When it comes to foreign contract negotiations, being a “bull in a china shop” is a really bad idea, advises Laurie Fitzgerald, convention manager for Smith, Bucklin and Associates Inc., Northbrook, Ill. As manager of the International DB2 Users Group conferences held in Europe and the Asia-Pacific region, she's learned to take negotiations slowly and to explain in detail what she wants and why. “I tell them up front exactly what I'm looking for, what kind of rate I'm looking for, and that ...

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