Often in business deals, the focus is on getting the most you can, for the least amount of sacrifice. Allegiances and goodwill are usually victims in that strategy, even when both parties work to meet in the middle. What is needed is a completely different view on negotiation to do better.
Jeanette Nyden calls it a new negotiation paradigm. In her book, Getting to We - Negotiating Agreements for Highly Collaborative Relationships, which she co-authored with Kate Vitasek and David Frydlinger, Nyden referrs to a five-step process to negotiation, all at the heart of WIIFWe (What's In It For We).
Rather than looking at each deal individually, as in "this time", Getting to We encourages building a relationship with those with whom you do business. No contract is a one time deal, you should be planning to work together, to facilitate the sort of agreements where there is not one clear winner, but both parties meeting on the same line, willingly.
Jeanette is a captivating speaker and an absolute delight to interview. We have a lot of fun on this week's program, so tune in to learn the new art of negotiation - and enter to win a copy of her book!
Connect & Collaborate with ICOSA is giving away twenty copies of Getting to We. Just submit your name in our entry form below, LIKE our Facebook page at www.Facebook.com/ICOSARadio, and share the contest with your friends. On Monday morning we'll draw twenty winners from the entries and let you know if you won. Listen to the podcast of this program by clicking below. You can play right here, or download our iPhone app at connectcollaborate.podbean.com/mobile/