Global

Trumping Price-Only with Best Value

Posted: 01/02/2014 - 07:49

It is likely that no other subject gets as much attention when two companies are entering, or extending, their outsourcing business relationship as the effort to come up with a fair pricing structure. Money is money after all, and money talks. You know the drill by now: the conventional procurement process pits buyers and sellers on opposite sides of the table – and there’s no way around it, right? Wrong!

Stewart and Plotkin, the Prisoner’s Dilemma and Generous Strategies

Posted: 10/16/2013 - 08:01

I’ve been a game theory fan for many years, particularly as it relates to showing that cooperative behavior indeed creates true “win-win” situations. So I was excited to read a work of University of Pennsylvania professors Alexander J. Stewart and Joshua B. Plotkin, ‘From Extortion to Generosity, Evolution in the Iterated Prisoner’s Dilemma‘, published recently in the Proceedings of the National Academy of Science (PNAS).

Getting to We: Time for a New Negotiating Paradigm

Posted: 10/02/2013 - 08:08

If your recent experiences with new or renewal contract negotiations are something akin to visiting the dentist for a root canal, we’d like to introduce you to a much better – and pain-free! – way to go about negotiating. It’s called Getting to We: a five-step process for crafting business relationships with the intent to drive collaborative partnerships.

Michael Porter: the shared value path

Posted: 04/18/2013 - 05:31

If you are familiar with the Vested approach and the books and articles I’ve written on collaboration and trust, you know about the importance I place on sharing value in business relationships.

You might say it’s the way that capitalism will take business and value creation to a new and more sustainable level in the twenty-first century. And it’s also why I’ve taken much too long to write about the seminal ideas of Michael Porter on this subject in this space.

Getting to the real-life win-win

Posted: 10/04/2012 - 07:09

This article originally appeared in Outsource Magazine Issue #29 Autumn 2012


After two years of blogging for Outsource I hope readers have at least heard of Vested Outsourcing and maybe even read one of our three books. But perhaps you have some doubts and concerns, so you are still waiting on the sidelines. All too often we hear, “I like the theory of Vested, but does it really work in the real world? Are companies (especially ones people have heard of!) adopting the Vested approach?”

Elinor Ostrom: getting involved in your own governance

Posted: 08/02/2012 - 07:12

This month’s column pays a tribute to Elinor Ostrom, who shared the Nobel Prize award in economic science in 2009 with Oliver Williamson. Ostrom, who died at age 78 on June 12, was cited by the Nobel Committee for “her analysis of economic governance, especially the commons,” a term that refers to resources that are owned or shared in common among communities.

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