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Customer Review

on 29 December 2013
Ori Wiener has written an essential aide-memoire for anyone who has to negotiate the most valuable commodity we possess - our time. Very often our work throws us into pricing the time of ourselves and colleagues with minimum training, if any. We rely heavily on precedents - how things have been done in the past - rather than negotiating from any fundamental understanding of the principles involved. So often this leads to sub-optimal outcomes - we give away our time or undervalue ourselves and our co-workers. Often client feel they are overpaying even if we aren't even covering our own costs.

Wiener's book is a concise and highly readable guide to avoiding these pitfalls. His core observation is that fees are not a zero sum game where either you or the client wins. Very often it's possible to create a win-win where the client is happy to pay you more for outcomes that the client views as successful. Your added value translates directly into additional remuneration.

Wiener provides readers with a coherent structure for thinking about how to approach a fee negotiation and how to generate these win-win outcomes. The book has application to a multitude of professional services - any service which is based on the time and expertise of the professional.

As a professional negotiator myself, this book is already becoming a handy refresher and reference point.
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