Negotiate Like the Big Guys: How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate GiantsSilver Lake Publishing, 1999 - 306 páginas 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. |
Contenido
| 3 | |
| 19 | |
| 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 |
Términos y frases comunes
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
Pasajes populares
Página 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.
Página 121 - Unfair methods of competition and unfair or deceptive acts or practices in the conduct of any trade or commerce are hereby declared unlawful.
Página 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.
Página 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.
Página 174 - A joint venture is an undertaking by two or more persons jointly to carry out a single business enterprise for profit.
Página 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.
Página 48 - The information exchanged in the second stage of business negotiations regards the parties...
Página 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.
Referencias a este libro
The Elements of Small Business: A Lay Person's Guide to the Financial Terms ... John Thaler Vista previa limitada - 2005 |