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 where it belongs: viewing the relationship as the substance of the deal, not merely a ‘once and done’ transaction.”
From the book jacket:
For years, businesses have worked under the assumption that the goal of negotiation is simply to get the deal. Hundreds of books have been written on “getting to yes, “getting past no,” and “getting more”…the prevalent assumption being “Get a signature, and you’re done.”
But this narrows the focus down strictly to the strategies and tactics needed to negotiate this deal, this time, under this set of terms — with no thought for the future.
From the team that developed the Vested® business model for highly collaborative relationships and experts in the field of negotiation, this 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.
Watch as Kate and Jeanette discuss the following questions:
- What is the main difference between negotiating a deal and the foundation of a relationship?
- Why are trust, transparency, and compatibility so important to highly collaborative relationships?
- How is Getting to We different from Vested? Or is it the same thing?
- When should the Getting to We process be used? How do you get started?
If you have a question or comment for Kate and Jeanette, post it below and keep the conversation going!