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

Front Cover
Silver Lake Publishing, 1999 - Art - 306 pages
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.
 

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
Copyright

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