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High Impact Fee Negotiation and Management for Professionals by Ori Wiener

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Having another go at squeezing the lemon: advanced techniques and approaches

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Your goal is not to win over them, but to win them over. (WILLIAM URY, IN GETTING PAST NO)

The basic techniques of opening with an ambitious but realistic number or proposal, trading but not giving concessions and being creative will, if applied properly, be sufficient for most professionals to generate significant gains most of the time. If given the choice, I would advocate that professionals spend their time, money and efforts honing these basics. However, there are some advanced techniques or approaches that can help in particular circumstances. Below are given the ones encountered most often or that have proved to be most useful, that illustrate an ...

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