Susan Onaitis - Negotiate like the big guys: how small and mid-size companies can balance the power in dealing with corporate giants
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Negotiate like the big guys: how small and mid-size companies can balance the power in dealing with corporate giants
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How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants
Susan Onaitis
First Edition
Silver Lake Publishing Los Angeles, California
title
:
Negotiate Like the Big Guys : How Small and Mid-size Companies Can Balance the Power in Dealing With Corporate Giants
author
:
Onaitis, Susan.
publisher
:
Silver Lake Publishing
isbn10 | asin
:
156343167X
print isbn13
:
9781563431678
ebook isbn13
:
9780585044101
language
:
English
subject
Negotiation in business.
publication date
:
1999
lcc
:
HD58.6.O53 1999eb
ddc
:
658.4052
subject
:
Negotiation in business.
Page iv
Negotiate Like the Big Guys How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants First edition, 1999 Copyright 1999 by Susan Onaitis
Silver Lake Publishing 1025 Hyperion Avenue Los Angeles, CA 90027
Negotiate Like the Big Guys is the latest title in Silver Lake Publishing's "Taking Control" series for business owners. For a list of other publications or for more information from Silver Lake Publishing, please call (888) 663-3091.
All rights reserved. No part of this book may be reproduced, stored in a retrieval system or transcribed in any form or by any means (electronic, mechanical, photocopying, recording or otherwise) without the prior written permission of Silver Lake Publishing.
Library of Congress Catalog Number: pending
Onaitis, Susan Negotiate Like the Big Guys How Small and Mid-size Companies Can Balance the Power in Dealing with Corporate Giants Includes index Pages: 306
ISBN: 1-56343-167-X Printed in the United States of America.
Page v
Acknowledgments
Many people generously shared their time, expertise, anecdotes, advice, and support to make this book happen. I'd like to especially thank the following people:
Kenfor his 30 years of support and love, and his often expressed belief that I can do anything I set my mind to;
Nancy Hightshoefor recommending me to the editors at Silver Lake and for her encouragement and faith;
Angela Moorefor advice and expertise early in my career that helped me negotiate my own employment contracts;
Broadmoor Professional Women's Poker Clubfor helping me recognize the link between being a good poker player and an effective negotiator;
Al Smithfor putting me in touch with a network of people who gave generously of their time and experience;
Sterling "Bud" Dimmittfor ideas and entrepreneurial spirit;
Carmen Dubrocfor gender expertise;
Viva Knightfor the Kuwait anecdote;
Steve Zuckermanfor making me bend my own negotiating rules and reminding me why I shouldn't do it again;
Lois Ebinfor being a savy international deal maker;
Catherine Steinfor helping me practice what I preach;
Myrna Socolfor good anecdotes, advice, and support;
Carol Greenfor labor/management views;
Cindy Allaffor a new view of labor/managment negotiations;
Briana Joy Beveridgea mentee who taught me more than she will know;
Isabel Kersenfor naming the book, continued support and encuragement;
Beth Phillipsfor international expertise;
all clients with whom I have negotiatedfor the experience it gave me necessary to write this book and teach the skills of negotiating.
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. Goliath: Power and Negotiation
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