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Author Nyden, Jeanette, author.

Title Getting to we : negotiating agreements for highly collaborative relationships / Jeanette Nyden, Kate Vitasek, and David Frydlinger.

Publication Info. New York, NY : Palgrave Macmillan, 2013.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource (viii, 235 pages) : illustrations
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Note Print version record.
Bibliography Includes bibliographical references (pages 223-230) and index.
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.
Subject Negotiation in business.
Interpersonal relations.
Organizational behavior.
BUSINESS & ECONOMICS -- Industrial Management.
BUSINESS & ECONOMICS -- Management Science.
BUSINESS & ECONOMICS -- Organizational Behavior.
Interpersonal relations. (OCoLC)fst00977397
Negotiation in business. (OCoLC)fst01035573
Organizational behavior. (OCoLC)fst01047801
Genre/Form Electronic books.
Added Author Vitasek, Kate, author.
Frydlinger, David, author.
Other Form: Print version: Nyden, Jeanette. Getting to we. First edition. New York, NY : Palgrave Macmillan, 2013 9781137297181 (DLC) 2013003785 (OCoLC)827724376
ISBN 9781137344151 (electronic bk.)
1137344156 (electronic bk.)
9781137297181 (alk. paper)
1137297182 (alk. paper)
Standard No. AU@ 000056094894
DEBBG BV043620672

Available items only