High Impact Fee Negotiation and Management for Professionals: How to Get, Set and Keep the Fees You'Re Worth/ Ori Wiener.
Material type:
TextPublication details: London: Kogan Page, 2017.Description: 280pISBN: - 9780749477387
- 658.15224 WIE-17
| Item type | Current library | Call number | Status | Date due | Barcode | |
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Books
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Indian Institute of Management Raipur | 658.15224 WIE-17 (Browse shelf(Opens below)) | Available | 10889 |
Contents:
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
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