Tag Archives: Realtionships
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
The power of HOW
How to use How to deal with outrageous demands 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
Separating people from issues – is this desirable?
One of the standard maxims for good negotiations is to avoid getting personal. As always – looking for a simple answer to a complex questions is likely to cause more harm than good. Separating the … Continue reading
Brilliant perspective on the PSF pricing challenge
Great graphic illustrating the challenges of PSF pricing Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged competition, differentiation, Negotiation challenge, Perspective, pricing, Realtionships
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Negotiating with emotions
When Fisher and Uri published “Getting to Yes” in 1981 two of the key principles of “Principled Negotiations” they defined was to separate the people from the issues and to establish objective criteria on which … Continue reading
Listen but don’t believe (everything)
Negotiating well is hard work. It requires preparation, experience, a disciplined approach and a healthy dose of self-confidence, especially in one’s judgement. Even the best negotiators cannot guarantee that every negotiation will turn out well … Continue reading
