Splitting the difference
Is 'splitting the difference' really fair? Ian Motley explains how to respond to suggestions in fee negotiations.
When to Keep Silent in a Fee Negotiation
Ian Motley discusses body language, the power of silence and how architects can turn these tactics to their advantage.
A Quick Look at Anchoring
How can architects benefit from the subtle nudge of an anchor? Ian Motley takes another look at the psychology of negotiation.
Negotiation tactics: Preconditioned to succeed
Preconditioning is a negotiation tactic with a friendly facade and a dangerous bite. Ian Motley from Blue Turtle Consulting shows us how to use the preconditioning tactic to our advantage.
Negotiation - Beware the Nibble
One of the least ethical negotiation tactics clients can use is the nibble. Design fee consultant Ian Motley explains what it is and how to strategise to achieve a good outcome for all.
Architecture and Design Fees: Why Hourly Rates?
The value of a company today is based on ideas rather than assets or staff numbers, so why do architects still charge by the hour? Ceilidh Higgins explores the possibilities for non-traditional fee structures.
Are you the Good Cop or the Bad Cop?
Ian Motley provides advice on how to respond when potential clients use the 'good cop / bad cop' tactic during fee negotiations.
Are You Negotiating Against Yourself?
Ian Motley argues that fee erosion is often the result of standard negotiation tactics. He explains how to recognise when you are ‘negotiating against yourself’ and how to avoid it.
The Art and Science of Increasing Profits
Ian Motley argues that the profession needs to radically rethink the overall approach to fees and pricing work.