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Practical Solutions to Global Business Negotiations by Claude Cellich

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Chapter 14

Strategies for Small Enterprises Negotiating With Large Firms

Being BIG is no good if your foundation is weak.

—Peter J. Patsula

In recent years, the trend among large firms has been to merge, to form alliances, or to outsource to remain competitive in the global marketplace. Large firms, by contracting out value-added activities to smaller outside suppliers, create greater contacts between large and small enterprises. Because of their size and resources, larger firms tend to obtain more favorable agreements in dealing with smaller ones. Experience shows, however, that negotiators from smaller enterprises, when entering discussions, can improve their outcomes not only by being well prepared but also by being prepared to walk away ...

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