Category Archives: Opinion
Brexit negotiations – what to look out for
Whatever one’s views are about the Brexit referendum and its outcome, it will be fascinating to watch the progress of the negotiations and the actions of the negotiators. What is happening It looks as if … Continue reading
Brilliant perspective on the PSF pricing challenge
Great graphic illustrating the challenges of PSF pricing Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged competition, differentiation, Negotiation challenge, Perspective, pricing, Realtionships
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Dealing with extreme demands
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
Happy New Year
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
Posted in Opinion
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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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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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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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