Tag Archives: value creating

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

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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

Posted in Negotiation Fundamentals, Negotiation Tips, Profit improvement | Tagged , , , , , , , , | Leave a comment

Value creation vs value claiming

One of the biggest challenges in relationship based negotiations, such as fee negotiations, is to determine the right balance of value creation vs. value claiming, i.e. how much to cooperate with the other side to … Continue reading

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