Getting to We: Negotiating Agreements for Highly Collaborative Relationships
December 12, 2013
Current negotiation practices are outdated and do businesses more harm than good… Hundreds of books have been written on ‘getting to yes,’ ‘getting past no,’ and ‘getting more’…the prevalent assumption being ‘Get a signature, and you’re done.’ But this narrows the focus down strictly to the strategies and tactics needed to negotiate this deal, this time, under this set of terms—with no thought for the future. More and more, business success depends on strategic relationships built for an ever-dynamic and interconnected world that will endure long after ‘the deal is done.’ For many organizations, this ongoing relationship is as important as the deal itself. The focus needs to be on developing evolving and mutually beneficial relationships that create shared value, solve mutual problems, and get both parties to a place of ‘we’ rather than the usual ‘us vs. them’ tug of war. Drawing on best practices and real examples from companies achieving record results, Getting to We flips conventional negotiation on its head and shifts the perspective to where it belongs: viewing the relationship as the substance of the deal, not merely a ‘one and done’ transaction.
Getting to We: Negotiating Agreements for Highly Collaborative Relationships, by Jeanette Nyden, Kate Vitasek, and David Frydlinger. New York, NY : Palgrave Macmillan, 2013. 235 p. ISBN 9781137297181
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