Take Five Giant Steps to Collaborative Relationships Simply getting the deal done and then moving on to the next one is a lot like treading water – you stay afloat but don’t get very far… Article by Kate Vitasek in SIG’s Inside Sourcing Newsletter, published online 30 July 2015. Here’s the link: http://www.sig.org/newsletter.php?id=9483
Getting to We
Trust is a Two-Way Street
Trust fosters credibility and an environment of communication and integrity.
Halloween and Scary Arts of Negotiation, Collaboration and Innovation
It’s that time of year again. Last year on this date I wrote about Halloween and the scary art of negotiation and how All Hallow’s Eve has some interesting—and often scary correlations to the way we negotiate. Unfortunately the points I made then still apply, although I like to think things are getting better, especially […]
CIO — April 2014
How to Negotiate a Collaborative Outsourcing Deal Interview with Kate Vitasek, published online by CIO on 25 April 2014. You say you want more from your IT outsourcing service provider, yet you fall back on the same old negotiating tactics. To find out how to develop a more collaborative relationship with service providers, CIO.com talked […]
Supply Chain Brain – February 2014
Get Supplier Relationships Right, Then Maintain Them Article by Kate Vitasek, published on Feb 25, 2014 Analyst Insight: If the wheels on your vehicle are out of alignment, you’re in for a rough and inefficient ride. The same holds true for businesses. Alignment, especially in strategic relationships, gets businesses beyond the initial “yes” that sets […]
Avoid Chaos — Don’t Cherry-pick the Rules!
Maybe you saw the “Doberhuahau” Audi car commercial during the Super Bowl. If you are like me – you laughed at it and shared the YouTube link to with those who missed it. But sometimes the more you look at the things, the more it helps you learn. On the surface, the commercial is quite […]
Logistics & Supply Chain World — January 2014
How to regain lost trust and negotiate a highly collaborative relationship Article by Andrew Downard in the January 2014 issue of Logistics & Supply Chain World. It begins on page 32; here’s the link to the entire magazine: http://www.kamikaze.co.in/jan-issue-2014.pdf
Developing a Shared Vision and Guiding Principles
Getting to We is a process. After partners assess the levels of trust and compatibility between them and agree that there is enough trust and compatibility, they are ready to move on to the next step in the process: developing a shared vision for the relationship. It is vital that the parties view each other […]
Assessing Trust and Compatibility in a Business Relationship
Accurately assessing trust and compatibility is not easy. It’s often one-sided: a buying company will evaluate a supplier’s trustworthiness without understanding the supplier’s perceptions of its own trustworthiness. That’s why professors Gerald Ledlow and Karl Manrodt developed the Compatibility and Trust AssessmentTM (CaT) to measure the strength of a business relationship across five dimensions, with […]
Getting to We: It’s All About Trust, Transparency and Compatibility
Getting to We is a book about negotiating. It is not, however, a typical negotiation book when compared to the hundreds of other negotiation books out there. It’s a book that opens the way to developing a new mindset and process for negotiating business relationships where the success of the relationship matters most. And that […]
