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Ask The Negotiator

John Baker

Ask the Negotiator is designed to afford our readers with the opportunity to ask questions about any aspect of negotiations and provide them with answers from experienced negotiators in future editions of the magazine. Please direct your questions to John Baker at [email protected]. We will only publish your first name or the nom de plume you suggest along with your country when your question is published. Your question will be answered either by John Baker or by a member of The Negotiator Magazine’s growing list of outside negotiation resources.

John Baker has well over thirty years of active negotiating experience in educational, (USA) Fortune 100 corporations and small business companies. He has negotiated collective bargaining agreements both for unions and for management. Dr. Baker’s experience includes agreements across a broad range of negotiation areas, including marketing alliances, purchase and sales contracts, acquisitions, joint ventures, non-profit and government services agreements and even the peaceful conclusion of student protest sit-ins on more than one occasion. He holds a Ph.D. from Case Western Reserve University (USA).

And now, this month’s letter…

Small vs. Large Business: Equalizing the Negotiations Playing Field…

From: Paul, USA

Dear Negotiator:

Our firm, approximately 100 employees, has been in discussions with a major corporation for some months for what looks to be a new business relationship with a great business opportunity along with equally big risks for us. It appears we are close to entering contract negotiations with this firm. It will be a complex deal and I expect some lengthy negotiations. What advice would you offer us as a small firm in negotiating with a giant? Our executive team is already stretched about as far as it can go and we are concerned about using these resources most efficiently for the negotiations. Any guidance you may provide would be very valuable.

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