The Problem with Supplier Trust

The problem with trust when it comes to suppliers is that they probably supply many different companies, perhaps even your competitors – so how do you trust them? But have you stopped to think the reverse is also true: how can suppliers trust their buyers? This is a situation as old as the buyer-supplier relationship […]

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 […]

…Then You Win

“First, they ignore you, then they laugh at you, then they fight you, then you win.” The quote is attributed to Mahatma Gandhi, and I wanted to share it because I believe it is relevant to the Vested business model, and the way negotiations should go in a non-violent/nonconfrontational environment. The “ignore” part is the […]

The Rise of the Dinobots

For now, the human element is an essential part of negotiating collaborative and shared-value contract relationships.

What Do You Have to Hide?

People who have nothing to hide, hide nothing. Click To Tweet The thought might be a bit uncomfortable around tax time, or if you’re Donald Trump – but it’s also true on a very basic level. If you have nothing to hide, why do you do it? Image: Hiding by Dave Bowen via Flickr CC

Outsource Magazine — March 2017

Paul J. Zak: doing the math on trust Article by Kate Vitasek published in Outsource Magazine on 27 March 2017 Paul J. Zak is answering age-old questions about the evolutionary and scientific – actually neuroscientific – basis for identifying and establishing trust. For example, why do people trust each other in the first place? Is […]

Christmas Stocking Stuffers

What are professionals with a Vested frame of mind looking for as they place their Christmas stocking on the fireplace mantle this year? Here are some of the items I hope Santa will seriously consider leaving for procurement, outsourcing and supply chain professionals to prepare them for the post-Brexit, new-Globalization, and Trump World eras: A […]

The Power of Ts and Cs – Squared

At the International Association for Contract and Commercial Management (IACCM) conference last week a speaker mentioned that the contracting community needs to rethink standard contract Terms and Conditions—or Ts and Cs. He challenged the group think about “squaring” them to include Trust and Collaboration, as in T2 and C2. Why? Because contracting remains stuck in the […]

Good Relationships are Good Business

What do you want most out of life, or in other words, what will make you happiest? Most people will say wealth, followed closely by fame – but according to psychiatrist Robert Waldinger, they are mistaken. As the fourth director of the 75-year-old Harvard Study of Adult Development, one of the most comprehensive longitudinal studies […]

Trust = Profit

Getting trust aligned and embedded in your commercial relationships takes you to that simple equation. Trust = Profit. Why? There’s nothing quite like trust to enable businesses to work smoothly. Click To Tweet Trust is the essential ingredient for organizations to feel good about investing in value creation and innovation, which are needed for long-term […]