Tag Archives: Opening Position
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
Use of standards
Standards are a great way to influence a negotiation and, if applicable or appropriate, a technique much beloved by experienced negotiators. Using standards can be so effective that often the party being influenced does not … Continue reading
Influencing tactics – how important are they?
I am often asked about influencing skills and tactics to secure a positive outcome for a negotiation. I can understand the reasons for these enquiries. After all there are countless books and training programs on … Continue reading
Going first or second
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
Anchors – powerful negotiation tool
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
Some of my favorite negotiation quotes
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
Posted in Humor, Negotiation Fundamentals
Tagged Dolphins, Fee negotiation, flinch, floppy, opening offer, Opening Position, Sharks, weak opening
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Anchors vs. Floppies
One of the most effective negotiation techniques is to set an ambitious anchor, i.e. “go first” and to follow this with an opening position delivered in a firm manner, i.e. without any floppies. Chapter 9 … Continue reading
