協働的関係のための交渉術 Getting to We : Negotiating Agreements for Highly Collaborative Relationships

Nyden, Jeanette/ Vitasek, Kate/ Frydlinger, David

Palgrave Macmillan（2013/08発売）

• 製本 Hardcover:ハードカバー版／ページ数 235 p.
• 言語 ENG
• 商品コード 9781137297181
• DDC分類 658.4052

Full Description

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.

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