Successful Fee Negotiations

To enable participants to:

• Understand and apply the principles of successful fee negotiations
• Build their fee negotiating skills and their ability to flex their negotiating style
• Prepare, conduct and conclude a successful fee negotiation

 Content:

• 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