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. |
Contents
INTRODUCTION | 3 |
CHAPTER 1 | 19 |
Various Negotiating Styles | 39 |
CHAPTER 3 | 61 |
CHAPTER 4 | 89 |
CHAPTER 5 | 105 |
Letters Faxes | 133 |
CHAPTER 7 | 149 |
AlliancesThe New Rules | 167 |
CHAPTER 9 | 193 |
CHAPTER 10 | 207 |
APPENDICES | 235 |
INDEX | 273 |
Common terms and phrases
adversarial negotiating agree agreement alliance Amplicon Apple Computer approach bargaining big companies Bradley Brentwood claim client collaborative negotiating communication competitive concessions consultant contract cop/bad cop corporate costs covenant culture DaimlerChrysler Datacrats deal dealer Dean Witter decisions Deere e-mail employees entrepreneurs expertise feel FEMA Fortune 500 Gardiner give goal going gotiating Hattiesburg idea important incentive fee Internet involved issue Japanese John Sculley joint venture large companies lease Levin look markets meeting ment Microsoft Midcon Miniter ness offer Ohio opponent outcome pany partner party percentage rent person position preparation Prisoner's Dilemma problem product or service questions Rauh Rubber Ray Noorda relationship says Scotchlite selling Shawmut side simply skills small business owners small companies solutions someone style tactics talk things tion trust Wal-Mart walk WAPA