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

Edition 1st ed Published Los Angeles, Calif : Silver Lake Pub., ©1999

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Description 1 online resource (306 pages) Contents 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 Notes Print version record Subject Negotiation in business. BUSINESS & ECONOMICS -- Negotiating. Negotiation in business Form Electronic book ISBN 0585044104 9780585044101

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