O'Reilly logo

High Impact Fee Negotiation and Management for Professionals by Ori Wiener

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Preparing for fee negotiations

      07

Failing to prepare is preparing to fail. (JOHN WOODEN, PIONEERING US BASKETBALL COACH)

Many fee negotiation problems can be traced to the following root causes:

       •  general mindset and perspectives;

       •  assumptions and inner saboteurs;

       •  lack of preparation.

General mindset

Approach to negotiating

For many professionals one of the most fundamental issues to recognize ahead of a negotiation is that a negotiation is a means of reaching (hopefully) agreement between two parties. Many commentators consider negotiations to be the art of making the other side choose what you want or at the least getting to an agreement that both sides think they won (Dawson, 1999). This will involve ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required