Managing Strategic Relationships: The Key to Business Success - Hardcover

Greenhalgh, Leonard

Hardcover

ISBN 10: 0684867699 ISBN 13: 9780684867694

Verlag: Free Press, 2001

Inhaltsangabe

Contrary to the gospel of a century of management thinkers, the primary job of the manager is no longer to plan, organize, direct, or control, asserts management expert Leonard Greenhalgh. Instead, he argues, today's successful managers are primarily negotiators who are judged on their ability to foster, coach, protect, and support collaborative relationships -- and manage conflict -- with peers, workers, bosses, suppliers, customers, regulators, competitors, and stakeholders. 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. Timely, stimulating, and powerful, Managing Strategic Relationships is essential reading for every manager who hopes to succeed in the organization of today.

Über diesen Titel

Über die Autorin bzw. den Autor

Leonard Greenhalgh is Professor of Management at the Amos Tuck School of Business Administration at Dartmouth College, where he has taught "Managing Strategic Business Relationships" to countless executives. An experienced manager himself, Professor Greenhalgh serves as counselor to many large corporations.

Details zur Ausgabe

• Verlag: Free Press
• Erscheinungsdatum: 2001
• Sprache: Englisch
• ISBN 10: 0684867699
• ISBN 13: 9780684867694
• Einband: Gebundene Ausgabe
• Anzahl der Seiten: 336
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar