'Why do smart people make such stupid mistakes?'

A new book by Chris Merrington

This book is written for agency people, sales teams and professional services people to negotiate more effectively with their clients and to help them confidently negotiate more profitable client relationships. The book is a practical guide packed with advice to help you negotiate more effectively, confidently and profitably with clients. The book will help you avoid the many common mistakes. Your confidence to push back will increase as you become a more effective negotiator and your profitability will increase. You will understand the importance of a walk-away position and how to disagree without being disagreeable.

The book is designed to help you make more informed choices, choose your responses and then work smarter.

The book covers the following key areas:

  • Negotiation principles
  • Planning and preparing for negotiations
  • Pricing profitably
  • Setting fees and charging higher fees
  • Improving profitability
  • Responding to price challenges
  • A front-foot mindset
  • Work smarter not harder
  • Differentiation and winning new clients
  • Great questions to ask when negotiating
  • Improving the agency-client relationship
  • Establishing and selling value
  • Saying ‘no’ to clients
  • Handling scope creep
  • Supplier negotiations and internal negotiations
  • Negotiating with procurement

The book is available on Amazon and from good book stores. Published Spring 2011. £14.99/$21.99

Read chapter one for free

Chapter one is available as a 64 page A6 mini-book and outlines the top 15 negotiation mistakes that are made. Wonderfully illustrated with poignant cartoons to demonstrate some of the mistakes.
For a free copy of the mini-book send an email to chris@spring8020.co.uk
Stating your:
Name
Company
Position
Address
Email address
Telephone number

Real Time Web Analytics