Author Archives: Ori Wiener
Fancy a 350% ROI?
One of our clients recently reported being able to generate a return on investment (ROI) of over 350% within six weeks for a group of professionals that attended our High Impact Fee Negotiation Programme. This … Continue reading
How process will influence outcome
When reading certain books on negotiations or listening to some so-called negotiation experts it is tempting to conclude that as long as a negotiator has prepared their negotiation position well, i.e. established their veto and set … Continue reading
Posted in Advanced negotiation techniques, Negotiation Tips, Opinion
Tagged negotiation, process, relationship building
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Some of my favorite negotiation quotes
Having observed a large number of fee negotiations I have come across some great situations and quotes. Here are some of them and my comments: Party A: “I won’t accept anything less than a 12% … Continue reading
Posted in Humor, Negotiation Fundamentals
Tagged Dolphins, Fee negotiation, flinch, floppy, opening offer, Opening Position, Sharks, weak opening
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Best and final offers
Best and final offers are typically techniques seen on TV or in a movie. They make for great drama but lousy negotiation techniques. Best and final offers are high risk. Only use this technique if … Continue reading
Listen but don’t believe (everything)
Negotiating well is hard work. It requires preparation, experience, a disciplined approach and a healthy dose of self-confidence, especially in one’s judgement. Even the best negotiators cannot guarantee that every negotiation will turn out well … Continue reading
Funny video on hourly billing
Came across this funny video on hourly billing some time ago and have now been able to track it down
