

How many of your Clients suggest a low construction budget, hoping it will lead to more favorable design fees?
Today I want to show you the best way to address this issue by applying a negotiation strategy called Principled Negotiation.
Let’s start with the basics – what is Principled Negotiation?
Principled Negotiation & Construction Budgets:
The term ‘Principled Negotiation’ comes from one of the bestselling negotiation books of all time, “Getting to Yes – Negotiating Agreement Without Giving In.”
In this book the two authors, Roger Fisher, and William Ury, suggest that the best way to resolve conflict is to adopt a negotiation strategy they call Principled Negotiation.
Principled Negotiation is an interest-based approach to negotiation that relies primarily on four basic principles for a successful outcome:
• Separate the people from the problem
• Focus on interests, not positions
• Invent options for mutual gain, and
• Use objective criteria
While all four principles play a crucial role in any negotiation process, it’s the fourth principle, ‘Objective Criteria’, that is of interest in this situation.
(Note: To help you with your design fee negotiations we’ve created a Fee Proposal Mini-Series that’s currently available to watch FREE of charge. Click on the image below for more details)
‘Objective Criteria’ suggest that if we rely on our own opinions, experiences and/or training to support our requests we’re far more likely to engage the ego and end-up bartering for position at the negotiation table.
Instead, Fisher and Ury suggest that our arguments will carry far more weight if we use factual, relevant and qualified information (that’s independent from either party) to support our requests.
For example, the next time a Client presents you with an low construction budget, instead of addressing the issue by confirming your position and saying:
“… experience tells me that a building of this size and quality is going to require a much bigger budget…”
You may want to address the issue by focusing on ‘Objective Criteria’ and saying:
“I wasn’t sure how much this type of building would cost so I’ve brought along three different cost publications that present average construction costs, for your type of project, on a square foot (or square meter) basis. Would you like to take a look?”
In this situation, we’re using information that’s available in the public domain to deliver (perhaps) unwanted news.
Focusing the discussion on factual, relevant, qualified, and (most importantly) independent information is far more productive because it avoids direct conflict… if it’s written down somewhere it must be true!
Principled Negotiation is a negotiation strategy that’s taught in almost every business school and it’s also a subject that we discuss in detail at the Fee Proposal Workshop.
If you’d like to learn more about how to write winning fee proposals check out our Fee Proposal Mini-Series.
It’s currently available to watch FREE of charge at the following link: https://blueturtlemc.com/fee-proposal-mistakes/
Our team of experts will create a one-of-a-kind, custom fee proposal template based on the specific needs of your firm and your clients.
The custom template will be delivered in either MS Word or InDesign and you’ll have fully editable rights. You may use the document on all your future fee proposals.
Building a design business can be a lonely journey… you don’t have to do it alone.
The Mastermind Meetings are a great opportunity to:
Helping you build a strong and financially sustainable design business as quickly as possible.
Once we’ve completed our 15-point check on your fee proposal we’ll confirm our findings in writing.
We’ll then issue you with our report highlighting our findings and how to fix them. Once we’ve reviewed the report with you (via zoom) we will set about creating your new custom proposal.
Our team of experts will review your current fee proposal strategy to see how it stacks up.
We’ll check it against our 15 criteria and find out where your strengths and weaknesses lie.
We’ll show you what you’re doing right, what you’re doing wrong and where you can improve your current approach.
The Live Q&A sessions are where you can ask questions, and get answers from our team of Fee Proposal experts.
The Live Q&A is conducted via Zoom Webinar, every other week, and is available to all registered Workshop members.
Each session is also recorded and made available to Workshop members.
The Coaching Calls are a great option for those Design Professionals who would like the benefit of a fee proposal expert on their team without the cost of hiring another employee.
During these weekly Coaching Calls we will check your progress, answer your questions and provide accountability – helping you to stay on track and achieve your goals.
Your Starter Kit is on its way! Check your inbox.
PS. Please check your Junk/Spam folder if you cant’ find it!)
USA:
1 AIA LU / hr (9.5 total),
9.5 IDCEC HSW CE hrs (suitable for ASID, IIDA & IDC Members & Registered Interior Designers in states that require HSW CE hrs),
1 AIBD Primary Credit per hr (9.5 total),
Canada:
9.5 AIBC Core Learning Units,
9.5 Structured Learning hrs,
9.5 IDCEC HSW CE hrs (suitable for IDC Members).
UK:
9.5 CPD hrs for Registered Architects,
9.5 CPD hrs for Interior Designers: BIID Approved.
New Zealand:
90 NZRAB CPD Pts.
Australia:
1.0 Formal CPD Pt / hr (9.5 total) for Registered Architects
For other countries, professions or memberships please contact Emily: emily@blueturtlemc.com
Put the lessons into practice!
The Template Package includes:
✔️ Multiple Options Fee Proposal Template
✔️ Small Works Fee Proposal Template
✔️ Sub-Consultant Agreement Template
✔️ Non-Disclosure Agreement Template
✔️ Joint Venture Agreement Template
Templates are delivered in MS Word format and come with a multi-use license – no annual renewal fees. Offered at a 20% discount when purchasing with your Fee Proposal Workshop registration.
Don’t want to take your own notes? The eGuides provide a detailed summary with additional studies and examples. Great for sharing what you’ve learned with colleagues, or referring back to as a refresher.
The eGuide Package includes:
✔️ The Guide to Design Fee Psychology
✔️ The Guide to Design Fee Negotiations
✔️ The Guide to Pricing Design Services
✔️ The Guide to Writing Effective Fee Proposals
✔️ The Guide to Fees & Contracts
Offered at 30% discount when purchased with the Fee Proposal Workshop registration.