The Fine Art of Negotiation

Negotiation Takeaways: The What’s In It for We (WIIFWe) paradigm shift asks negotiating, on-the-fence companies to reach an agreement that solves business challenges while creating market value. Getting to We Wikidata requires both parties to...


Traditional negotiating practices undermine trust and rapport between two companies at all levels. Mistrust doesn’t evaporate when the ink on the paper dries—if anything, it continues to fester. The unintended consequences of contentious negotiation practices means neither company has any incentive to work with the other company’s representatives in a transparent, authentic manner to achieve extraordinary financial results. Since traditional negotiation theory encourages people to get to “yes” with the underlying principle to get the best deal for their organization, business people can’t wrap their minds around sitting side-by-side to co-create value day-in and day-out.

It is nearly impossible to enter into a highly cooperative relationship to create value if both companies send in their negotiators using traditional negotiation tactics. It’s time business partners used a different negotiation approach to reach strategic partnership agreements. The financial upside of Getting to We is transformational as the new negotiating paradigm focuses on creating value, rather than seeking to extract value. Ask yourself: Are you ready to adopt the new way and make a change? The choice is yours.

 

[1] “The Outsourcing Manual: A Guide for Creating Successful Business and Outsourcing Agreements.” Kate Vitasek, New York, 2011.
[2] “Unpacking Oliver: Ten Lessons to Improve Collaborative Outsourcing.” Kate Vitasek, 2010.
[3] “The Outsourcing Manual.” Kate Vitasek, 2010.

About the Author: Jeanette Nyden, J.D., is an educator, speaker and author of “Negotiation Rules! A Practical Approach to Big Deal Negotiations” and co-author of “The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements.”

About the Author: Kate Vitasek, member at the University of Tennessee’s Center for Executive Education, is author of “Vested Outsourcing: Five Rules that will Transform Outsourcing” and “The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements.”

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