Getting to We Negotiating Agreements for Highly Collaborative Relationships

Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.

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

Kate Vitasek is the founder and managing partner of Supply Chain Visions, a Washington consulting firm that specializes in supply-chain strategy and education. She is a faculty member at the University of Tennessee's Center for Executive Education and she teaches MBA classes on performance management and lean supply chains at Wright State University. Vitasek also teaches seminars for the Warehouse Education Research Council and is on the peer review board for the Journal of Business Logistics.

Jeanette Nyden, J.D., author, educator and attorney, is a recognized thought leader and negotiation expert. Nyden authored Negotiation Rules! A Practical Approach to Big Deal Negotiations and co-authored The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements. In 2002, Nyden founded Nyden & Co, a boutique consulting and training company. Nyden has worked with companies to help them structure and negotiate high performing partnerships including companies, such as Microsoft, Union Pacific Railroad, Jones Lang LaSalle, Esterline Corporation, and T-Mobile.

David Frydlinger is an attorney and head of the group for Strategic Contracts at Lindahl law firm in Sweden and is the author of a Swedish book on how to write and negotiate commercial contracts. He works mainly for companies in the ICT sector, drafting and negotiating outsourcing and other complex commercial contracts. Frydlinger holds a masters degree in sociology.