In her excellent blog Silvana Avinami wrote an article about the fact that it basically is equal from a negotiation perspective whether you are representing a small or large company. It all drills down to preparation and to do that well, Silvana includes 5 basic preparation elements to “keep your cool in the heat of the deal”.
It reminds me of the saying “Those who forget to prepare, are preparing to be forgotten”
Don’t come anywhere near a negotation without first making sure that you’re standing in the seat of power. Otherwise you risk being dragged – by your own lack of positioning.
