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.
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 ...