The Architect’s Guide to Negotiating Design Fees

Published: Sep 2010
  (10 customer reviews)
Format: Format PDF

What’s the publication about?

If you have experienced fee erosion during your negotiations then this publication can help. The Architects’ Guide to Negotiating discusses 12 of the most common negotiation tactics and tricks used by developers and investors in today’s industry.  Learn how to respond to common negotiation questions and develop a strategy for all future negotiations.

How much does it cost?

What’s included in the publication?

This publication contains 35 pages, 4 chapters and approximately 10,000 words. Through the use of real-life examples from over 15 years of contract management and fee negotiation experience the author shows how to respond to common negotiation tricks while highlighting a better way to negotiate. The following is a list of chapters included in the publication:
  • What is a negotiation?
  • Preconditioning
  • Negotiating Against Yourself
  • Anchoring
  • The Low Key Approach
  • Hot Potato
  • Power of Print
  • Good Cop, Bad Cop
  • The Bluff
  • Splitting the Difference
  • The Power of Silence
  • Body Language
  • The Nibble
  • Soft & Hard Negotiation Strategies
  • A More Suitable Approach

A little sample…


What are the learning outcomes?

We work closely with Architectural Institutes and private practices around the world to support their Continuing Education and Professional Development requirements. This publication is eligible for CPD / CE Points in several locations. Contact us to find out how many in your region. This publication provides readers with the following learning outcomes:

  1. Understanding of design fee negotiations
  2. Insight into 12 different negotiations tactics and tricks
  3. Working knowledge of how to respond to client negotiation questions
  4. Understanding of soft and hard negotiation strategies
  5. An introduction to a winning negotiation strategy
  6. Knowledge of how to address questions in the fee negotiation arena

How much does it cost?

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Reviews for this publication

  • Sara Escanero

    October 7th, 2010 on 5:06 pm

    The Architects Guide to Negotiations was a very interesting and insightful read and has really helped me improve my negotiation skills in fact I liked it so much that since reading the negotiations book I have bought the Architects’ Guide to Increasing Your Salary.

  • Tracy Hendel

    October 14th, 2010 on 9:15 am

    I just completed reading your e-book on negotiation strategies and I wanted to take a moment to thank you for the experience. There have been times in my career when negotiations have fallen through and I was unaware as to why. After reading your book I have a much clearer understanding of what I may have done, or not done that prevented me from closing the deal. I now feel much more confident that I will receive the desired outcome in future meetings. I recommend this book to not only those in the architectural industry, but to anyone seeking to improve the art of negotiation, and business development. Thank you so much for the education I wish I had had years ago.

  • Gerard Outram

    October 25th, 2010 on 8:18 am

    I bought and downloaded your Negotiating Fees + Contracts e-book on Friday. Great stuff and I found it very useful whilst constructing a difficult fee proposal over the last few days – will let you know how the negotiating goes from here!

  • Richard Pendlebury

    October 28th, 2010 on 10:37 pm

    More and more negotiating fees is a necessary stage in the appointment process for architectural commissions. In this e-book Ian Motley explains the basics of negotiating fees + contracts. He calls upon his many years of experience and provides numerous examples of how to counter a Client’s stance during the negotiation process with the aim of concluding a successful deal for both Architect and Client. A must read for any architect at the front end dealing with Clients and responsible for a fee appointments.

  • Kishani De Silva

    November 2nd, 2010 on 8:20 am

    Great tips for the young architect and loads of good information for the experienced. With examples from the real negotiating table: unfortunately not always round!

  • Rudy Del Bosque

    November 13th, 2010 on 11:59 am

    I just read it for a second time today. It is a very informative read, and best of all I can completely identify with the concepts and examples that were outlined within the chapters. Having these various strategies presented in such a manner bring clarity and purpose to the business side of architecture. In some form or fashion I have had to deal with these concepts whether it be a quick dance or a more involved waltz. Either way I had to learn the steps on my own and not without bruising a few toes along the way. You can’t help but to recall past project experiences and reexamine the negotiation process employed as you read the concepts in the book, thereby sharpening your thought process and approach to negotiations.

  • Paul Hindes

    April 19th, 2011 on 2:08 am

    Hi Ian, I have purchased both the fees & contracts and Negotiations publications; excellent reading thank you.

  • Swamy Yeleswarapu

    November 2nd, 2011 on 8:29 am

    I read the e-book, not once but a couple of times and liked the way the information was presented. The later half of the book about negotiation strategies was very interesting as I felt that this was key in successful negotiations. Since Ian has worked on different sides of the construction business, his knowledge of negotiating contracts as a part of Architect firm has opened up a different perspective compared to my knowledge of looking at things as a General Contractor.

    • Adivina

      September 15th, 2013 on 8:55 pm

      Negotiation is a mixture of art and scicene. The art comes from experience – the more you negotiate, the better you become. The scicene lies in understanding a few basic truths about negotiations and using them to guide you in your efforts. It is common for people in negotiations to feel shy about asking directly for what they want. This often leads to misunderstanding that can derail the whole negotiation process. Be clear about what you expect from the discussion and make sure you understand what the other side expects from you.

  • Charles Di Piazza

    December 16th, 2011 on 6:20 am

    I really enjoyed reading the Architects’ Guide to Negotiating Fees + Contracts, it explained the negotiation process in a very simple and relevant style that was both interesting to read and informative. I am now looking forward to my next negotiation to try and put some of these ideas in to practice. Thanks for making this information available