Getting to We

Kate Vitasek is the founder and managing partner of Supply Chain Visions, a Washington consulting firm that specializes in supply-chain strategy and education. She is a faculty member at the University of Tennessee's Center for Executive Education and she teaches MBA classes on performance management and lean supply chains at Wright State University. Vitasek also teaches seminars for the Warehouse Education Research Council and is on the peer review board for the Journal of Business Logistics.Jeanette Nyden, J.D., author, educator and attorney, is a recognized thought leader and negotiation expert. Nyden authored Negotiation Rules! A Practical Approach to Big Deal Negotiations and co-authored The Vested Outsourcing Manual: A Guide to Creating Successful Business and Outsourcing Agreements. In 2002, Nyden founded Nyden & Co, a boutique consulting and training company. Nyden has worked with companies to help them structure and negotiate high performing partnerships including companies, such as Microsoft, Union Pacific Railroad, Jones Lang LaSalle, Esterline Corporation, and T-Mobile.David Frydlinger is an attorney and head of the group for Strategic Contracts at Lindahl law firm in Sweden and is the author of a Swedish book on how to write and negotiate commercial contracts. He works mainly for companies in the ICT sector, drafting and negotiating outsourcing and other complex commercial contracts. Frydlinger holds a masters degree in sociology.

"Getting to We is a must read for anyone needing to create strategic or long term relationships. Readers will find a clear, well-researched step-by-step approach and invaluable tools for developing fair and sustainable relationships." - George T. Nierenberg, President, The Negotiation Institute 'Getting to We provides a practical framework for how organizations can create highly collaborative, win-win relationships with their trading partners. Many companies talk about wanting more collaborative relationships but aren't sure what to do. Finally, a step-by-step guide that shows you how to do it.' - Katherine Kawamoto, Vice President, International Association for Commercial and Contract Management 'Our company WWT has learned firsthand the true power of a sincere 'What's in it for We' mindset in developing our business relationships.' - David L. Steward, Chairman, World Wide Technology 'A timely and critically important reminder: when the value of a deal comes from its effective implementation, we must negotiate it in a way that both creates value and builds a good working relationship.' - Daniel Ertel, Partner, Vantage Partners Inc. 'Getting to We provides a common sense, yet well-researched approach to a negotiating successful relationships. If you have found yourself feeling like you're banging your head against a wall during negotiations, or have trouble building long term value, then this book is a great place to start looking for answers.' - Edward J. Hansen, Partner Baker & McKenzie LLP

• 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 Benefit SECTION IV LIVING AS WE Chapter 9 Step 5: Relationship Management Chapter 10 The Power of We Conclusion Acknowledgments Notes Index