High impact fee negotiation and management for professionals : how to get, set, and keep the fees you're worth /: how to get, set, and keep the fees you're worth. (2017)

• Record Type: Book
• Further Information: Note: Ori Wiener.
• Authors: Wiener, Ori
• Contents: <ul style='padding-top:0;padding-left:0;list-style:none;'><ul style='padding-top:0;list-style:none;'>Chapter - 01: What is different about buying professional services?; Chapter - 02: Why Professional Services Firms are different; Chapter - 03: The Challenge of Pricing PSF Work; Chapter - 04: Generating Value with Fee Structures; Chapter - 05: How to Deal with Procurement — The Importance of Scope; Chapter - 06: Raising the Institutional Game; Chapter - 07: Preparing for Fee Negotiations; Chapter - 08: Critical First Steps — Planning; Chapter - 09: How to Raise Your Negotiation Success: Deliver a Credible Opening; Chapter - 10: Act 2: Managing the Flow of Concessions to Capture Value; Chapter - 11: Act 3: Locking in Gains Through Effective Closing; Chapter - 12: Creativity— The Ultimate Negotiation Skill; Chapter - 13: Impact of Style; Chapter - 14: Impact of Culture and Gender; Chapter - 15: Having Another Go at Squeezing the Lemon: Advanced Techniques and Approaches; Chapter - 16: Managing a PSF project profitability
• Edition: Second edition
• Publisher Details: London : KoganPage
• Publication Date: 2017
• Extent: 1 online resource
• Subjects: 658.4; Professional corporations -- Management; Fees, Professional; Negotiation; Strategic planning
• Languages: English
• ISBNs: 9780749477394
• Related ISBNs: 9780749477387
• Notes: Note: Description based on CIP data; item not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.