Power In Business Relationships

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Power Questions

Andrew Sobel,Jerold Panas
Power Questions Book PDF

Author : Andrew Sobel,Jerold Panas
Publisher : John Wiley & Sons
Page : 231 pages
File Size : 45,7 Mb
Release : 2012-02-07
Category : Business & Economics
ISBN : 9781118119631

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Power Questions by Andrew Sobel,Jerold Panas Pdf

An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. In Power Questions you’ll discover: The question that stopped an angry executive in his tracks The sales question CEOs expect you to ask versus the questions they want you to ask The question that will radically refocus any meeting The penetrating question that can transform a friend or colleague’s life A simple question that helped restore a marriage When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

Power in Business Relationships

Dariusz Siemieniako,Maciej Mitręga,Hannu Makkonen,Gregor Pfajfar
Power in Business Relationships Book PDF

Author : Dariusz Siemieniako,Maciej Mitręga,Hannu Makkonen,Gregor Pfajfar
Publisher : Taylor & Francis
Page : 106 pages
File Size : 42,9 Mb
Release : 2022-07-08
Category : Business & Economics
ISBN : 9781000685534

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Power in Business Relationships by Dariusz Siemieniako,Maciej Mitręga,Hannu Makkonen,Gregor Pfajfar Pdf

Focusing on the issue of power as the main building block of relationships between business buyers and sellers, this book explains the complex nature of power with its multidimensional and multi-directional character. As a complex construct, inter-firm power is treated as a matter of perception as well as in terms of total and relative power. The book analyses extensively the issue of power asymmetry with its dynamics and its consequences for business-to-business (B2B) relationships, particularly analyzing the dynamic mechanism of power. Various theoretical domains or research streams regarding managing an asymmetrical business relationship by the weaker partner are also examined. Based on the studies of other scholars as well as on the authors' own research, this book shows how weaker suppliers or buyers deal with high-power partners in business relationships and the approaches of more powerful parties to asymmetrical relationship development. Additionally, the book presents the specific nature of power in international B2B relationships, including its connection to culture and conflict, as well as how to handle power in managing export performance within international B2B relationships. It is written for scholars and students who are interested in academic research concerning B2B marketing and B2B relationship marketing domains, specifically those who are interested in literature dealing with supply chain management, key account management, relationship portfolio management, distribution channel management and the network approach.

Power Relationships

Andrew Sobel,Jerold Panas
Power Relationships Book PDF

Author : Andrew Sobel,Jerold Panas
Publisher : John Wiley & Sons
Page : 210 pages
File Size : 41,6 Mb
Release : 2014-01-13
Category : Business & Economics
ISBN : 9781118585689

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Power Relationships by Andrew Sobel,Jerold Panas Pdf

The Relationship Laws that Drive Success There are powerful but invisible laws that determine whether your relationships —with your clients, colleagues, and friends—will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You’ll be seen by clients as a trusted partner rather than an expense to be managed. And you’ll find the people around you eager to help you succeed. When you ignore the laws, however, your efforts will falter. Relationship building will seem like very hard work. Power Relationships gives readers a unique, entertaining guide to relationship success at work and in life. Each of the 26 laws is illustrated and explained using a compelling, real-life story that shows how to implement it. The second section of the book presents 16 common relationship challenges with specific solutions. You’ll read about: The top Citigroup executive whose relationship with a CEO was changed forever on a business trip that exploded into chaos, and how you can use the same principle to deepen your own relationships. The philanthropist who, on the verge of being mugged in a dark parking lot, learns how his actions have had an unimaginable ripple effect across several generations How one of the authors flew halfway around the world and used Law 18—“Make them curious”—to turn a make-or-break, five-minute meeting with a top executive into a long-term relationship. The chance encounter on an airplane with a famous actor that revealed a simple but profound truth. It’s Law 25: “Build your network before you need it.” Sobel (author of Clients for Life, All for One, and Power Questions (with Panas)) and Panas (author of Asking and Supremely Successful Selling) have sold over half a million books and are the leading authorities in their field. Power Relationships is a unique, road-tested guide to relationship success.

Organizational Culture, Business-to-Business Relationships, and Interfirm Networks

Arch G. Woodside
Organizational Culture Business to Business Relationships and Interfirm Networks Book PDF

Author : Arch G. Woodside
Publisher : Emerald Group Publishing
Page : 514 pages
File Size : 54,8 Mb
Release : 2010-08-18
Category : Business & Economics
ISBN : 9780857243058

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Organizational Culture, Business-to-Business Relationships, and Interfirm Networks by Arch G. Woodside Pdf

Provides in-depth understanding about business-to-business (B2B) and organizational relationships. This title includes descriptions on how B2B networks form, function and develop and is for readers who want to delve into how B2B relationships actually work and, frequently, do not work.

