Tag Archives: Negotiation challenge
Separating people from issues – is this desirable?
One of the standard maxims for good negotiations is to avoid getting personal. As always – looking for a simple answer to a complex questions is likely to cause more harm than good. Separating the … Continue reading
Brilliant perspective on the PSF pricing challenge
Great graphic illustrating the challenges of PSF pricing Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged competition, differentiation, Negotiation challenge, Perspective, pricing, Realtionships
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Sometimes you can get lucky…….
We all like to get lucky. There are times when, through good luck or good positioning your counterparty will offer terms that are substantially better than what you had expected to achieve. This may happen … Continue reading
The danger with assumptions
Why making assumptions can be dangerous and how to deal with them Continue reading
The role of scope
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
Fancy a 350% ROI?
One of our clients recently reported being able to generate a return on investment (ROI) of over 350% within six weeks for a group of professionals that attended our High Impact Fee Negotiation Programme. This … Continue reading
Listen but don’t believe (everything)
Negotiating well is hard work. It requires preparation, experience, a disciplined approach and a healthy dose of self-confidence, especially in one’s judgement. Even the best negotiators cannot guarantee that every negotiation will turn out well … Continue reading
