Author Archives: Ori Wiener
Importance of process
I recently came across a short but interesting blog by Carl Van Claims Expert that made a simple but absolutely vital observation. One of the most distinguishing features of outstanding negotiators is their use processes. … Continue reading
Negotiating with emotions
When Fisher and Uri published “Getting to Yes” in 1981 two of the key principles of “Principled Negotiations” they defined was to separate the people from the issues and to establish objective criteria on which … Continue reading
Perils of ambitious goals
Attendees of our highly successful High Impact Fee Negotiation programme and readers of High Impact Fee Negotiation and Management for Professionals as well as other negotiation text books will know how important setting ambitious goals … Continue reading
Fairness in negotiations
Fairness is nice in theory but will not take you far. Better to be prepared and credible. Continue reading
Posted in Negotiation Tips, Opinion
Tagged credible, ethical, fairness, preparation, reliable
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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
Why the hourly rate will not disappear soon
Many commentators in the PSF world, particularly the legal sector, have predicted the demise of the hourly rate in favour of Alternative Fee Arrangements (AFAs). Their main arguments being that clients were no longer willing … Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged AFAs, fee management, hourly rate, resistance to change
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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
