WELCOME
We help organizations achieve their objectives by helping people discover opportunities and ways to solve the difficulties in their important working relationships.More than ever, companies and organizations in both the public and private sector operate in increasingly interconnected and interdependent environments. Corporate strategists and organizational design experts have noted that the ability to effectively form and manage close working relationships with other organizations is more than ever a critical component of competitive advantage.
These groups operate and compete within a complex and dynamic network made up of customers, suppliers, competitors and others. Many of the entities with which a company or organization interacts may play two or more of these roles simultaneously, thus increasing the challenges associated with managing these working relationships.
At the same time, more intimate business relationships are becoming common. The traditional "vendor-supplier" model of interaction is being replaced as firms seek to have their suppliers act more like partners, and likewise seek to be more like partners to their own customers. This requires an ability to maximize strategic relationships and the negotiations that govern them.
For firms whose success is a function of effectively managing interdependence – a group that includes nearly all organizations these days - negotiation has come to mean more than just getting a major contract signed or creating a joint venture. It is becoming the model for effective ongoing interactions between and within groups, and increasingly involves all levels of an organization.
Consequently, it is now less useful to think of organizations negotiating directly with each other. Instead, nowadays negotiations are conducted by numerous individuals within organizations – from purchasing agents to senior alliance managers – along an entire range of interfaces. It is through these hundreds, and even thousands, of individual negotiations that strategies are increasingly determined and implemented. In sum, history has shown that the ability to manage relationships and conduct negotiations for maximum value will determine to a large extent the health and profitability of corporations and organizations.
IF YOU NEED MORE INFORMATION PLEASE CONTACT US:
THE ROGER FISHER HOUSE |
Phone: 617-593-9780
The Roger Fisher House
9 Waterhouse Street L.L.
Cambridge, MA. 02138