Getting to We: Negotiating Agreements for Highly Collaborative Relationships

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en Limba Engleză Hardback – 21 Aug 2013
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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ISBN-13: 9781137297181
ISBN-10: 1137297182
Pagini: 248
Ilustrații: 13 figures
Dimensiuni: 155 x 235 x 20 mm
Greutate: 0.53 kg
Ediția: 2013
Editura: Palgrave Macmillan US
Colecția Palgrave Macmillan
Locul publicării: New York, United States


"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 deal comes 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