Fee Psychology and Negotiation

Full price: $134.00
Member: $100.00

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Course outline
Course structure and materials
Length of course
CPD hours
Learning outcome
Competency standards

Course outline

You will learn about the crucial role that negotiation plays in building a successful architectural practice and will also learn about Architectural Fee Psychology and how to apply this in Architectural practice.

AACA Competency: Project Management


Ian Motley: Blue Turtle Management and Consulting (BTM+C)

Ian is the founder of BTM+C and divides his time between London, Sydney and San Francisco. Ian has over 15 years’ experience in project management, working on residential, commercial and industrial construction projects.
Alexandra Howieson: Blue Turtle Management and Consulting (BTM+C)

Alex currently divides her time between Sydney and San Francisco where she maintains involvement in the family firm (Ross Howieson Architects) and develops content for BTM+C – specialising in Design Fee Psychology.

Course structure and materials

  • Audio-visual Flash presentation
  • Formal assessment

    Length of course

    2 hours

    Continuing professional development hours


    2 formal Continuing Professional Development (CPD) points.

    Learning outcome

    After completing this course, you should be able to:

  • Explain how changes in legislation have affected the way architects are legally allowed to agree fees.
  • Address seven of the most common negotiating tactics and tricks.
  • Understand and apply a winning negotiation strategy commonly referred to as ‘Principled Negotiation’
  • Structure fees that utilise the concept of ‘Mental Accounting’ to avoid fee erosion.
  • Invoice for additional fees without damaging the Client Architect relationship.
  • Recognise detrimental behaviour in practice management strategies and, therefore, avoid financially damaging decisions.

    National Competency Standards in Architecture

    Project Management


    Full Price $134.00
    Member $100.00
    Practice Membership / A+ $91.00
    Graduate Member $91.00
    SONA Member (student) $51.00

    Pricing is inclusive of GST.

    Technical requirements

    For technical requirements, please visit the FAQ.