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E-book
Author Nyden, Jeanette, author

Title Getting to we : negotiating agreements for highly collaborative relationships / Jeanette Nyden, Kate Vitasek, and David Frydlinger
Published New York , NY : Palgrave Macmillan, 2013
Online access available from:
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Description 1 online resource (viii, 235 pages) : illustrations
Contents Cover; Half-Title; Title; Copyright; Dedication; Contents; List of Figures; Introduction; Chapter 1. What Are You G-e-t-t-i-n-g To?; SECTION I STEP 1: ESTABLISH A FOUNDATION OF TRUST, TRANSPARENCY, AND COMPATIBILITY; Chapter 2. Trust; Chapter 3. Transparency and Compatibility; SECTION II A SHARED VISION AND COMMON GUIDING PRINCIPLES; Chapter 4. Step 2: Creating a Shared Vision; Chapter 5. Step 3: Establishing the Six Essential Relationship Principles; SECTION III STEP 4: NEGOTIATING AS WE; Chapter 6. Four Rules for Collaborative Negotiations; Chapter 7. WIIFWe Styles, Strategies, and Tactics
Chapter 8. Negotiating Money for Mutual BenefitSECTION IV LIVING AS WE; Chapter 9. Step 5: Relationship Management; Chapter 10. The Power of We; Conclusion We Are All Winners; Acknowledgments; Notes; Index
Summary Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem
Bibliography Includes bibliographical references (pages 223-230) and index
Notes Print version record
Subject Negotiation in business.
Interpersonal relations.
Organizational behavior.
Form Electronic book
Author Vitasek, Kate, author
Frydlinger, David, author
ISBN 9781137344151 (electronic bk.)
1137344156 (electronic bk.)
(alk. paper)
(alk. paper)