Tag Archives: Value claiming
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 fee management, Fee negotiation, logic, Perspective, pricing, process, Value claiming, value creating
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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
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
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
Posted in Advanced negotiation techniques, High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips
Tagged closing, Fee negotiation, improving outcomes, impulse decision, Manipulation, Negotiation challenge, Outcome vs. Process, preparation, salami slicing, Value claiming
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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
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
Follow up is key
How often have you negotiated a special deal involving a number of creative concessions such as a volume discount or referrals and then failed to collect? This happens all too often and sometimes is almost … Continue reading
