Negotiate like the big guys: how small and midsize companies can balance the power in dealing with corporate giants

Format:

Book

Author/Creator:

Onaitis, Susan, Author.

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (281 pages)

Edition:

1st ed.

Place of Publication:

[Place of publication not identified] Silver Lake Publishing 1998

Language Note:

English

Summary:

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 directly than ever. How can a company with one or two principals come to the negotiating table on an even footing with a staff of lawyers, accountants and executives? Author Susan Onaitis offers several options. In this book, she suggests various 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-that can help. Susan Onaitis is a principal of Global Learning Link, a New York-based company that trains corporate executives in professional development skills.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Description based on publisher supplied metadata and other sources.

ISBN:

9786611040024

0-585-04410-4

OCLC:

1011228700