How P&G, McDonald's and Microsoft are Redefining Winning in Business Relationships
This is the fourth book in a break-out series exploring the Vested hybrid business model and its evolution and market adoption from award-winning research conducted by the University of Tennessee Center for Executive Education and funded by the U.S. Air Force.

In Vested, lead researcher and faculty member Kate Vitasek and professor/co-author Dr. Karl Manrodt take the reader beyond win-win theory to show how real companies are applying the "Five Rules" of Vested to build successful relationships grounded in shared values that deliver desired outcomes and mutual success. In doing so, they demonstrate John Nash's Nobel Prize-winning equilibrium theory that cooperation, not competition, guarantees the best results for everyone involved.

Vested also challenges readers to consider what it will mean to "win" in today's evolving business landscape. As the world marches towards reinvention, Vested partnerships aren't just the best way to achieve business success; they're the only way to work together to create success for a future we can no longer prepare for or envision.

Negotiating Agreements for Highly Collaborative Relationships
Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.

Today's business environment is constantly evolving, filled with volatility, uncertainty, complexity and ambiguity and driven by digital transformation, globalization, and the need to creating value through innovation. These shifts demand that organizations view contracting through a different lens. Since it is impossible to predict every what-if scenario in a transactional contract, organizations in strategic and complex partnerships must shift to a mindset of shared goals and objectives built upon a strong foundation of transparency and trust, working together to mitigate risk much better than merely shifting risk to the weaker party.

Contracting in the New Economy helps you to not only develop this mindset – but also offers the practical tools needed to embrace the social side of contracting, enabling your organization to harness the value creating potential of formal relational contracts. Briefly sharing the theoretical foundations that prove relational contracting works, it goes well beyond theory by providing powerful examples of relational contracting principles in practice.

In addition, the authors provide a practical and proven approach for helping you to put relational contracting theory into practice for your own relationships. First by providing a framework for approaching any contracting situation and helping organizations finding the best contract model for each situation. And then by sharing five proven steps you can take to create an effective relational contract for you own strategic and complex business relationships.

For anyone involved in developing contracts -- lawyers, in-house counsels, contract managers, C-level managers, procurement officers, and so on -- this book will empower you to create powerful cooperative alliances that will help you reach -- and surpass -- your business goals in today's dynamic new environment.