STRATEGIES FOR SMALL ENTERPRISES NEGOTIATING WITH LARGE FIRMS

Stefania Anca Stan

Studies and Scientific Researches. Economics Edition, 2013, issue 18

Abstract: All around the world business is changing. All traditional business practices have been called into question as markets, customers competitors, problems and solutions have changed. As a result, business practices we once took for granted, like traditional negotiating approaches are falling by the wayside in favor of more collaborative, equally beneficial, win-win strategies. A new negotiation paradigm away from negotiating a deal and toward negotiating a relationship is needed for the twenty first century. Business can no longer stay on top by negotiating short term victories. The key to winning unbeatable, long term results is to negotiate solid, long term relationship. Smart business owners are trying to find ways to leverage their assets, and one important way is to negotiate for long - term relationships. Traditional knowledge and skills remain important. Yet global managers can better respond to global demands by learning continuously managing diversity, and developing a global mindset.

Keywords: negotiation; small business; win-win strategies; cross – cultural negotiation (search for similar items in EconPapers)
JEL-codes: M10 (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:bac:fsecub:13-18-32

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