Tag Archives: opening offer

Flinching

Posted on 30 May, 2017 by Ori Wiener

How to flinch well and why it is so important Continue reading →

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Going first or second

Posted on 26 January, 2016 by Ori Wiener

Going first or second is one of the major challenges during a negotiation. This is an extract from Chapter 9 of High Impact Fee Negotiations and Management for professionals dealing with this issue. At some … Continue reading →

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Anchors – powerful negotiation tool 

Posted on 12 January, 2016 by Ori Wiener

Welcome back to my blog. To start the year I thought I would write about one of the most powerful weapons in a negotiator’s armory  – the anchor. Anchoring is an extremely well researched phenomenon … Continue reading →

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Some of my favorite negotiation quotes

Posted on 1 September, 2015 by Ori Wiener

Having observed a large number of fee negotiations I have come across some great situations and quotes. Here are some of them and my comments: Party A: “I won’t accept anything less than a 12% … Continue reading →

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How negotiators make their negotiations more difficult (needlessly)

Posted on 23 February, 2015 by Ori Wiener

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 →

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