Link: How to Negotiate with Someone More Powerful than You – Carolyn O’Hara – Harvard Business Review

How to Negotiate with Someone More Powerful than You – Carolyn O’Hara – Harvard Business Review

Ben Koeneker knew the odds were stacked against him. Then the head of business development for a midsize Midwest telecom company, he was trying to convince Siemens, the multibillion-dollar electronics conglomerate, to give his firm an exclusive distribution contract for a new business communications product.  At the time, his $28 million company was known more for refurbishing than distribution. “We were tiny,” he says. “We were the ant shouting at the elephant.”
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