Five Keys to Powerful Business Relationships: How to Become More Productive, Effective and Influential

Sallie Sherman,Joseph Sperry,Steve Vucelich
Five Keys to Powerful Business Relationships How to Become More Productive Effective and Influential Book PDF

Author : Sallie Sherman,Joseph Sperry,Steve Vucelich
Publisher : McGraw Hill Professional
Page : 240 pages
File Size : 53,5 Mb
Release : 2013-09-06
Category : Business & Economics
ISBN : 9780071783897

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Five Keys to Powerful Business Relationships: How to Become More Productive, Effective and Influential by Sallie Sherman,Joseph Sperry,Steve Vucelich Pdf

What's your most valuable corporate asset? BUSINESS RELATIONSHIPS “Five Keys to Powerful Business Relationships goes beyond the usual bonhomie, grip-and-grin, back slapping . . . dimension of business relationships. This book outlines a fresh, more systematic perspective to an area usually thought of as the ‘soft’ side of business.” —From the Foreword by Bradley J. Mitchell, former Chief Commercial Officer, AccuWeather Whatever business you’re in, success often depends on relationships—whether the relationship is between two team members, among several divisions of a corporation, or when it spans a large network of suppliers and customers. For almost three decades Sallie Sherman, Joseph Sperry and, more recently, Steve Vucelich have been helping companies increase revenues, reduce costs, and lower risk by helping firms optimize their B2B relationships. Five Keys to Powerful Business Relationships is a game-changing guide that will help you leverage every critical relationship in your organization for greater success. The authors combine their knowledge and experience to show you how to get maximum value from virtually every relationship—both internal and external. You’ll learn how to spot those relationships that are not generating their full power—and turn them into drivers of profit and growth. You’ll discover new ways to eliminate barriers to performance and boost the energy of individuals, teams, groups, and your organization as a whole. And you’ll find out how to improve personal and managerial development by using Five Keys to Powerful Business Relationships: Key #1: Connect first, then focus on task Key #2: Learn by walking in another’s shoes Key #3: Whether people trust you is often up to you Key #4: Share information to increase your personal power Key #5: Manage yourself before you manage others The authors present proven best practices that individuals and firms can use to form more empowering relationships. They show you how to identify and remove barriers to relationships in your company, whether they are caused by culture, infrastructure, or self-awareness gaps. If you want to be more productive, effective, and influential, you have to begin thinking in terms of relationships. Globalization, quality movements, increasing numbers of M&A and strategic partnerships, and the rise of social media have made relationships the new business imperative. Your company’s most valuable asset may be dormant. Learn how to tap into it and extract its maximum value with Five Keys to Powerful Business Relationships.

Business Relationships for Competitive Advantage

A. Cox,C. Lonsdale,J. Sanderson,G. Watson
Business Relationships for Competitive Advantage Book PDF

Author : A. Cox,C. Lonsdale,J. Sanderson,G. Watson
Publisher : Springer
Page : 246 pages
File Size : 42,6 Mb
Release : 2003-12-19
Category : Business & Economics
ISBN : 9780230509191

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Business Relationships for Competitive Advantage by A. Cox,C. Lonsdale,J. Sanderson,G. Watson Pdf

This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.

It's Not Business, It's Personal

Ronna Lichtenberg
It s Not Business It s Personal Book PDF

Author : Ronna Lichtenberg
Publisher : Hyperion Books
Page : 162 pages
File Size : 48,6 Mb
Release : 2014-08-20
Category : BUSINESS & ECONOMICS
ISBN : 0316332038

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It's Not Business, It's Personal by Ronna Lichtenberg Pdf

Some people are simply more successful than others are, and we all know that this often has a lot to do with their personal connections. But how do we forge those relationships' In this incisive, entertaining book, Ronna Lichtenberg reveals all. This book will give anyone who wants to be successful in business a concrete edge--the personal advantage.

Power Questions

Andrew Sobel,Jerold Panas
Power Questions Book PDF

Author : Andrew Sobel,Jerold Panas
Publisher : John Wiley & Sons
Page : 231 pages
File Size : 49,9 Mb
Release : 2012-01-05
Category : Business & Economics
ISBN : 9781118218495

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Power Questions by Andrew Sobel,Jerold Panas Pdf

An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. In Power Questions you’ll discover: The question that stopped an angry executive in his tracks The sales question CEOs expect you to ask versus the questions they want you to ask The question that will radically refocus any meeting The penetrating question that can transform a friend or colleague’s life A simple question that helped restore a marriage When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

Enlightened Marketing in Challenging Times

Felipe Pantoja,Shuang Wu,Nina Krey
Enlightened Marketing in Challenging Times Book PDF

