You are the CEO for Inland Architects. You firm is well established in Southern California and has a reputation as providing high quality work. Your rates reflect this high quality; they're above the average rate in the area but they're not exorbitant. This is your first significant opportunity to work for a major telecom company. You would really like to close this deal. You believe that this contract could be a stepping stone to other lucrative telecom work. You've heard Big Corp is a tough negotiator and seldom gives much on their end of negotiations. You're willing to accept more risk than you nor