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1 of 1 people found the following review helpful
5.0 out of 5 stars For dolphins and sharks, 29 Oct 2013
This review is from: High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth (Paperback)
Many will think that a book about fee negotiation is a "how to get more money" manual. Ori Wiener's insightful book is anything but. The book, based on the author's own experience in working with professional service firms - both inside and outside - starts from the premise that fee negotiation is an essential part of relationship management, in that it sets the tone for the bond between client and service provider where both parties establish what they want out of the relationship and how much they are willing to pay for / wanting to receive for it. While the focus of the book is the professional service firm reader (lawyer, accountant, consultant, those whose services are intangible and relative to each case, and- therefore - negotiable in terms of output), anyone will benefit from Wiener's awareness of the fundamental elements of a negotiation. He begins with the setting of a fee, the will to discuss the fee relative to the specific circumstances of the work and clients' requirements, then approaching the concessions made in the process, and exploring the management that is required to keep the fee aligned with the level and amount of work that is being done. The book looks at various examples, theoretical frameworks and tactics to conduct effective negotiations as part of managing a profitable relationship. Whether you would describe yourself as a mild-manner dolphin in a negotiation, or a ruthless shark, you will find Ori Wiener's new book a true lifesaver in today's troubled waters of local, global and transnational business.
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