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...
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...
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...
