Teams and Social Norms

I’ve talked about the need for establishing guiding principles—or social norms—for negotiating and operating strategic contract relationships but Social norms are applicable and important for company team dynamics Click To Tweet . It’s important that the norms embodied in the “what’s in it for we?” contract negotiation process be firmly embedded throughout the organization, or […]

It’s All Personal!

It’s time to bury that old excuse for bad or questionable behavior in business – you know, the one where the executive “kindly” remarks after stepping all over someone, “It’s not personal, it’s just business.” At the International Association of Outsourcing Professionals (IAOP) conference this week I was sitting in on a session on negotiation […]

Have Faith While Walking the Walk

We’re all on journeys both in our personal and business lives. It’s a cliché to say that life is a journey, but it’s also a basic truth. These thoughts come to mind after recently watching The Way, starring the wonderful Martin Sheen. The movie is an inspirational story about family, friends, and the challenges we […]

Developing a Shared Vision and Guiding Principles

Getting to We is a process. After partners assess the levels of trust and compatibility between them and agree that there is enough trust and compatibility, they are ready to move on to the next step in the process: developing a shared vision for the relationship. It is vital that the parties view each other […]