Successful Fee Negotiations - Key Points

This course will cover the key points concerning:

• Overview of negotiating principles
• Positional vs principled negotiation
• Where fee negotiation fits into the sales process
• The skills required
• The negotiating framework
• The importance of planning a fee negotiation
• Knowing your variables and your levels
• Pricing advisory work
• Negotiating meeting framework
• Self-awareness – your natural negotiating style and learning to flex it