Chapter 9Negotiate for Long-Term Success
Negotiations are an integral and common part of our lives—in fact, on any given day we sometimes negotiate without even noticing it. We negotiate with other drivers when changing lanes on a highway, with kids when picking a TV channel, with the boss when asking for a vacation, and, of course, with offshore vendors almost every step of the way during an offshore engagement.
Outsourcing and negotiations go hand in hand, and your ability to negotiate is critical to the success of any offshore engagement. However, while most providers come from a cultural and business background of negotiation, we as the buyers—especially those of us who work in small and midsize companies—usually have little experience ...
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