It seems counterintuitive, but negotiation preparation can bring a substantially higher return on investment than actual project work does. So it pays — literally — to give the process its due.
This article is for subscribers only.
Please NoteExisting members: if you have not logged in since August 21, 2012 please reset your password before logging in as we have transitioned to a new system that requires a new password.
If you are already a Design Futures Council member or DesignIntelligence yearly subscriber, and don't have an account, please contact us and we will set it up for you.
A destabilization of older markets yields new zones of opportunity Read full »
Design firms that plan and implement successful leadership transition are well-positioned to build upon their legacies and achieve new levels of growth and success. Read full »
Tackling the ubiquitous, disruptive nature of exponentially increasing computing power Read full »
U.S.-based multinational firms are thriving in a growing global market Read full »
Case Study: The Value of Good Connections
An architecture and engineering firm was selected to do five government labs across the country. The project leader had never negotiated with this client before, so he called a colleague who had done work on previous laboratories and asked how his last negotiation had proceeded. The colleague began laughing hysterically.
“You are going to love it! It will be fun! You’ll walk in the first day and they’ll put you in a room. A woman is going to walk in; she’s a head taller than you and has earrings in the shape of daggers and a necklace shaped like a noose. It’s all about intimidation. She’ll proceed to beat you up for two days.”
Armed with this information, the project leader went to the negotiation, was put in the room, and in came the woman who was actually two heads taller than him, with the famous dagger earrings and noose necklace. He walked straight up to her, shook her hand, and said, “I really admire your jewelry.” Her face fell in surprise.
As negotiations concluded the second day, she asked the project leader to walk outside, gave him a hug, and said, “That was so much fun, I really enjoyed our negotiation. Thank you.” He was convinced that because he had reached out to a colleague, learned what to expect in advance, and decided he was not going to be intimidated, he saved his firm money and made the negotiation process smoother.
- Best Practices
- Contracts and Negotiations
- Design and Construction Marketplace
- Financial Management and Profitability
- Operations Management
DI.net RSS Feeds
DI.net on Twitter
- Environmentalists Must Go Beyond 'Keep It in the Ground' to Fight Climate Change - CityLab ow.ly/Y8F988 hours ago by @dinet
- Foster to Break Ground on Norton Museum Expansion in Florida | ArchDaily ow.ly/Y0sOY2 days ago by @dinet
- This House Costs Just $20,000—But It’s Nicer Than Yours | Co.Exist | ideas + impact ow.ly/Y01fs3 days ago by @dinet