Tag Archives: Fee negotiation
Anchoring effectively – research update
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
How are pricing and negotiation linked?
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
Posted in Fee Management, Negotiation Fundamentals, Pricing
Tagged fee management, Fee negotiation, logic, Perspective, pricing, process, Value claiming, value creating
Leave a comment
Flinching
How to flinch well and why it is so important Continue reading
Negotiating a good fee. Do you have what it takes?
Negotiating fees is becoming ever more critical for the financial health of any Professional Service Firms. One of the questions that I am regularly asked is whether outstanding fee negotiators are born or made. The … Continue reading
10 concepts for better pricing
To get the year off to a good start here are 10 concepts for better pricing to improve fees. 1.There is more to pricing than just the price Don’t forget that pricing does not … Continue reading
Value vs cost vs ROI – too difficult to handle?
ROI (Return on Investment) should, in theory, be an easy concept with which professionals can set a ‘fair’ price. ROI should also help establish the value of a piece of work and help align the … Continue reading
Negotiating with liars
Many professionals fear negotiating with liars more than any other type of negotiation. Ultimately this is because they don’t want to have to admit to themselves (and others) that they were so credulous or naïve … Continue reading
