Kate Vitasek

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Kate Vitasek is an international authority for her award-winning research and Vested® business model for highly collaborative relationships.   Vitasek, a Faculty member at the University of Tennessee, has been lauded by World Trade Magazine as one of the “Fabulous 50+1” most influential people impacting global commerce.    Her work has led to 6 books, including: Vested Outsourcing: Five Rules That Will Transform Outsourcing, Vested: How P&G, McDonald’s and Microsoft Are Redefining Winning in Business Relationships and Getting to We: Negotiating Agreements for Highly Collaborative Relationships.

Vitasek is known for her practical and research-based advice for driving transformation and innovation through highly-collaborative and strategic partnerships.   She has been appeared on CNN International, Bloomberg, NPR, and on Fox Business News.  Her work has been featured in over 300 articles in publications like Forbes, Chief Executive Magazine, CIO Magazine, The Wall Street Journal, Journal of Commerce, World Trade Magazine and Future of Sourcing.

From this author

Jul 17, 2014    0

At some point a buyer and supplier will talk about pricing, maybe not right away – but it’s always the elephant in the room. Pricing is also potentially the most volatile topic, and could be a deal-breaker if the negotiation is not handled correctly.

Once the deal is completed the buyer might well wonder: “Am I getting what I’m paying for?” The answer to that question could elicit sweaty palms and a sinking feeling. But actually there are two equally...

May 07, 2014    0

If you’ve been in the outsource industry for more than five minutes you probably know that buyer-seller relationships are, well, complicated. And just when you think you have the collaboration thing nailed, more complications can ensue.

Verónica H. Villena (assistant professor of supply chain, Pennsylvania State University), Elena Revilla (professor of operations, Instituto de Empresa Business School), and Thomas Y. Choi (professor of supply chain management at Arizona State...

Mar 27, 2014    0

Do you have one of those really tough business problems that seems to plague you? No matter what you try, nothing seems to solve the problem?

University of California Professor Horst Rittel coined the term “Wicked Problem” in the mid-1960s in lectures that encouraged a moral responsibility for operational researchers “to inform the manager in what respect our ‘solutions’ have failed to tame his wicked problems”.  C. West Churchman, a...

Feb 06, 2014    0

Nobel laureate Daniel Kahneman, professor emeritus of Psychology at Princeton University, famed for his psychological research into economic science and behavioral economics, laid the foundation for the field of research known as cognitive biases.

His work has been popularised recently in a TED talk, “...

Jan 02, 2014    0

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!

The classical and conventional approach to negotiating employs...

Oct 16, 2013    0

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...

Oct 02, 2013    0

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.

Getting to We is based on what we call a “what’s-in-it-for-we” (WIIFWe) mindset. The...

Sep 06, 2013    0

This month Academics of Outsourcing highlight goes to professors Jeffrey H. Dyer and Harbir Singh for their influential work on the topic on what they call the “relational view,” of working in highly strategic alliances.

Dyer (the Horace Pratt Beesley Professor of Global Strategy at the Marriott School at Brigham Young University) and Singh (the Edward H. Bowman Professor of Management at the University of Pennsylvania’s Wharton School in Philadelphia) explored...

Jul 30, 2013    0

What can a professor who teaches democratic theory tell us about collaborative, non-coercive business and outsourcing relationships?

Actually, Jane Mansbridge, Adams Professor of Political Leadership and Democratic Values, Harvard Kennedy School, tells us quite a lot. Mansbridge, in three important white papers and articles, “Taking Coercion Seriously,” “Conflict and Self-Interest in Deliberation,” and “What Does the Ideal of Deliberative Democracy...

Jun 27, 2013    0

When I hear Daniel Corsten speak about collaboration and trust in business relationships it’s music to my ears.

Corsten, a professor at the IE business school, has been a pioneer in the study of collaborative relationships dating back to being a founding academic of the Efficient Consumer Response Initiative (ECR), a major worldwide collaborative movement in the retail industry. He wrote a...