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 A consultant's life is full of negotiations, whether during the sales cycle,
trying to negotiate a contract, or during the project itself, negotiating
scope, schedule, and numerous other issues. In particular, negotiating the
scope and price of consulting contracts poses challenges for many
consultants in that it is all too easy to underbid or overpromise for the
sake of getting the work. By negotiating effectively, consultants can not
only secure profitable work but also build relationships with their clients
going forward.
This session provides participants with ideas, principles, and skills to
make all of these negotiations more effective and less stressful. The
presentation looks at common pitfalls negotiators make as well as strategies
and tips for improved results. In particular, the session examines price and
scope issues that arise when negotiating consulting contracts. The session
is experiential, interactive, and fun.
Moshe Cohen’s Biography
Moshe Cohen is a trainer and mediator based in Cambridge, MA. Since founding The Negotiating Table in 1995, he has conducted hundreds of negotiations skills workshops for clients such as EMC, Reebok, Hasbro, and many other corporations, law firms, financial services companies, consulting firms, and more. Mr. Cohen also teaches Negotiations and Leadership in the MBA program at Boston University and Cambridge College, and previously taught at Bentley College.
In addition to corporate and university ...
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