Getting What You Need (Or Want)

In this time of change, one big question for executive teams is how to get what your organization needs to thrive.;The right partnerships.;The right mergers and acquisitions.;The right payer contracts.

The key is having an approach to get other executives (and their organizations) to agree on organizational relationships that work for your team.;To that end, I thought the advice in the recent;Harvard Business Review;article, What People Still Get Wrong About Negotiations, was prescient.

Their negotiating framework had five elements—build trust, ask questions, give away information, make multiple . . .