Toe to toe: Negotiating skills for consultants

by Beth Blakely | Dec 12, 2001 8:00:00 AM

Tags: Beth Blakely

Takeaway: The best negotiations end with both consultant and client pleased with the contract and enthusiastic about starting the project. TechRepublic columnist Rick Freedman shares his experience in a three-part series designed to load your negotiation arsenal.

In his 1961 inaugural address, American President John F. Kennedy said, "Let us never negotiate out of fear, but let us never fear to negotiate." His words remind us that negotiation can be a terrifying experience, no matter the issue at hand.

Consultants have to face that fear with every new project. To calm your nerves and produce the best possible results, you need to go to the negotiation table with an arsenal of negotiation tactics.

TechRepublic contributor Rick Freedman is an 18-year IT consulting veteran. As CEO and principal consultant for Consulting Strategies Inc., he's had plenty of negotiation experience. He shared that wealth of knowledge with TechRepublic readers in a three-part series. If you missed it, fear not. We've rounded up the links for you.

Read Freedman's negotiation series
Rick Freedman's three-part series is comprised of the following articles:

"Avoid these errors in the negotiation process"
Proper preparation can make negotiations run more smoothly. In this article, Freedman helps you learn to identify your client's roles as well as your goals. He'll also warn you about some manipulative tactics your client might employ and offer suggestions to deflect those schemes.

"Use these tactics to establish trust in negotiations"
Sometimes it's hard to create a win-win situation in negotiations, but clear communication, mutual respect, and trust can get things going in the right direction. Freedman offers some strategies for setting boundaries and creating new rules for the negotiation game.

"Negotiating skills for IT consultants"
Just when you think you've successfully completed a contract negotiation, your client might surprise you. Sound familiar? Freedman shares his story of "the one that got away" and how he would have done things differently in this article about negotiation mistakes.


Negotiation resources on the Web
There's plenty of reading on the Web about negotiation. Consultant Eric C. Gould runs negotiation resource center Batna.com, a site that offers a free newsletter with articles written by Gould on negotiation topics. Past article titles include "Is Resistance Futile?" "The Top Ten Negotiation/Sales Objections," and "Rules for Active Listening: Giving Feedback."

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