High Impact Fee Negotiation and Management for Professionals

Chapter - 00: Introduction; 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: Negotiating with Style; Chapter - 14: The Impact of Culture and Gender; Chapter - 15: Having Another Go at Squeezing the Lemon - Advanced Techniques and Approaches; Chapter - 16: Managing PSF Project Profitability; Chapter - 17: The Impact of Effective Veto and Target Setting - Research Results