Assessing Trust and Compatibility in a Business Relationship

Accurately assessing trust and compatibility is not easy. It’s often one-sided: a buying company will evaluate a supplier’s trustworthiness without understanding the supplier’s perceptions of its own trustworthiness. That’s why professors Gerald Ledlow and Karl Manrodt developed the Compatibility and Trust AssessmentTM (CaT) to measure the strength of a business relationship across five dimensions, with […]

Getting to We: It’s All About Trust, Transparency and Compatibility

Getting to We is a book about negotiating. It is not, however, a typical negotiation book when compared to the hundreds of other negotiation books out there. It’s a book that opens the way to developing a new mindset and process for negotiating business relationships where the success of the relationship matters most. And that […]

The 5 Steps of Getting to We

Getting to We is a new approach and mindset for agreement negotiations that leaves the typical “I win, you lose” strategy in the dust. That strategy simply no longer works for the long-term. And it never worked very well for the short-term, either. But if you buy into The Getting to We premise—that highly collaborative […]

Leadership Excellence – Sales and Service Excellence – November, 2013

Getting to We: Negotiating agreements Article in the October 2013 edition of Leadership Excellence – Sales and Service Excellence, by Jeanette Nyden, Kate Vitasek and David Frydlinger. The article is at pages 6 and 7 of the magazine. Here is the link:  

Talking Logistics — October 2013

Getting to We: A Conversation with Kate Vitasek and Jeanette Nyden by Talking Logistics Ready to “walk the talk” on creating highly collaborative business relationships? In this episode, Kate Vitasek and Jeanette Nyden discuss the key points from their recently published book, Getting to We, which “flips conventional negotiation on its head and shifts the perspective to […]

Outsource Magazine — October 2013

Getting to We: Time for a New Negotiating Paradigm Column/blog by Kate Vitasek, Jeanette Nyden and David Frydlinger  If your recent experiences with new or renewal contract negotiations are something akin to visiting the dentist for a root canal, we’d like to introduce you to a much better – and pain-free! – way to go […]

Getting the Deal by Getting to We

When we talk about the doing the deal, the point is to get the deal done, right? To get to yes in the most advantageous way possible for your company—the deal that best serves your specific interest, at the lowest possible cost. And then you move on to the next deal, right? Wrong! That mindset […]

Think Right, Do Right, Add It Up Right!

I had a lively conversation with my good friend, colleague and co-author of The Vested Outsourcing Manual – Jacqui Crawford – who spouted off a wise quip I think is worth paying attention too. “Think right, do right, add it up right!” Those eight words contain a powerful message that’s embodied in the five rules […]

Lawyers Who “Get” the True Nature of Outsourcing

Last time I talked about two lawyers who “get” outsourcing deals as much more than a legal exercise to reduce costs, mitigate liability and avoid risks. With today’s post I’ll follow up with some thoughts on three more, Jeanette Nyden, George Kimball and Jim Groton, and how they also understand the importance of using the […]

Bid Low at Everyone’s Peril

The following is a Guest Post from Jeanette Nyden, author of Negotiation Rules! A Practical Approach to Big Deal Negotiations (on sale at Amazon). She is also a co-author of the next Vested Outsourcing book, scheduled for publication next September. While it’s true that scrambling to be the lowest bidder on a job is a […]