Getting to We
Negotiating Agreements for Highly Collaborative Relationships
(Sprache: Englisch)
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...
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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.
Klappentext zu „Getting to We “
Current negotiation practices are outdated and do businesses more harm than good. It's time for a change.For years, businesses have worked under the assumption that the goal of negotiation is simply to get the deal. 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.
From the team that developed the Vested business model for highly collaborative relationships and experts in the field of negotiation, this innovative book provides both sides of the negotiation table with the tools they need to create mutual, long-lasting, successful business relationships in today's new business world.
Inhaltsverzeichnis zu „Getting to We “
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
Bibliographische Angaben
- Autoren: J. Nyden , K. Vitasek , D. Frydlinger
- 2013, 2013., 235 Seiten, 13 Abbildungen, Maße: 23,5 cm, Gebunden, Englisch
- Verlag: Palgrave Macmillan
- ISBN-10: 1137297182
- ISBN-13: 9781137297181
Sprache:
Englisch
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