|
|
Article: Captain of the port. (Port of Long Beach Executive Director Steve Dillenbeck)
- Article from:
- Los Angeles Business Journal
- Article date:
- October 10, 1994
- Author:
CopyrightCOPYRIGHT 1994 CBJ, L.P. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
Port of Long Beach chief Steve Dillenbeck knows how to drive a hard bargain but also knows the value of negotiation
Steve Dillenbeck, executive director of the Port of Long Beach, says he loves to negotiate. And that's probably a good thing, considering he's one of the port's two chief negotiators, as well as overseer of its 300 staffers and $417 million annual budget.
He drives a hard bargain, squeezing parties with whom the port is negotiating -- usually without those parties even realizing they're being squeezed.
"What you try and do is give them a dime and take a dollar. They're tickled they've got the dime, and they don't know they've given you ...