By Jeanette Nyden, Kate Vitasek, and David Frydlinger
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 and replace it with 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 liability limitation procedures? That mindset is old-school and inadequate for today’s economic and business realities. A new way of thinking about business relationships is needed, a new paradigm that can take you and your partners beyond the handshake and the initial “yes” to Get to We.
What if, instead, set ethical and social norms based on mutual trust were the foundation of the deal? This may sound naive and impossible to achieve, but our research has found that companies of varying sizes and industries can establish highly collaborative relationships on a foundation of common social norms. Our new book, Getting to We, outlines the six social norms—which we call guiding principles—and describes a five-step process that will make establishing highly collaborative relationships a reality.
Read the rest of the post on the Vested blog.