Tag Archives: reciprocity
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
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
