J. Nyden, K. Vitasek, D. Frydlinger

Getting to We (eBook, PDF)

Negotiating Agreements for Highly Collaborative Relationships

• Format: PDF

Produktbeschreibung

Produktdetails

• Verlag: Palgrave Macmillan US
• Erscheinungstermin: 9. September 2013
• Englisch
• ISBN-13: 9781137344151
• Artikelnr.: 40060112

Autorenporträt

Inhaltsangabe

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List of Figures Introduction Chapter 1. What are you G-E-T-T-I-N-G To? SECTION I STEP 1: ESTABLISH A FOUNDATION OF TRUST, TRANSPARENCY AND COMPATIBILITY Chapter 2. Trust Chapter 3. Transparency and Compatibility SECTION II A SHARED VISION AND COMMON GUIDING PRINCIPLES Chapter 4. Step 2: Creating a Shared Vision Chapter 5. Step 3: Establishing the Six Essential Relationship Principles SECTION III STEP 4: NEGOTIATING AS WE Chapter 6 Four Rules for Collaborative Negotiations Chapter 7 WIIFWe Styles, Strategies and Tactics Chapter 8 Negotiating Money for Mutual Benefit SECTION IV LIVING AS WE Chapter 9 Step 5: Relationship Management Chapter 10 The Power of We Conclusion Acknowledgments Notes Index

Rezensionen

"Getting to We is a must read for anyone needing to create strategic or long term relationships. Readers will find a clear, well-researched step-by-step approach and invaluable tools for developing fair and sustainable relationships." - George T. Nierenberg, President, The Negotiation Institute

'Getting to We provides a practical framework for how organizations can create highly collaborative, win-win relationships with their trading partners. Many companies talk about wanting more collaborative relationships but aren't sure what to do. Finally, a step-by-step guide that shows you how to do it.' - Katherine Kawamoto, Vice President, International Association for Commercial and Contract Management

'Our company WWT has learned firsthand the true power of a sincere 'What's in it for We' mindset in developing our business relationships.' - David L. Steward, Chairman, World Wide Technology

'A timely and critically important reminder: when the value of a dealcomes from its effective implementation, we must negotiate it in a way that both creates value and builds a good working relationship.' - Daniel Ertel, Partner, Vantage Partners Inc.

'Getting to We provides a common sense, yet well-researched approach to a negotiating successful relationships. If you have found yourself feeling like you're banging your head against a wall during negotiations, or have trouble building long term value, then this book is a great place to start looking for answers.' - Edward J. Hansen, Partner Baker & McKenzie LLP