A recent call from a good friend reminded me of Hamlet's Dillema: "To be or not to be?" But this time the context was less phyosophycal and more "down to earth": a business negotiation. And it is excellent example of winning negotiations with little power!In brief, here is the background of the situation: the Romanian subsidiary of my friend's company (let's call it "THE Service Provider") has been struggling for some time getting into a "green P/L" and his local team was (understandably so!) very stressed. When a high-budgetclient (let's call them "The White Knight") approached THE Service Provider looking for a 1-year collaboration contract, the team was very excited…