Managing strategic relationships : the key to business success

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Title:

Author:

Greenhalgh, Leonard.

ISBN:

9780684867694

Personal Author:

Greenhalgh, Leonard.

Publication Information:

Physical Description:

xvi, 313 pages : illustrations ; 25 cm

Contents:

Managing in the New Era -- Relationships Between People in Organizations -- Relationships Involving Groups in Organizations -- Relationships Involving Organizations -- Managing Old Organizations in the New Era -- Managerial Negotiation -- Group Decision-Making -- Personalities and Relationships -- Rethinking Management.

Abstract:

"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."--Jacket.

Subject Term:

Strategic alliances (Business)

Business networks.

Decision making.

Success in business.

Business networks. (OCoLC)fst00842802

Decision making. (OCoLC)fst00889035

Strategic alliances (Business) (OCoLC)fst01134349

Success in business. (OCoLC)fst01137062

Electronic Access:

Sample text http://catdir.loc.gov/catdir/samples/simon031/00064641.html
Contributor biographical information http://catdir.loc.gov/catdir/bios/simon052/00064641.html
Publisher description http://catdir.loc.gov/catdir/description/simon033/00064641.html

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Summary

For every manager and manager-to-be, a comprehensive analysis of business relationships in the twenty-first century - and a vital framework for understanding what successful businesses need to do to excel in the new economy. At a time when companies are becoming more global, the work force more diverse, and the focus on managing products has shifted to providing services, many twentieth-century management principles are rapidly growing obsolete. Antiquated notions of an all-powerful manager directing subordinate workers have been replaced with the preference for decentralised decision making, empowered workers and teamwork. In MANAGING STRATEGIC RELATIONSHIPS, Leonard Greenhalgh offers readers the key to business success in the new millennium. To succeed in this new business world, every manager must become a negotiator who is capable of understanding and managing networks of relationships both internally and externally. Based on cutting-edge theory and approach, MANAGING STRATEGIC RELATIONSHIPS challenges the existing paradigm, and lays out the key elements for identifying which network relationships are essential for a highly successful business. It is a must-read for managers at