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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Page 6
They may often feel powerless in the face of the demands of current and potential customers, and may cave in because they feel the other party has all the power. But this is all perception, which is often...mostly ...projection.
They may often feel powerless in the face of the demands of current and potential customers, and may cave in because they feel the other party has all the power. But this is all perception, which is often...mostly ...projection.
Page 7
Power has many sources and if you can determine the source of the other party's power, you can be prepared to deal with it more effectively. Many people misunderstand power and make assumptions about it that aren't true.
Power has many sources and if you can determine the source of the other party's power, you can be prepared to deal with it more effectively. Many people misunderstand power and make assumptions about it that aren't true.
Page 8
In a negotiation, the misuse of power can force the parties into adversarial negotiating, which, can be damaging to the long-term relationship between the parties. However, using power effectively can help the parties come to a ...
In a negotiation, the misuse of power can force the parties into adversarial negotiating, which, can be damaging to the long-term relationship between the parties. However, using power effectively can help the parties come to a ...
Page 24
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 ...
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 ...
Page 25
What is required is open, honest communication between parties who are attacking a problem, not each other. The definition of customer has also changed and with it 25 CHAPTER 1: MOVING AWAY FROM THE TRADITIONAL APPROACH.
What is required is open, honest communication between parties who are attacking a problem, not each other. The definition of customer has also changed and with it 25 CHAPTER 1: MOVING AWAY FROM THE TRADITIONAL APPROACH.
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Table des matières
| 19 | |
| 39 | |
| 61 | |
Collaborative Negotiation | 89 |
Anticipating and Handling Price Pressure | 105 |
Negotiating Etiquette Letters Faxes and EMail | 133 |
How to Handle Lying and Dishonesty | 149 |
Alliances The New Rules | 167 |
Human Factors Nationality Ethnicity and Gender | 193 |
Dealing with Differences in Corporate Culture | 207 |
How to Prepare for a Big Negotiation | 217 |
APPENDICES | 235 |
INDEX | 273 |
Expressions et termes fréquents
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
Fréquemment cités
Page 17 - 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.
Page 121 - Unfair methods of competition and unfair or deceptive acts or practices in the conduct of any trade or commerce are hereby declared unlawful.
Page 120 - Is a contract to pay compensation for services rendered in negotiating a loan, or in negotiating the purchase, sale, exchange, renting or leasing of any real estate or interest therein, or of a business opportunity, business, its good will, inventory, fixtures or an interest therein, including a majority of the voting stock interest in a corporation and including the creating of a partnership interest.
Page 174 - A joint venture exists when there is "an agreement between the parties under which they have a community of interest, that is, a joint interest, in a common business undertaking, and understanding as to the sharing of profits and losses, and a right of joint control.
Page 174 - A joint venture is an undertaking by two or more persons jointly to carry out a single business enterprise for profit.
Page 25 - The traditional way to think about competition is in terms of offers and markets. Your product or service goes up against that of your competitor, and one wins.
Page 48 - The information exchanged in the second stage of business negotiations regards the parties...
Page 168 - Drucker (1995) has suggested that the greatest change in the way business is being conducted is in the accelerating growth of relationships based not on ownership but on partnership.
Informations bibliographiques
| Titre | Negotiate Like the Big Guys: How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants |
| Auteur | Susan Onaitis |
| Éditeur | Silver Lake Publishing, 1999 |
| ISBN | 156343167X, 9781563431678 |
| Longueur | 306 pages |
| Exporter la citation | BiBTeX EndNote RefMan |