Getting to We: The Guiding Principles

There are six relationship principles that drive the Getting to We mindset in both negotiating the relationship and in the subsequent operation of the partnership. These guiding principles tell the parties how to act within the relationship. In earlier posts I’ve talked about the importance of trust and the necessary steps needed to build and […]

Shared Vision and Guiding Principles

Getting to We is a process. After partners assess the levels of trust and compatibility between two partners, and agree that there is enough trust and compatibility, they are ready to move on to the next step in the process: developing a shared vision for the relationship. It is vital that the parties view each […]

Assessing Trust and Compatibility

Accurately assessing trust and compatibility is not easy. It is often one-sided: a buying company will evaluate a supplier’s trustworthiness without understanding the supplier’s perceptions of the buying company’s trustworthiness. That’s why professors Gerald Ledlow and Karl Manrodt developed the Compatibility and Trust Assessment TM (CaT) to measure the strength of a business relationship across […]

TCO vs. TSS: They Serve Different Functions

Recently, a newer employee working in supply chain at a public utility asked me the following: “What is the difference between a Total Cost of Ownership and Total Supplier Spend? We need to cut costs next year and there is a line in the supplier’s scorecard for TCO but I don’t know what it means.” […]

How to Bring Counterpart Redlines to the Law Dept. for Review

Recently I received this email from a coaching client, who is a contract administrator on the buy-side. His concerns and my advice are applicable to sales-side contracting too. How do I intelligently bring the contractor’s exceptions (to our master agreement) to the Law Dept. for review? I have this impression that the Law Dept. wants […]

Getting to We: All About Trust, Transparency and Compatibility

Getting to We is a book about negotiating. It is not, however, a typical negotiation book when compared to the hundreds of other negotiation books. It is a book that opens the way to developing a new mindset and process for negotiating business relationships where it’s the success of the relationship that matters most. And […]

Negotiating Agreements for Highly Collaborative Relationships

It’s time for a new approach and mindset for contract negotiations, time to leave the old me-first, I-win-you-lose strategy far behind, replaced by highly collaborative partnerships. What if the agreement you negotiated was more than just a short-term, legalese-burdened piece of paper specifying a bunch of transactions, terms and conditions, self-interested risk avoidance provisions and […]

The Millennial Leaders Are Coming! Dread or Delight?

I’m not sure how many people are aware that our working world is about to experience a major shift. In the U.S. by 2025, 75% of the workforce will come from the Millennial generation. (The U.S. Department of Labor defines the Millennial generation as those born between 1980 and 1998). Delight For me personally, I […]

Opportunism: the other side of trust (Part 2)

Social Norms To Do Business By Reciprocity obligates businesspeople to make fair and balanced exchanges. If one company accepts a business risk, the other must be prepared to do the same. If one company commits to invest time and money in an important project, the other must be prepared to reciprocate. They decide what is […]

The Five Steps of Getting to We

Getting to We is a new approach and mindset for agreement negotiations that leaves the typical I-win-you-lose strategy in the dust, because that way simply no longer works for the long term. And it never worked very well for the short term, either. But if you buy into The Getting to We premise—that highly collaborative […]