Negotiate Like the Big Guys: How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants

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Silver Lake Publishing, 1999 - 306 páginas
As the information age has changed the way that companies do business, one consistent theme has emerged: Small companies -- and even individuals -- have to deal with bigger companies more often and more directly than ever. How can a company with one or two principles come to the negotiating table on an even footing with a staff of lawyers, accountants and executives? Onaitis suggests strategies and tactics that small companies can use to balance the power. She also works through smaller details -- sizing up the people on the other side, using cultural differences and mastering key presentation skills. Success in small business means knowing what to say and how to say it in order to get what you want. Negotiate Like the Big Guys shows how to attain results.
 

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Contenido

Moving Away from the Traditional Approach
19
Various Negotiation Styles
39
Mastering Adversarial Negotiation
61
Collaborative Negotiation
89
Anticipating and Handling Price Pressure
105
Negotiating Etiquette Letters Faxes and EMail
133
How to Handle Lying and Dishonesty
149
Alliances The New Rules
167
Human Factors Nationality Ethnicity and Gender
193
Dealing with Differences in Corporate Culture
207
How to Prepare for a Big Negotiation
217
APPENDICES
235
INDEX
273
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Página 17 - You gain strength, courage and confidence by every experience in which you really stop to look fear in the face. You are able to say to yourself, "I lived through this horror. I can take the next thing that comes along." . . . You must do the thing you think you cannot do.
Página 25 - The traditional way to think about competition is in terms of offers and markets. Your product or service goes up against that of your competitor, and one wins.

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