Author Archives: Ori Wiener

Brilliant perspective on the PSF pricing challenge

Posted on 26 April, 2016 by Ori Wiener

Great graphic illustrating the challenges of PSF pricing Continue reading →

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Sometimes you can get lucky…….

Posted on 19 April, 2016 by Ori Wiener

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 →

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The danger with assumptions 

Posted on 15 March, 2016 by Ori Wiener

Why making assumptions can be dangerous and how to deal with them Continue reading →

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Dealing with extreme demands

Posted on 9 February, 2016 by Ori Wiener

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 →

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Going first or second

Posted on 26 January, 2016 by Ori Wiener

Going first or second is one of the major challenges during a negotiation. This is an extract from Chapter 9 of High Impact Fee Negotiations and Management for professionals dealing with this issue. At some … Continue reading →

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Anchors – powerful negotiation tool 

Posted on 12 January, 2016 by Ori Wiener

Welcome back to my blog. To start the year I thought I would write about one of the most powerful weapons in a negotiator’s armory  – the anchor. Anchoring is an extremely well researched phenomenon … Continue reading →

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Happy New Year

Posted on 1 January, 2016 by Ori Wiener

Wishing all the very best in 2016. Good luck with your negotiations this year. I hope this blog will help you raise your performance as a negotiator so that you can achieve even better outcomes

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