Tag Archives: Fee negotiation

The power of HOW

How to use How to deal with outrageous demands Continue reading

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Closing and being closed on

Many inexperienced negotiators spend a lot of time and energy worrying about “closing the deal” at the expense of good preparation and application of good negotiation practices. These are covered in-depth in High Impact Fee … Continue reading

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Use of standards

Standards are a great way to influence a negotiation and, if applicable or appropriate, a technique much beloved by experienced negotiators. Using standards can be so effective that often the party being influenced does not … Continue reading

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Influencing tactics – how important are they?

I am often asked about influencing skills and tactics to secure a positive outcome for a negotiation. I can understand the reasons for these enquiries. After all there are countless books and training programs on … Continue reading

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Dealing with extreme demands

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

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 

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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