Managing Strategic Relationsips: The Key to Business Success

Greenhalgh, Leonard

ISBN 10: 0684867699 / ISBN 13: 9780684867694

Published by Free Press (edition First Edition), 2001

About this Item

With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Seller Inventory # 0684867699-8-1-29

Bibliographic Details

• Title: Managing Strategic Relationsips: The Key to Business Success
• Publisher: Free Press (edition First Edition)
• Publication Date: 2001
• Language: English
• ISBN 10: 0684867699
• ISBN 13: 9780684867694
• Binding: Hardcover
• Edition: First Edition.
• Condition: Very Good
• Dust Jacket Condition: Dust Jacket Included

About this title

Synopsis

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.

About the Author

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.