Tag Archives: relationships

The role of scope

Posted on 29 September, 2015 by Ori Wiener

One of the best kept secrets of PSF economics is that the vast majority of PSFs lose more profit when working on an assignment than when having to pitch for one. No matter how well … Continue reading →

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Value creation vs value claiming

Posted on 12 August, 2015 by Ori Wiener

One of the biggest challenges in relationship based negotiations, such as fee negotiations, is to determine the right balance of value creation vs. value claiming, i.e. how much to cooperate with the other side to … Continue reading →

Posted in Negotiation Fundamentals, Negotiation research, Negotiation Tips | Tagged , , , | Leave a comment