Trusted Partners: How Companies Build Mutual Trust and Win Together - Hardcover

Lewis, Jordan D.

3

5 ratings by Goodreads

9780684836515: Trusted Partners: How Companies Build Mutual Trust and Win Together

Hardcover

ISBN 10: 0684836513 ISBN 13: 9780684836515

Publisher: Free Press, 2000

View all copies of this ISBN edition:

A guide to creating mutually successful business partnerships offers plans and advice for making sure that joint ventures work; explores why some alliances fail; and explains how to build trust

"synopsis" may belong to another edition of this title.

Review:

Jordan D. Lewis contends that creative collaboration between independent entities is the route to success in our increasingly complex global marketplace. However, he says these collaborations can be initiated properly only when both sides truly trust one another. After helping corporations worldwide implement such alliances for more than three decades, he explicitly shows in Trusted Partners how leading companies go about it. Simultaneously, he offers a road map for readers who also hope to negotiate this potentially rewarding but always slippery slope. Lewis looks first at the nature of trust, then describes ways to build it between internal factions, allies, and even competitors. He insists clear identification of "a single purpose" is key--for instance, as Mobil and British Petroleum did before forging a successful European joint venture using only BP's brand name (both firms accepted this, he notes, because they knew it would stem market-share erosion at each company). Conversely, he reveals how IBM and Sears failed to adequately align their organizations and purposes before uniting to form the ill-fated Prodigy online service. A final section offers rules for moving negotiations from preliminary discussions to agreement; guidelines for sharing benefits, costs, and risks; and other process-aiding tools. --Howard Rothman

About the Author:

Jordan D. Lewis Ph.D., is a leading consultant and lecturer who has helped create and repair alliances for many of the world's best-known firms. His work has been featured in The Wall Street Journal, The New York Times, The Economist, The Financial Times, and The Japan Times. Dr. Lewis is the author of Partnerships for Profit and The Connected Corporation, both published by The Free Press.

"About this title" may belong to another edition of this title.