Getting to We: Negotiating Agreements for Highly Collaborative Relationships

Description

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. Front Matter ....Pages i-ix Introduction (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 1-6 What Are You G-e-t-t-i-n-g To? (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 7-21 Front Matter ....Pages 23-24 Trust (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 25-39 Transparency and Compatibility (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 41-59 Front Matter ....Pages 61-62 Step 2: Creating a Shared Vision (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 63-77 Step 3: Establishing the Six Essential Relationship Principles (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 79-119 Front Matter ....Pages 121-122 Four Rules for Collaborative Negotiations (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 123-134 WIIFWe Styles, Strategies, and Tactics (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 135-154 Negotiating Money for Mutual Benefit (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 155-179 Front Matter ....Pages 181-182 Step 5: Relationship Management (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 183-205 The Power of We (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 207-214 Conclusion We Are All Winners (Jeanette Nyden, Kate Vitasek, David Frydlinger)....Pages 215-217 Back Matter ....Pages 219-235