How To Strategically Negotiate The Consulting Contract
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The Contract And Fee Setting Guide For Consultants And Professionals
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Author : Howard L. Shenson
language : en
Publisher: Wiley
Release Date : 1990-01-16
The Contract And Fee Setting Guide For Consultants And Professionals written by Howard L. Shenson and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990-01-16 with Business & Economics categories.
Expert advice on how to strike a fair deal and command a fair price. The Contract and Fee-Setting Guide for Consultants & Professionals No matter how knowledgeable you are in your field..No matter how great your track record..No matter how expert your advice or impressive your credentials . you jeopardize your client base if you do not instill every phase of your practice with a consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to set fees at a fair market price and offer neat, straightforward contracts with clearly delineated terms. This book teaches you, in a few days, what it traditionally took people half a lifetime to learn through trial and error. In writing it, the author drew on his more than twenty years as a business consultant, lecturer, and author to offer you tips on how to ask for and get the fees you deserve and to establish contract terms that are in the best interests of you and your clients. Throughout he shares his insider's expertise on: * Determining market value for your services * Establishing per diem or per-project rates and calculating overhead * Advantages and disadvantages of various systems of fee-setting and billing * Six major goals of every contract * Negotiating the contract and avoiding legal pitfalls
How To Strategically Negotiate The Consulting Contract
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Author : Howard L. Shenson
language : en
Publisher: Consultants Library
Release Date : 1980
How To Strategically Negotiate The Consulting Contract written by Howard L. Shenson and has been published by Consultants Library this book supported file pdf, txt, epub, kindle and other format this book has been release on 1980 with Business & Economics categories.
Strategic Negotiation In Business And Management
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Author : Markus Baum
language : en
Publisher: GRIN Verlag
Release Date : 2012-05-25
Strategic Negotiation In Business And Management written by Markus Baum and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-25 with Business & Economics categories.
Scientific Essay from the year 2011 in the subject Business economics - Business Management, Corporate Governance, The University of Surrey (School of Management ), language: English, abstract: Examination and evaluation of a business negotiation and a negotiation in a private environment (case study) This assignment evaluates two negotiation cases. Please note the cases are theoretical nature, any resemblance to living persons and real actions are purely coincidental. The first case takes place in a private environment, the second in a business environment. The evaluation of each case is based on the four phases of negotiation and describes the preparation for, strategy during and process of the negotiation. The basic theory of negotiation to which the individual cases refer is described. Detailed aspects of the theories and approaches are given in the cases as appropriate.Do's and don'ts of behaviour in cross-border negotiations will be also discussed. ABOUT THE AUTHOR Markus Baum is Group Finance Director at a management consulting firm with focus on business strategy, supply chain management (SCM), manufacturing & logistics, sourcing & purchasing, marketing & sales, financial management and information technology (IT-strategy). The company has subsidiaries in Germany, Switzerland, Belgian, France, United Kingdom and Russia. Markus Baum earned a MBA with distinction from the University of Surrey (UK), is an international certified accountant, has and graduation in accounting & controlling and an apprenticeship as tax adviser assistant. Markus Baum is a member of the International Controlling Association.
Strategic Negotiation In Business And Management
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Author : Markus Baum
language : en
Publisher: GRIN Verlag
Release Date : 2012-05-15
Strategic Negotiation In Business And Management written by Markus Baum and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-15 with Business & Economics categories.
Scientific Essay from the year 2011 in the subject Business economics - Business Management, Corporate Governance, The University of Surrey (School of Management ), language: English, abstract: Examination and evaluation of a business negotiation and a negotiation in a private environment (case study) This assignment evaluates two negotiation cases. Please note the cases are theoretical nature, any resemblance to living persons and real actions are purely coincidental. The first case takes place in a private environment, the second in a business environment. The evaluation of each case is based on the four phases of negotiation and describes the preparation for, strategy during and process of the negotiation. The basic theory of negotiation to which the individual cases refer is described. Detailed aspects of the theories and approaches are given in the cases as appropriate.Do’s and don’ts of behaviour in cross-border negotiations will be also discussed. ABOUT THE AUTHOR Markus Baum is Group Finance Director at a management consulting firm with focus on business strategy, supply chain management (SCM), manufacturing & logistics, sourcing & purchasing, marketing & sales, financial management and information technology (IT-strategy). The company has subsidiaries in Germany, Switzerland, Belgian, France, United Kingdom and Russia. Markus Baum earned a MBA with distinction from the University of Surrey (UK), is an international certified accountant, has and graduation in accounting & controlling and an apprenticeship as tax adviser assistant. Markus Baum is a member of the International Controlling Association.
The Essentials Of Contract Negotiation
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Author : Stefanie Jung
language : en
Publisher: Springer
Release Date : 2019-06-14
The Essentials Of Contract Negotiation written by Stefanie Jung and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-14 with Law categories.
This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.
System Of Negotiations
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Author : René Schumann
language : en
Publisher: Springer Nature
Release Date : 2023-04-08
System Of Negotiations written by René Schumann and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-04-08 with Business & Economics categories.
This book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis for this purpose, clearly illustrates the most important steps, tools and applications. By using game theory and behavioral economics, the success of negotiations in purchasing can be systematically maximized. At the same time, transparency and fairness offer a high level of acceptance among negotiating partners. To this end, numerous practical examples are used to show how contracts can be awarded in the event of competition between suppliers, and how various auction formats and differentiated communication can be used to achieve optimal savings potential. Also for situations where the supplier is a monopolist, ways are described to avoid being at the mercy of pricing power.
How To Strategically Negotiate The Consulting Contract
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Author : Howard L. Shenson
language : en
Publisher:
Release Date : 1989
How To Strategically Negotiate The Consulting Contract written by Howard L. Shenson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1989 with Business consultants categories.
Negotiating With Backbone
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Author : Reed K. Holden
language : en
Publisher: FT Press
Release Date : 2012-05-16
Negotiating With Backbone written by Reed K. Holden and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-16 with Business & Economics categories.
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.
Strategic Negotiation
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Author : Gavin Kennedy
language : en
Publisher: Routledge
Release Date : 2016-11-15
Strategic Negotiation written by Gavin Kennedy and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-11-15 with Negotiation in business categories.
A first-rate organizational business plan demands an understanding of the dynamics behind remuneration, joint ventures, partnerships, alliances, major contracts; in fact, all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. The scale and context of these negotiations requires a level of strategic awareness because the interests of the parties are more complex, the options more numerous, and the outcomes more critical than at a tactical level. Strategic Negotiation is written for senior executives who provide input to or assessment of their organization's medium or long-term planning process, and who are engaged in implementing any aspects of their organization's plans. Part One focuses on the foundations of strategic negotiation: the commercial imperatives - what the organization must do to restructure and resource its operations to achieve commercial success - and the negotiation strategies associated with each. It also explains the logistics of managing complex public and private sector negotiations. Part Two includes the tools for successful negotiation: bid strategies; techniques for analyzing your position before you start and reassessing it during the negotiation; and the negotiation agenda and how to design and compile it. If you are operating at a senior level where negotiations are, by their nature, high value, complex, multi-level and often multi-party, what better guide than Gavin Kennedy, a long-standing world expert on negotiation, and his book Strategic Negotiation?
Quantum Negotiation
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Author : Karen S. Walch
language : en
Publisher: John Wiley & Sons
Release Date : 2017-11-20
Quantum Negotiation written by Karen S. Walch and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-11-20 with Business & Economics categories.
Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.