Getting to We is a new approach and mindset for agreement negotiations that leaves the typical “I win, you lose” strategy in the dust. That strategy simply no longer works for the long-term. And it never worked very well for the short-term, either. But if you buy into The Getting to We premise—that highly collaborative […]
Getting to We
Leadership Excellence – Sales and Service Excellence – November, 2013
Getting to We: Negotiating agreements Article in the October 2013 edition of Leadership Excellence – Sales and Service Excellence, by Jeanette Nyden, Kate Vitasek and David Frydlinger. The article is at pages 6 and 7 of the magazine. Here is the link: http://tinyurl.com/mvm8fmc
Thinking Through the Negotiation Game
In last week’s Halloween post I wrote about the negotiation I had with my son about his costume. It made me think about some of the downright scary negotiation tactics companies use to help them get a better deal. I did a little researching and ran across Chester L. Karrass’ website, which has a negotiations […]
Halloween and the Scary Art of Negotiation
It’s Halloween. Time for kids to dress up and go trick or treating. Last year Austin (then age 7) went as an artist. This year he insisted he wanted to be an artist again. I was trying to negotiate with him to “be” something more fun (or scary) this year and to “change things up.” […]
Talking Logistics — October 2013
Getting to We: A Conversation with Kate Vitasek and Jeanette Nyden by Talking Logistics Ready to “walk the talk” on creating highly collaborative business relationships? In this episode, Kate Vitasek and Jeanette Nyden discuss the key points from their recently published book, Getting to We, which “flips conventional negotiation on its head and shifts the perspective to […]
Outsource Magazine — October 2013
Getting to We: Time for a New Negotiating Paradigm Column/blog by Kate Vitasek, Jeanette Nyden and David Frydlinger If your recent experiences with new or renewal contract negotiations are something akin to visiting the dentist for a root canal, we’d like to introduce you to a much better – and pain-free! – way to go […]
Getting the Deal by Getting to We
When we talk about the doing the deal, the point is to get the deal done, right? To get to yes in the most advantageous way possible for your company—the deal that best serves your specific interest, at the lowest possible cost. And then you move on to the next deal, right? Wrong! That mindset […]
Taking Stock of Getting to We
Earlier this month I had the opportunity and great privilege to chat briefly with Pimm Fox on Bloomberg Radio’s Taking Stock program about the publication of our latest Vested book, Getting to We. To say that I’m enthusiastic about this book and its paradigm-shifting approach to the process of negotiating agreements is a distinct understatement. […]
Partnering Strategies Matter—Big Time!
If you’ve been reading this blog for any amount of time, my feelings about the importance of true partnerships in business relationships are obvious. It’s no surprise to find more and more companies jumping on the “partnership” and “collaboration” bandwagon. A recent report from IBM Center for Applied Insights, “Why partnering strategies matter,” underscores the […]
Stalling Might Work in Basketball, Not in Partnerships
If you’re a college basketball fan—and who isn’t during March Madness?— you’ve probably heard of the four corners offense, a stalling strategy designed to ensure victory for the team using this type of offense. For the uninitiated, four players would stand at the corners of the offensive half-court while the fifth would dribble the ball in the middle—endlessly. The […]
