Tag Archives: Negotiation challenge
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
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