Author : Felipe Pantoja,Shuang Wu,Nina Krey
Publisher : Springer Nature
Page : 658 pages
File Size : 47,9 Mb
Release : 2020-09-17
Category : Business & Economics
ISBN : 9783030425456

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Enlightened Marketing in Challenging Times by Felipe Pantoja,Shuang Wu,Nina Krey Pdf

This volume explores the interconnection of social, political, technological and economic challenges that impact consumer relationships, new product launches and consumer interests. Featuring contributions presented at the 2019 Academy of Marketing Science (AMS) World Marketing Congress (WMC) held in Edinburgh, Scotland, the theme of this proceedings draws from the Scottish Enlightenment movement of the mid-Eighteenth Century, which centered on ideas of liberty, progress and the scientific method. The core values of this movement are being challenged by the rapidly changing, globally shifting and digitally connected world. The contributions presented in this volume reflect and reframe the roles of marketers and marketing in incorporating and advancing the ideas of the Scottish Enlightenment within contemporary marketing theory and practice. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. The series deliver cutting-edge research and insights, complementing the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review (AMSR). Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

What Keeps Leaders Up at Night

Nicole Lipkin
What Keeps Leaders Up at Night Book PDF

Author : Nicole Lipkin
Publisher : AMACOM
Page : 292 pages
File Size : 48,8 Mb
Release : 2013-06-28
Category : Business & Economics
ISBN : 9780814432143

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What Keeps Leaders Up at Night by Nicole Lipkin Pdf

You are not perfect. Never have been, never will be. And no matter how much experience you gain, how long you contemplate a decision, or who you seek counsel from, you will still make the occasional management misstep--a few of them. Guaranteed. And if you stay in management long enough, you will undoubtedly ask yourself questions such as:• Why do I sometimes feel threatened by my best people? • How do I remain cool in hot situations? • How can I ensure people hear what I say? • How can I cope more effectively with change? • Why have I lost so many of my best employees to the competition?The question is, will you wait for these mistakes to happen and then stay awake at night dwelling on these questions, or will you address them proactively so that you may discover the right solutions to apply now? Clinical and business psychologist Nicole Lipkin knows the stresses leaders face. In What Keeps Leaders Up at Night, she examines the common mistakes leaders make with their people. Featuring illuminating examples and exercises, this sleep-friendly book shines a bright light into the dark corners where all leaders struggle with their own shortcomings and presents smart solutions to the problems that arise as a result.

Peer Power

Cynthia Clay,Ray Olitt
Peer Power Book PDF

Author : Cynthia Clay,Ray Olitt
Publisher : John Wiley & Sons
Page : 322 pages
File Size : 49,6 Mb
Release : 2012-02-08
Category : Business & Economics
ISBN : 9781118227282

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Peer Power by Cynthia Clay,Ray Olitt Pdf

Peer Power "Peer Power is my pocket coach. Useful, insightful, and immediately applicable, the book is a life saver in building business relationships and resolving conflicts." —Pamela J. Schmidt, executive director, ISA – The Association of Learning Providers "Peer Power is a great resource, full of practical suggestions for employees, managers and leaders. Cynthia Clay and Ray Olitt have gone beyond giving us the usual platitudes for dealing with difficult co-workers. Through a series of case studies, they outline specific steps one can take to improve relationships across the board in a company or organization. I highly recommend Peer Power." —Fred Allemann, national learning manager, United States Tennis Association "If you are looking for a practical and engaging book to help you transform your interpersonal relationships, read Peer Power. You will find the key principles and strategies eye opening, simple and powerful. The case studies will help you better understand the dynamics of interpersonal relationships. The cheat sheets and worksheets throughout the book will help you diagnose and devise your own solutions to refine and build your interpersonal relationships at home or at work." —Ghenno Senbetta, learning team leader, US Pipelines and Logistics, BP America, Inc. "This book offers tools for improving interpersonal relationships, with the improvement always starting 'at home.' The content is presented for quick comprehension. Cynthia and Ray have gone to extraordinary lengths to deepen the readers' understanding of each concept and strategy with real life examples, along with questionnaires at the end of each case chapter." —Nancy Scholl, CFO, Wright Hotels, Inc.

