As Vested continues to evolve, its core “What’s In It For We” (WIIFWe) mindset finds a new application in that of business negotiation.
The fifth book project in the Vested series, Getting to We flips conventional negotiation practice on its head to focus on creating successful ongoing relationships rather than traditional “once and done” deals.
In Getting to We, attorney and negotiation expert Jeanette Nyden, architect of the Vested business model Kate Vitasek, and attorney David Frydlinger outline the “Getting to We” process based on a WIIFWe mindset. From helping parties establish a solid foundation of trust, to creating a shared vision based on common principles, to teaching the four collaborative negotiation rules, Getting to We shows companies how they can change the lens through which they view and practice negotiating for strategic relationships.
Drawing on best practices and real examples from companies achieving record results, 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.
What People Are Saying
“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
“A timely and critically important reminder from the Vested team: 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 commonsense yet well-researched approach to 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
Jeanette Nyden, J.D., is a recognized thought leader and negotiation expert. Nyden authored Negotiation Rules! A Practical Approach to Big Deal Negotiations and co-authored The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements. She is an adjunct professor at Seattle University, where she teaches undergrad and master’s negotiation classes, and is program faculty at the University of Tennessee’s Center for Executive Education, where she works on Vested and Collaborative Contracting.
Kate Vitasek is the architect of the Vested business model, a best-selling author, and a faculty member at the University of Tennessee’s Center for Executive Education. Vitasek is also an internationally recognized innovator in the practice of supply chain management and outsourcing. Vitasek and Vested have been featured in over 300 articles in media outlets like Bloomberg, Forbes, Business Week, and The Wall Street Journal, in addition to numerous trade publications.
David Frydlinger is an attorney, head of the group for Strategic Contracts at Lindahl law firm in Sweden, and author of a book on writing and negotiating commercial contracts. He works with companies in the ICT sector on drafting and negotiating outsourcing, as well as other complex commercial contracts. Frydlinger holds a master’s degree in Sociology.