Negotiating Partnerships: Increase profits and reduce risks

About the authors

Iwar Unt. When you talk about negotiations and training of negotiators, the name Iwar Unt always comes up. In Sweden he is called ‘The father of the negotiation technique’. It was in the 1970s when he was working on some very important assignments for SAAB and Volvo that Iwar began looking at how these companies handled their purchase negotiations. Partnership negotiations were not practised at that time, neither within the car industry nor within any other sector. Iwar Unt began to question the procedure used, and he could quickly show that instead of fighting, the parties could create significant added values through openness, creative problem solving and dialogue. The partnership model has been developed over the years and ...