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The Truth About Better Decision-Making (Collection), 2/e
book

The Truth About Better Decision-Making (Collection), 2/e

by Robert E. Gunther, William S. Kane, Leigh Thompson, Martha I. Finney
June 2013
Beginner to intermediate content levelBeginner to intermediate
905 pages
13h 15m
English
Pearson
Content preview from The Truth About Better Decision-Making (Collection), 2/e

Truth 40. When negotiations shift from relational to highly transactional

One of my clients, Sam, came to me recently for advice. Sam is the CEO of a small, profitable company that makes highly specialized parts. His key customer is a very large company—which I will call Big Company. For over a decade, Sam has been the supplier for Big Company and enjoyed what he described as a highly personal relationship with the company’s key representatives. Sam was stunned when his long-term customer announced that all future business contracts would be put up for online competitive bid. Sam learned that Big Company had its own website on which wanna-be suppliers would submit bids. Big Company essentially uses this site to get bidders to compete with one ...

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Publisher Resources

ISBN: 9780133445770