Why do smart people make such stupid mistakes?

www.negotiationmistakes.co.uk

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.

Chapter one of the book is all about the typical mistakes we make when negotiating with clients and customers.

Fifteen different mistakes are outlined in the book from price crumbing to lack of preparation, from tolerating unprofitable clients to accepting poor or inadequate briefs, from falling for clients’ lies to scope creep, from over-dependence a few very large clients to lacking differentiation and many more.

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.

“This is great – more than a book on negotiation – it should be a bible for all agency account handlers. Inspiring and practical”
Client Services Director, Saatchi and Saatchi Health

“Moving from supplier to partner should be the goal of any forward-thinking agency – the thoughtful and practical advice here can really help to make that goal a reality”
General Manager, Torre Lazur McCann, McCann Group.

“Chris Merrington knows his sector inside out and has great strategies, tools and approaches that actually solve the problems. And I know because I’ve tried them”
Managing Director, EdComs

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 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 of Chris Merrington's new book 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

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To contact Spring 80:20

Telephone: + 44 (0)1932 880312
Email: chris@spring8020.co.uk

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