High Impact Fee Negotiation and Management for Professionals: How to Get, Set and Keep the Fees You'Re Worth/ Ori Wiener. (Record no. 19720)

MARC details
000 -LEADER
fixed length control field 01659nam a2200193Ia 4500
005 - DATE & TIME
control field 20250606150031.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
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020 ## - ISBN
International Standard Book Number 9780749477387
Price 29.99
040 ## - CATALOGING SOURCE
Original cataloging agency Indian Institute of Management Raipur
082 ## - DDC NUMBER
Classification number 658.15224
Book Number WIE-17
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Wiener, Ori
245 #0 - TITLE STATEMENT
Title High Impact Fee Negotiation and Management for Professionals: How to Get, Set and Keep the Fees You'Re Worth/ Ori Wiener.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc London:
Name of publisher, distributor, etc Kogan Page,
Date of publication, distribution, etc 2017.
300 ## - PHYSICAL DESCRIPTION
Pages 280p.
500 ## - GENERAL NOTE
General note Contents:<br/>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
650 ## - Subject
Subject Financial management.
650 ## - Subject
Subject Professional corporations - Management.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Books
Holdings
Withdrawn status Lost status Damaged status Not for loan Location (home branch) Sublocation or collection (holding branch) Date acquired Cost, normal purchase price Koha issues (times borrowed) Koha full call number Accession No. Koha date last seen Koha item type Price effective from
        Indian Institute of Management Raipur Indian Institute of Management Raipur 22/01/2018 29.99   658.15224 WIE-17 10889 24/07/2023 Books 24/07/2023