Managing strategic relationships
Subtitle: the key to business success
By: Leonard Greenhalgh
Publisher: Free Press; Brand: Free Press
Published: 2001
Place of publication: New York
Language: eng
Number of pages: 313
Subjects: Strategic alliances (Business); Business networks; Decision making; Success in business
Description: "In one of the most comprehensive analyses of business relationships ever written, Greenhalgh shows how relationships - not technology or "know-how" - are the foundation of the new extended enterprise. In immensely readable prose, he describes how companies have moved beyond adversarial relationships of command-and-control hierarchies to a new communal world in which internal networks of autonomous professionals and external networks of collaborating organizations compete against rival networks.

In order to manage, managers must acquire a whole new set of negotiating skills, he argues. Traditional negotiating techniques promoted winning and self-interest, leaving a wake of bitterness and acrimony. Here Greenhalgh introduces for the first time a brilliant concept he calls "Commonwealth," which promotes ongoing relationships and the common interest.

Using scores of detailed case studies and examples, he offers a set of cutting-edge tools managers can apply immediately to repair and improve relationships between people at all levels of responsibility, between groups, between organizations themselves, and between personalities involving gender differences."--BOOK JACKET.
Notes: Includes bibliographical references and index