Negotiation Fundamentals, Pricing | Tagged , , , , , , , | Leave a comment

Flinching

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

Posted in Negotiation Fundamentals, Negotiation research, Negotiation Tips | Tagged , , , , , | Leave a comment

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

Posted in High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation research | Tagged , | Leave a comment

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

Posted in Fee Management, Negotiation Fundamentals, Pricing, Profit improvement | Tagged , , , , , , , | Leave a comment

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

Posted in Negotiation Fundamentals, Opinion | Tagged , , , , , , , , , | Leave a comment

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

Posted in Advanced negotiation techniques, High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips, Preparation | Tagged , , , , | Leave a comment