Susan Onaitis's Negotiate like the big guys: how small and mid-size PDF

By Susan Onaitis

ISBN-10: 156343167X

ISBN-13: 9781563431678

A well timed and entire source for profitable deal-making.

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Extra resources for Negotiate like the big guys: how small and mid-size companies can balance the power in dealing with corporate giants

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Susan Onaitis, New York February 1999 Page vi Negotiate Like the Big Guys Table of Contents Acknowledgments v Introduction: David vs. Goliath: Power and Negotiation 1 Chapter 1: Moving Away from the Traditional Approach 19 Chapter 2: Various Negotiating Styles 43 Chapter 3: Mastering Adversarial Negotiating 67 Chapter 4: Collaborative Negotiation 97 Chapter 5: Anticipating and Handling Price Pressure 115 Chapter 6: Negotiating Etiquette: Letters, Faxes and E-mail 145 Chapter 7: How to Handle Lying and Dishonesty 163 Chapter 8: Alliances The New Rules 183 Chapter 9: Human Factors: Nationality, Ethnicity and Gender 213 Chapter 10: Dealing with Differences in Corporate Culture 229 Conclusion: How to Prepare for a Big Negotiation 239 Appendices 261 Index 301 Page 1 Introduction David vs.

There is a whole new dance of negotiating going on out in the business world because parties who used to think of themselves as competing are now discovering the dance floor is bigger if you join forces rather than glare across the room. So you have the Intels of the world dancing with the Microsofts of the world. And IBM doing a jig with Apple. And GM joining forces with Household Bank. All of a sudden, competitors are holding hands and unlikely matches are springing up all over the business community.

If you are buying a home and don't particularly care about the relationship with the realtor, that attitude is fine. But if you are negotiating a business deal with a customer, partner or competitor, it doesn't make good sense for the long term. Mazda Motors first introduced the Miata roadster in the early 1990s. The little convertible quickly became one of the hottest-selling cars in the American market. Mazda couldn't produce the things fast enough to satisfy the public's demand. The scarcity may have been good PR, but it was actually bad for Mazda, which missed some sales because of the shortage.

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Negotiate like the big guys: how small and mid-size companies can balance the power in dealing with corporate giants by Susan Onaitis


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