Overview
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Table of contents (12 chapters)
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Front Matter
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Introduction
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What are You G-e-t-t-i-n-g to?
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Step 1: Establish a Foundation of Trust, Transparency, and Compatibility
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Front Matter
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A Shared Vision and Common Guiding Principles
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Front Matter
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Step 4: Negotiating as We
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Front Matter
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Living as We
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Front Matter
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Back Matter
Keywords
About this book
Reviews
"Getting to We is a must read for anyone needing to create strategic or long term relationships. Readers will find a clear, well-researched step-by-step approach and invaluable tools for developing fair and sustainable relationships." - George T. Nierenberg, President, The Negotiation Institute
'Getting to We provides a practical framework for how organizations can create highly collaborative, win-win relationships with their trading partners. Many companies talk about wanting more collaborative relationships but aren't sure what to do. Finally, a step-by-step guide that shows you how to do it.' - Katherine Kawamoto, Vice President, International Association for Commercial and Contract Management
'Our company WWT has learned firsthand the true power of a sincere 'What's in it for We' mindset in developing our business relationships.' - David L. Steward, Chairman, World Wide Technology
'A timely and critically important reminder: when the value of a dealcomes from its effective implementation, we must negotiate it in a way that both creates value and builds a good working relationship.' - Daniel Ertel, Partner, Vantage Partners Inc.
'Getting to We provides a common sense, yet well-researched approach to a negotiating successful relationships. If you have found yourself feeling like you're banging your head against a wall during negotiations, or have trouble building long term value, then this book is a great place to start looking for answers.' - Edward J. Hansen, Partner Baker & McKenzie LLP
About the authors
Jeanette Nyden, J.D., author, educator and attorney, is a recognized thought leader and negotiation expert. Nyden authored Negotiation Rules! A Practical Approach to Big Deal Negotiations and co-authored The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements. In 2002, Nyden founded Nyden & Co, a boutique consulting and training company. Nyden has worked with companies to help them structure and negotiate high performing partnerships including companies, such as Microsoft, Union Pacific Railroad, Jones Lang LaSalle, Esterline Corporation, and T-Mobile.
David Frydlinger is an attorney and head of the group for Strategic Contracts at Lindahl law firm in Sweden and is the author of a Swedish book on how to write and negotiate commercial contracts. He works mainly for companies in the ICT sector, drafting and negotiating outsourcing and other complex commercial contracts. Frydlinger holds a masters degree in sociology.
Bibliographic Information
Book Title: Getting to We
Book Subtitle: Negotiating Agreements for Highly Collaborative Relationships
Authors: Jeanette Nyden, Kate Vitasek, David Frydlinger
DOI: https://doi.org/10.1057/9781137344151
Publisher: Palgrave Macmillan New York
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Palgrave Macmillan, a division of Nature America Inc. 2013
Hardcover ISBN: 978-1-137-29718-1Published: 21 August 2013
eBook ISBN: 978-1-137-34415-1Published: 09 September 2013
Edition Number: 1
Number of Pages: IX, 235
Topics: Organization, Operations Research/Decision Theory, Business Strategy/Leadership, Behavioral/Experimental Economics, Management