How to negotiate with tough people
Article Abstract:
Managerial accountants often come up against tough negotiators who intend not to give up any ground during an internal audit or other negotiations. A survey of managers reveals certain techniques that tough negotiators use that managerial accountants can employ. Tough negotiators show respect for other tough negotiators and are managed best through an autocratic management style. Tough negotiators typically make tough first demands, and managerial accountants must show that they are willing to wait tough negotiators out. Managerial accountants should never use ranges during negotiations to avoid signaling to tough negotiators that their position is not firm. When dealing with tough negotiators, managerial accountants should use emotions to throw the tough negotiator off balance and not show any emotion themselves.
Publication Name: Management Accounting (USA)
Subject: Business, general
ISSN: 0025-1690
Year: 1991
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Another record breaking year?
Article Abstract:
KPMG Peat Marwick Merger and Acquisition Department co-director Stephen B. Blum believes that 1989 will be another productive year for mergers and acquisitions (M&A), but important factors affecting the market will be regulations passed by Washington. A reduction in capital gains taxes, for example, may increase the number of deals being made. An analysis of factors which make firms attractive M&A target include: firms that are overdiversified; firms that are cash-rich; or firms that are slow-growing. Blum also believes that many acquisitions fail to live up to expectations because of misunderstood purchase agreements, negative public relations, and the departure of valued employees.
Publication Name: Management Accounting (USA)
Subject: Business, general
ISSN: 0025-1690
Year: 1989
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Managing after startup
Article Abstract:
Paychex Inc began as a small, successful startup company in 1971, but experienced its greatest hurdles as it expanded. Paychex Inc went through a series of plateaus during its growth periods, including: startup, consolidation, and expansion. Seventeen years later Paychex employes 1800 people and has $79 million in revenues.
Publication Name: Management Accounting (USA)
Subject: Business, general
ISSN: 0025-1690
Year: 1989
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