The Relationship Engine

Ed Wallace
The Relationship Engine Book PDF

Author : Ed Wallace
Publisher : AMACOM
Page : 240 pages
File Size : 41,9 Mb
Release : 2016-10-18
Category : Business & Economics
ISBN : 9780814437148

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The Relationship Engine by Ed Wallace Pdf

As it has been said, no man is an island, and this applies to the business world too. Relationships hold companies together and fuel future growth. From connecting with customers to forging high-performing teams, success depends on everyone working well together.In The Relationship Engine, author and business consultant Ed Wallace has provided the tools you need to become an intentional, masterful relationship-builder. Whether you are working with employees or associates, vendors or customers, you will learn how to:• Establish common ground• Focus on collaboration instead of command• Put people before process• Demonstrate worthy intent• Make every interaction matterThis insightful and practical guide also includes: a powerful RQ Assessment designed to measure and evaluate business relationships; a Relational Agility Action Planner; lateral and vertical strategy templates; and other simple yet effective exercises to help you get started strengthening your relationships.Don’t fall into the trap of prioritizing potential relationships over established ones. Your success depends not on who you don’t yet know, but on who you already know. Learn how to make caring, real-life connections with those you do business with, and let those relationships expand your networking opportunities for you!

The Power Of Ethical Management

Kenneth Blanchard,Norman Vincent Peale
The Power Of Ethical Management Book PDF

Author : Kenneth Blanchard,Norman Vincent Peale
Publisher : Random House
Page : 125 pages
File Size : 51,8 Mb
Release : 2011-08-31
Category : Business & Economics
ISBN : 9781446489864

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The Power Of Ethical Management by Kenneth Blanchard,Norman Vincent Peale Pdf

THE POWER OF ETHICAL MANAGEMENT proves that you don't have to cheat to win. It shows how to bring integrity back into business. It offers hard-hitting, practical and ethical strategies that build profits, productivity and long-term success. Written as a parable this simple book gives you an immensely useful set of tools; from a three-step 'Ethics Check' that helps you evalutate any action or decision, to the Five Ps' of ethical behaviour which will clarify your purpose and your goals. This is no theoretical treatise: peale and Blanchard speak from their enormous and unique experience, and show how integrity pays.

Delivering Performance in Food Supply Chains

Carlos Mena,Graham Stevens
Delivering Performance in Food Supply Chains Book PDF

Author : Carlos Mena,Graham Stevens
Publisher : Elsevier
Page : 573 pages
File Size : 46,9 Mb
Release : 2010-01-28
Category : Technology & Engineering
ISBN : 9781845697778

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Delivering Performance in Food Supply Chains by Carlos Mena,Graham Stevens Pdf

Food and drink supply chains are complex, continually changing systems, involving many participants. They present stakeholders across the food and drinks industries with considerable challenges. Delivering performance in food supply chains offers expert perspectives to help practitioners and academics to improve their supply chain operations. The Editors have identified six key challenges in managing food and drinks supply chains. Each section of the book focuses on one of these important issues. The first chapters consider the fundamental role of relationship management in supply chains. The next section discusses another significant issue: aligning supply and demand. Part three considers five different approaches to effective and efficient process management, while quality and safety management, an issue food companies need to take very seriously, is subject of the next section. Parts five and six review issues which are currently driving change in food supply chains: the effective use of new technologies and the desire to deliver food sustainably and responsibly. With expert contributions from leaders in their fields, Delivering performance in food supply chains will help practitioners and academics to understand different approaches in supply chain management, explore alternative methods and develop more effective systems. Considers the fundamental role of relationship management in supply chains including an overview of performance measurement in the management of food supply chains Discusses the alignment of supply and demand in food supply chains and reviews sales and operations planning and marketing strategies for competitive advantage in the food industry Provides an overview of the effective use of new technologies and those that will be used in the future to deliver food sustainably and reliably

Transforming Relationships for High Performance

Jody Hoffer Gittell
Transforming Relationships for High Performance Book PDF

Author : Jody Hoffer Gittell
Publisher : Stanford University Press
Page : 320 pages
File Size : 48,6 Mb
Release : 2016-08-03
Category : Business & Economics
ISBN : 9780804797047

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Transforming Relationships for High Performance by Jody Hoffer Gittell Pdf

A guide to using positive organizational change to do more with less, from the acclaimed author of The Southwest Airlines Way. Whether from customers, supply-chain partners, policymakers, or regulators, organizations in virtually every industry are facing calls to do more with less. They are feeling compelled to provide higher-quality outcomes, more rapidly, at a lower cost. This book offers a road-tested approach for delivering these outcomes through positive organizational change. Its message comes just in time—for too many companies have gone the way of low-road strategies, such as cutting pay and perks, and working harder not smarter. Drawing on her pathbreaking research, Jody Hoffer Gittell reveals that high performance is fundamentally relational—rooted in both human and social capital. Based on this insight, she provides a unique model that will help companies build meaningful relationships among colleagues, develop smarter work processes, and design organizational structures fit for today’s pressure test. By following four organizations on their change journeys, she illustrates how “relational coordination” unfolds in real-world settings. In addition, tools for change guide readers as they learn how to implement this new model in their own workplaces.