Negotiate Like the Big Guys: How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants
Silver Lake Publishing, 1999 - 306 頁
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.
讀者評論 - 撰寫評論
adversarial negotiating agree agreement alliance Amplicon approach bargaining big companies Bradley Brentwood can’t claim client collaborative negotiating communication company’s competitive concessions consultant contract cop/bad cop corporate costs covenant culture DaimlerChrysler Datacrats deal dealer Dean Witter decisions Deere doesn’t 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 party’s percentage rent person person’s position preparation 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 things tion trust Wal-Mart walk WAPA
第 17 頁 - 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.