Successful Fee Negotiations

To enable participants to:

  • Understand and apply the principles of successful fee negotiations
  • Build their fee negotiating skills and their ability to flex their negotiating style
  • Prepare, conduct and conclude a successful fee negotiation


  • Overview of negotiating principles
  • Positional vs principled negotiation
  • Where fee negotiation fits into the sales process
  • The skills required
  • The negotiating framework
  • The importance of planning a fee negotiation
  • Knowing your variables and your levels
  • Pricing advisory work
  • Negotiating meeting framework
  • Self-awareness – your natural negotiating style and learning to flex it
CPD Course
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