How a Global Leader in High Tech Won Crucial Business Business Issue A leading high tech firm was bidding for a crucial outsourcing contract offered by its client, a major automaker. Both global companies were in the Fortune 50 and competition for this business included some of the world's best-known tech firms. Negotiators on the automaker side were known to be particularly skilled and tough, and the high tech firm had formed a huge pursuit team—comprised of scores of internal group leaders—to respond to the automaker's multiple RFPs. The financial stakes for the high tech firm were extremely high; this enterprise client represented a huge investment, and the size and complexity of the business presented the firm with both tremendous opportunity and risk. The high tech firm needed help pu

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