Saying No – more complex than you think

Posted on 20 February, 2018 by Ori Wiener
One of the most fundamental sources of power in negotiation is the ability to say “No”. If one party to a negotiation can truly not refuse to agree it has a massive problem. Even when … Continue reading →
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Practice does not make perfect

Posted on 6 February, 2018 by Ori Wiener
The issue with practice There is a misunderstanding based on research conducted into effectiveness that you need 10,000 hours of practice, feedback and coaching to become really outstandingly good at something. This was popularised by … Continue reading →
Posted in High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips, Preparation | Tagged | Leave a comment

Anchoring effectively – research update

Posted on 23 January, 2018 by Ori Wiener
Readers of this blog and alumni of my fee negotiation workshops know that anchoring is one of the most effective tools at the disposal of a negotiator. Benefits of good anchoring Good anchoring allows negotiators … Continue reading →
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Happy and successful 2018

Posted on 9 January, 2018 by Ori Wiener
To all readers of this blog, I would like to wish you a happy and successful 2018 2018 is likely to prove just as interesting negotiation year as 2017 proved to be the case. Brexit … Continue reading →
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How to improve your negotiation skills and have fun

Posted on 11 July, 2017 by Ori Wiener
I want to wish all readers a wonderful and restful summer break. Vacations are often a good opportunity to negotiate with street vendors or bazar merchants. You have little to lose, will never see the … Continue reading →
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How are pricing and negotiation linked?

Posted on 27 June, 2017 by Ori Wiener
A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading →
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Pitching without pricing – a form of madness

Posted on 13 June, 2017 by Ori Wiener
Why pitching without good pricing is a form of madness and harmful to a firm Continue reading →
Posted in Fee Management, Negotiation Fundamentals, Opinion, Pricing, Profit improvement | Tagged , , , , , , | Leave a comment