Negotiate Anything Kate Vitasek: "Stop negotiating, turn around and align interests."
Mar 12, 2025
In this conversation, Kate Vitasek, a negotiation expert from the University of Tennessee, unveils her transformative Vested methodology that emphasizes collaboration over competition. She shares riveting stories from high-stakes negotiations, including those in Canadian healthcare, showcasing how aligning interests can create groundbreaking solutions. Listeners will discover the power of trust and mutual respect in transforming adversarial relationships into cooperative partnerships, highlighting the importance of communication and shared goals in successful negotiations.
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Align Interests, Don't Negotiate
- Stop negotiating and focus on aligning interests with your counterpart.
- This approach fosters collaboration and prevents unnecessary conflict.
The Orange Story
- Kwame Christian mentions the classic "orange" negotiation story.
- Two siblings argue over an orange; their mother splits it, unaware each child wanted a different part.
Canadian Healthcare Negotiation
- The Canadian government and Island Health Authority struggled to negotiate a contract with their doctors.
- Kate Vitasek's vested methodology helped them shift from toxic distrust to a collaborative, successful partnership.
