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 […]

Agreements Need Champions

Charon_Robert Ragan

Paul V. Weinstein’s recent post on the HBR Blog Network underscores the importance of having a deal “champion” to guide companies to a successful and lasting result. He invokes Greek mythology as an example: Charon, the ferryman who guides souls across the river Styx to the Underworld. Those who do not use his services are forced […]

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 […]