Getting to We

  • Bonnie Keith
  • Kate Vitasek
  • Karl Manrodt
  • Jeanne Kling


You don’t get what you deserve, you get what you negotiate.” If you’ve worked in a Fortune 1000 company or flown on an airplane in the last ten years, you’ve likely heard or seen this quote from Charles Karass. He has conducted hundreds of public and in-house trainings across the globe and regularly advertises in in-flight magazines that tout this quote from his popular book, The Negotiation Game.1


Social Norm Collaborative Relationship Shared Vision Supply Relationship Ford Motor Company 
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  1. 1.
    Chester L. Karrass, The Negotiating Game, rev. ed. (New York: Harper Business, 1994).Google Scholar
  2. 3.
    Robert Axelrod, The Evolution of Cooperation, rev. ed. (New York: Basic Books, New York, 2006).Google Scholar
  3. 4.
    Jeanette Nyden, Kate Vitasek, and David Frydlinger, Getting to We (New York: Palgrave Macmillan, 2013), p. 12.Google Scholar
  4. 6.
    This quote is found in Jeanette Nyden, “Are You the Scorpion or the Frog?” Outsource Magazine, November 4, 2014,; accessed June 9, 2015.Google Scholar
  5. 7.
    Kate Vitasek, Karl Manrodt, and Jeanne Kling, Vested: How P&G, McDonald’s and Microsoft Are Redefining Winning in Business Relationships (New York: Palgrave Macmillan, 2012).Google Scholar
  6. 11.
    Roger Fisher, William L. Ury, and Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In, rev. ed. (New York: Penguin Books, 1991), chapter 4, “Invent Options for Mutual Gain.”Google Scholar

Copyright information

© Bonnie Keith, Kate Vitasek, Karl Manrodt, and Jeanne Kling 2016

Authors and Affiliations

  • Bonnie Keith
  • Kate Vitasek
  • Karl Manrodt
  • Jeanne Kling

There are no affiliations available

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