Author Archives: Ori Wiener
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
Standing up to bullies – why negotiating well will keep you out of trouble
Who has not suffered from client bullies, i.e. clients who continuously make the most outrageous demands of a team or individuals? These clients know that their business is so important to the service provider that … Continue reading
Negotiation process vs. outcome – which is more important?
One of the classic challenges that professional fee negotiators have to overcome is the “love vs. money” fallacy, i.e. the idea that one can either have a great relationship with the client or that one … Continue reading
Beating the odds – what professionals can do to beat the odds stacked against them on fees
Most professionals will admit to being relatively weak managing fees, i.e. setting the price for a piece of work, getting this agreed with the clients and keeping the profit margin implicitly agreed during the course … Continue reading
How negotiators make their negotiations more difficult (needlessly)
It should come as no surprise that many professionals find fee negotiation one of the most trying and difficult challenges of their work. It may however come as a major surprise (especially to the very … Continue reading
Dilbert cartoon on anchoring – the news is spreading
Have just been made aware of a funny cartoon on anchors. Worth taking a look: http://dilbert.com/strip/2015-02-12?utm_source=dilbert&utm_medium=newsletter&utm_campaign=daily_strip_date
Posted in Humor
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Anchors vs. Floppies
One of the most effective negotiation techniques is to set an ambitious anchor, i.e. “go first” and to follow this with an opening position delivered in a firm manner, i.e. without any floppies. Chapter 9 … Continue reading
