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.

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