Negotiate Like the Big Guys: How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate GiantsAs 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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Contents
| 19 | |
| 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 |
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Bibliographic information
| Title | Negotiate Like the Big Guys: How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants |
| Author | Susan Onaitis |
| Publisher | Silver Lake Publishing, 1999 |
| ISBN | 156343167X, 9781563431678 |
| Length | 306 pages |
| Export Citation | BiBTeX EndNote RefMan |