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Getting to We

Negotiating Agreements for Highly Collaborative Relationships

Ingenaaid Engels 2013
Verkooppositie 4654
Verwachte levertijd ongeveer 8 werkdagen


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.


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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 Benefit SECTION IV LIVING AS WE Chapter 9 Step 5: Relationship Management Chapter 10 The Power of We Conclusion Acknowledgments Notes Index

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        Getting to We