Kate Vitasek

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.

Nobel Prize-winning economist Oliver Hart from Harvard University and Kate Vitasek from the University of Tennessee delve into the flaws of traditional long-term contracts. They discuss how rigid agreements often lead to dissatisfaction and conflict, especially in outsourcing. Advocating for relational contracts, they highlight the benefits of fairness and open communication in fostering better business relationships. Through examples like Dell and FedEx, they illustrate how a focus on collaboration can transform corporate culture and enhance mutual trust.