Tag Archives: Sharks

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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Some of my favorite negotiation quotes

Having observed a large number of fee negotiations I have come across some great situations and quotes. Here are some of them and my comments: Party A: “I won’t accept anything less than a 12% … Continue reading

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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

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Negotiation process vs. outcome – which is more important?

One of the classic challenges that professional fee negotiators have to overcome is the “love vs. money” fallacy, i.e. the idea that one can either have a great relationship with the client or that one … Continue reading

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Beating the odds – what professionals can do to beat the odds stacked against them on fees

Most professionals will admit to being relatively weak managing fees, i.e. setting the price for a piece of work, getting this agreed with the clients and keeping the profit margin implicitly agreed during the course … Continue reading

Posted in Advanced negotiation techniques, Negotiation Fundamentals, Negotiation Tips, Opinion, Profit improvement | Tagged , , , , , , , | Leave a comment