Tag Archives: process
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
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
Importance of process
I recently came across a short but interesting blog by Carl Van Claims Expert that made a simple but absolutely vital observation. One of the most distinguishing features of outstanding negotiators is their use processes. … Continue reading
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
Leave a comment
