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Going IT Alone: The Handbook for Freelance and Contract Software Developers by Leon Brown

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Strategic Negotiation Phases

Negotiating a deal for a project is very rarely something that starts and finishes in just one session. Instead, negotiation is something that remains ongoing throughout a project – especially when a client is asking for more without suggesting additional payment or alteration to the delivery date. The process of negotiating agreements for in freelance and contract projects can be split into 5 stages:

Stage 1: Evaluate Priorities & Characteristics

Before you can start serious negotiations on delivering the project, you need to know what the client places a higher priority on and whether they are realistic on all parts of the winning formula. Clients and their requirements come in all shapes and sizes, often with the ...

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