I keep six honest serving men (they taught me all I knew);
Their names are What and Why and When and How and Where and Who. (RUYARD KIPLING, THE ELEPHANT’S CHILD, FROM JUST SO STORIES)
This chapter deals with how to manage the physical interaction between the professional as fee negotiator and their client in the negotiation process.
Before diving into the details of what to do and when, it will help to provide an overall structure by breaking down a typical negotiation into a number of phases or acts. Each of these involve different activities and require a different focus. I am not suggesting that all negotiations will strictly follow the ...