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- catalog 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.".
- catalog contributor b12029932.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog 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.".
- catalog description "Ch. 1. Managing in the New Era -- Ch. 2. Relationships Between People in Organizations -- Ch. 3. Relationships Involving Groups in Organizations -- Ch. 4. Relationships Involving Organizations -- Ch. 5. Managing Old Organizations in the New Era -- Ch. 6. Managerial Negotiation -- Ch. 7. Group Decision-Making -- Ch. 8. Personalities and Relationships -- Ch. 9. Rethinking Management.".
- catalog description "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.".
- catalog description "Includes bibliographical references and index.".
- catalog extent "xvi, 313 p. :".
- catalog identifier "0684867699".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "New York : Free Press,".
- catalog subject "658/.044 21".
- catalog subject "Business networks.".
- catalog subject "Decision making.".
- catalog subject "HD69.S8 G74 2001".
- catalog subject "Strategic alliances (Business)".
- catalog subject "Success in business.".
- catalog tableOfContents "Ch. 1. Managing in the New Era -- Ch. 2. Relationships Between People in Organizations -- Ch. 3. Relationships Involving Groups in Organizations -- Ch. 4. Relationships Involving Organizations -- Ch. 5. Managing Old Organizations in the New Era -- Ch. 6. Managerial Negotiation -- Ch. 7. Group Decision-Making -- Ch. 8. Personalities and Relationships -- Ch. 9. Rethinking Management.".
- catalog title "Managing strategic relationships : the key to business success / Leonard Greenhalgh.".
- catalog type "text".