Getting to We [electronic resource] : Negotiating Agreements for Highly Collaborative Relationships /
Nyden, J.author.
Vitasek, K.author.
Frydlinger, D.author.
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.
Description based upon print version of record.
Cover; Half-Title; Title; Copyright; Dedication; Contents; 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 BenefitSECTION IV LIVING AS WE; Chapter 9. Step 5: Relationship Management; Chapter 10. The Power of We; Conclusion We Are All Winners; Acknowledgments; Notes; Index
Includes bibliographical references and index.
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.
Organization.
Planning.
Operations research.
Decision making.
Leadership.
Behavioral economics.
Management.
Organization.
Operations Research/Decision Theory.
Business Strategy/Leadership.
Behavioral/Experimental Economics.
Management.