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

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

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Bibliographic Details
Main Author:	Onaitis, Susan
Format:	Electronic eBook
Language:	English
Published:	Los Angeles, Calif : Silver Lake Pub., ©1999.
Edition:	1st ed.
Subjects:	Negotiation in business.
Online Access:	CONNECT

Table of 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.