Negotiating scope and price on consulting contracts

By Moshe Cohen - The Negotiating Table

www.negotiatingtable.com

IEEE Consultants Network Meeting -- Wednesday, 6:30 PM, September 24, 2008

At Foley-Hoag, 1000 Winter Street, Suite 4000, Waltham, MA

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 classes, he conducts public seminars on negotiation and conflict management and is a frequent guest speaker at business functions, conferences, and universities. Mr. Cohen has published numerous articles on negotiation, mediation, conflict management, and leadership. As a mediator, Moshe Cohen specializes in business, employment, workplace and discrimination disputes and serves on a number of mediation panels locally and nationally.

Moshe Cohen received his Bachelor's degree in Physics from Cornell, a Master in Electrical Engineering from McGill University, and a Master in Business Administration from the Boston University Graduate School of Management. Mr. Cohen's career includes over twelve years of engineering and project management experience prior to founding The Negotiating Table.

The Negotiating Table

245 First Street, 18th Floor

Cambridge, MA 02142

Tel: (617) 577-0101

Fax: (617) 731-8772

Email: moshe@negotiatingtable.com

WWW: www.negotiatingtable.com

PLEASE NOTE:

No charge for Consultants Network members;  or non-members.  The meeting is free and open to the public. Casual dress.

The Consultants Network meeting starts at 6:30 PM. The meeting location is at Foley Hoag LLP, Emerging Enterprise Center, Bay Colony Corporate Center, 1000 Winter Street, Suite 4000, North Entrance, Waltham, MA. From Route 128 take Exit 27B (Winter Street). At the end of the exit ramp, turn right onto Wyman St. At the next set of lights, turn right on Winter St. Stay in the far right lane and continue around the reservoir. Turn left at Bay Colony Corporate Center. Proceed to 1000 Winter Street and enter at the NORTH entrance

http://www.foleyhoag.com/TheFirm/Offices/Emerging%20Enterprise%20Center%20at%20Foley%20Hoag.aspx

Check the Consultants Network website for details and last minute information of our upcoming lectures series for 2008-2009

http://www.boston-consult.com/calendar.php

For more information, e-mail cn.boston@ieee.org or chairman@boston-consult.com; or contact the chairman Tom Vaughan at 781-344-0087. The Consultants Network website is at www.boston-consult.org.