The Design Professional’s Guide to Negotiating Fees & Contracts
$57
When negotiating design fees many of us believe that reducing our fee is the only way to win new work and resolve conflict. Most of us rely on little more than our gut instincts and peer advice to help us through the negotiation process.
In this publication the Author takes a look at a better way to manage the negotiation process. Readers will learn how to recognize and respond to the 12 most common ‘tactics and tricks’ used to force fee reductions during the fee proposal and negotiation process. Readers will also develop their understanding of the negotiation process and build confidence by adopting a negotiation strategy, known by experts in the field as ‘Principled Negotiation’.
The publication includes examples from the author’s own real-life negotiations, taken from 20+ years of contract management and fee negotiation experience. Don’t wait until it’s too late, learn how to negotiate ethically and effectively so that you can become the negotiation expert within your office.
If you’re not a confident negotiator, if you don’t currently have a negotiation strategy, if you’re relying on the good nature of your clients, if you’d like to improve your negotiation skills, if you’d like more job security, or if you simply want to confirm that your current approach is the best approach, then this publication is for you.
What’s the Guide to Negotiating Fees & Contracts about?
When negotiating design fees many of us believe that reducing our fee is the only way to win new work and resolve conflict.
In the Design Professional’s Guide to Negotiating Fees & Contracts the Author takes a look at a better way to manage the negotiation process. Readers will learn how to recognize and respond to the 12 most common ‘tactics and tricks’ used to force fee reductions during the fee proposal and negotiation process. Readers will also develop their understanding of a negotiation strategy, known by experts in the field as ‘Principled Negotiation’.
The Design Professional’s Guide to Negotiating Fees & Contracts includes examples from the Author’s own real-life, taken from 20+ years of contract management and fee negotiation experience.
Don’t wait until it’s too late, learn how to negotiate ethically and effectively today and become your firms fee negotiation expert.
– Bob, New York
How much does it cost?
Bundle and save: there are three options to choose from:
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Who’s the Negotiating Fees & Contracts Guide for?
“A must read for any Design Professional at the front end dealing with Clients and responsible for fee appointments.”
– Stuart, London
In what format is the publication delivered?
What’s included in the Negotiating Fees & Contracts eGuide?
Does this publication provide CE/CPD credit?
We work closely with Professional Institutes around the world to support the Continuing Education (CE) and Continuing Professional Development (CPD) requirements of their members and licensees. This publication is eligible for CE / CPD Points in several locations. Contact us to find out how many points are applied in your region and how to receive credit. This publication provides readers with the following learning outcomes:
Learning Outcome 1:
Readers will recognize why negotiation skills are a crucial tool in the winning and procurement of architectural projects.
Learning Outcome 2:
Readers will be able to recognize when the negotiation process is starting so as to avoid placing themselves in a vulnerable position at the start of the project.
Learning Outcome 3:
Readers will be able to recognize and respond professionally and proactively to 7 of the most common negotiation tricks/tactics used by clients during fee negotiations.
Learning Outcome 4:
Readers will be able to recognize and respond professionally and proactively to 7 of the most common negotiation tricks/tactics used by clients during fee negotiations.
– John, New York
Who are our industry partners?
Who are the authors?
Alexandra Howieson
Alexandra is a licensed Architect and a member of the AIA and has presented on the subjects of behavioural finance and pricing strategies for members of the American Institute of Architects (AIA), the American Society of Interior Designers (ASID), American Institute of Building Designers (AIBD) Australian Institute of Architects, Royal Institute of British Architects (RIBA), British Institute of Interior Designers (BIID), Royal Architectural Institute of Canada (RAIC), the Building Designers Association (BDA) and private companies. Alex has also spoken for the Design Institute of Australia’s DIAlogues series on Free-Bidding and Undercutting.
Alexandra’s career started at the University of Sydney where she graduated first in her year and received awards for her achievements in Architectural Science, Architectural Design, Urban Design, Planning and overall academic performance. During her studies Alex devoted much of her time to understanding the role of business in the world of architecture. Upon graduation she received a national award and scholarship for recognizing the relationship between academic studies and needs of the profession (business).
After graduation, Alex moved to London to accept a sponsored position with Foster + Partners where she was instrumental in the design and documentation of key projects in Asia and the Middle East.
After returning to Australia and winning three Design Excellence competitions Alex joined Blue Turtle Consulting as a director. She now spends her time researching the relationship between business and design while providing consulting services and speaking engagements.
Ian Motley
Ian is the founder of Blue Turtle Consulting and has over 20 years experience, a Building Science (Project Management) degree and a career that spans three continents.
Prior to starting Blue Turtle Consulting, Ian was an Associate Partner with one of the worlds most recognized names in Architecture: Foster + Partners, where he was responsible for proposing and negotiating design fees on projects in the UK, Middle East, Africa, Australasia and the Americas.
Before working for Foster + Partners, Ian worked in the United States managing construction loans for three of Americas largest financial institutions and managing commercial, residential and industrial projects throughout the country. Ian has also worked on development projects in Central America where he learnt to read, write and speak Spanish.
Since starting Blue Turtle Consulting Ian has written and published a series of Fee and Appointment Guides that sell in 13 different countries. He has also been a key note speaker at over 70 Architectural Conferences and private training sessions around the world.
What have other people said?
– Elizabeth, Chicago
– Paul, Sydney
– John, Los Angeles
– Julie, Seattle
– Andrew, San Francisco
– Brian, London
– Nick, Melbourne
– Travis, Dallas
– Stuart, London
– Thomas, Manchester
– Rachel, Atlanta
– Dan, Miami
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Questions?
Please contact Blue Turtle Consulting at [email protected] with any questions you may have.
