Author Archives: Ori Wiener

The cost of difficult negotiations

Posted on 7 February, 2017 by Ori Wiener

The December edition of the Harvard Business Review carries an interesting item on research estimating the cost of a range of “people problems”. This included the cost of difficult negotiations. Researchers surveyed senior executives at … Continue reading →

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Publication of second edition

Posted on 24 January, 2017 by Ori Wiener

The second edition of High Impact Fee Negotiation and Management for Professionals will be published in early February by Kogan Page. For more details go to: 2nd Edition: High Impact Fee Negotiation and Management for … Continue reading →

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What we can learn from (our) kids

Posted on 10 January, 2017 by Ori Wiener

For my first “serious” blog for 2017 I start with something more personal and lighthearted – learning from kids. The following is best taken with a pinch of salt and/or a good glass of wine. … Continue reading →

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Wishing all a great 2017

Posted on 3 January, 2017 by Ori Wiener

Wishing all the best for the New Year 2017 is likely to emerge as a year in which negotiations will have a disproportionate impact on our lives and on PSF firms. This will include the … Continue reading →

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Precedents – a powerful negotiation tool

Posted on 4 October, 2016 by Ori Wiener

Readers of this blog will remember my blog of 14th June where I wrote about the power of standards during negotiations. An article in the current issue of Negotiation Journal (Vol 32 No 2) describes … Continue reading →

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Value vs cost vs ROI – too difficult to handle?

Posted on 20 September, 2016 by Ori Wiener

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 →

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Negotiating with liars

Posted on 6 September, 2016 by Ori Wiener

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 →

Posted in Advanced negotiation techniques, High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips, Preparation | Tagged , , , , | Leave a comment