| 000 | 01659nam a2200193Ia 4500 | ||
|---|---|---|---|
| 005 | 20250606150031.0 | ||
| 008 | 230724s9999||||xx |||||||||||||| ||und|| | ||
| 020 |
_a9780749477387 _c29.99 |
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| 040 | _aMAIN | ||
| 082 |
_a658.15224 _bWIE-17 |
||
| 100 | _aWiener, Ori | ||
| 245 | 0 | _a High Impact Fee Negotiation and Management for Professionals: How to Get, Set and Keep the Fees You'Re Worth/ Ori Wiener. | |
| 260 |
_aLondon: _bKogan Page, _c2017. |
||
| 300 | _a280p. | ||
| 500 | _aContents: 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 | _aFinancial management. | ||
| 650 | _aProfessional corporations - Management. | ||
| 942 | _cBK | ||
| 999 |
_c19720 _d19720 |
||