Tag Archives: Negotiating

How to Negotiate with Liars and Cheats

Posted on 1 July 2016 by tonyreiss

According to social scientists we all tell one or two lies, on average, every day. Negotiators are no exception. They may even be more deceptive as they attempt to get the upper hand. So it clearly makes sense for negotiators … Continue reading →

Posted in Fee Negotiating, Leadership and Management | Tagged , , , , , , | Leave a comment

How to Re-negotiate Fees Without Upsetting the Client

Posted on 26 June 2012 by tonyreiss

It can be a real jolt to a client if fees charged differ from fees expected. Imagine how the contact in the client organisation looks to their boss when they have to say, “Sorry. I got it wrong. We’re going … Continue reading →

Posted in Business Development and Selling, Fee Negotiating | Tagged , , , | Leave a comment

Fee Negotiating for Lawyers

Posted on 27 October 2011 by tonyreiss

Some readers may have seen a recent article in the Law Society Gazette. If not, check out http://www.lawgazette.co.uk/in-business/how-law-firms-can-improve-their-approach-negotiating-fees-1 I’ve been asked for a process for fee negotiating and can recommend this 4 step process: Step 1 – Client says what … Continue reading →

Posted in Business Development and Selling, Fee Negotiating | Tagged , , , , , | Leave a comment