Leveraging the Power of Procurement Forum 2014

Getting to We Blog Series: Introduction

Not ready to go the whole nine yards and make a commitment to build a Vested relationship with your business partner? Getting to We: Negotiating Agreements for Highly Collaborative Relationships (Jeanette Nyden, Kate Vitasek and David Frydlinger) provides a simple-to-follow five step process that will help any company – regardless of size – establish a […]

Step 1 — Establish a Foundation of Trust, Transparency and Compatibility

The essential first step in establishing Vested’s What’s in it for We (WIIFWe) mindset through the Getting to We Five Step process is to lay a solid foundation of trust, transparency and compatibility. Together, these three components form the building blocks for a win-win business relationship: they must be present in some measure in order […]

Step 2 — Creating a Shared Vision

Companies that successfully set out to Get to We view the relationship itself as the focus of the deal. That’s why Getting to We’s Step 2—Creating a Shared Vision—is essential to lay the foundation for any highly collaborative relationship. Creating a Shared Vision may seem out of context when talking about negotiating, because many books […]

Step 3 – Establishing the Six Essential Relationship Principles

When you are in the thick of a strategic negotiation have you ever stopped to think, “Is it fair?” “Is it ethical?” “If we win this deal point, is it sustainable?” These are not simply “nice” or polite considerations—they are crucial to the Vested WIIFWe (What’s in it for We) mindset and Getting to We […]

Step 4 – Negotiating as We

When most companies think about negotiating, they think about negotiating specific deal points such as the scope of work, pricing, and terms and conditions. Step 4: Negotiating as We, turns conventional negotiating strategies on their head because it begins the negotiating process by negotiating the mechanisms the parties will jointly use as they negotiate specific […]

Step 5 – Living as We/Relationship Management

Once negotiators have negotiated the specific deal points, many might think they are done and it is time to move onto the next deal. Not so fast! The techniques and approaches of Steps 1 through 4 are not enough to live the Vested WIIFWe mindset. Step 5 completes the Getting to We process when the […]

Supply Chain Action Blog — Sept. 2012

On “Vested Outsourcing” Have you ever read something or heard a presentation that crystallized a conceptthat you already thought that you understood at some level? – an experience where the author or speaker codified a principle with a clarity, level of detail, and practical path forward that made it seem like a novel idea? For me, […]

Logistics Management — Sept. 2012

Transportation Best Practices/Trends: 3 rules to change 3PL contracts By Peter Moore, Vice president of Celerant Consulting September 01, 2012 At a recent industry workshop on third-party logistics provider (3PL) contracting, there were about a hundred participants split evenly between buyers and suppliers of services…

Vested: Saying Yes to Innovation from the Inside and the Outside

The latest Vested book, Vested: How P&G, McDonald’s and Microsoft are Redefining Winning in Business Relationships, will hit the street officially next week, and naturally I couldn’t be more excited. All of the Vested books are special of course but this fourth in the Vested series answers a big question—does it work in the real […]