Partnering Intelligence, Second Edition: Creating Value for Your Business by Building Strong Alliances

305 Pages·2004·2.36 MB·English

by  Stephen M. Dent

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PARTNERING INTELLIGENCE
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PARTN ER I NG I NTELLIGENCE
Creating Value for Your Business by
Building Strong Alliances
2ND EDITION
Stephen M. Dent
DAVIES-BLACK PUBLISHING
Palo Alto, California
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Published by Davies-Black Publishing, a division of CPP, Inc., 3803 East Bayshore Road,
Palo Alto,CA 94303;800-624-1765.
Special discounts on bulk quantities ofDavies-Black books are available to corporations,profes-
sional associations,and other organizations.For details,contact the Director ofMarketing
and Sales at Davies-Black Publishing; 650-691-9123; Fax [phone].
Copyright © 2004 by Stephen M.Dent.All rights reserved.No part ofthis book may be re-
produced,stored in a retrieval system,or transmitted in any form or by any means,electronic,
mechanical,photocopying,recording,or otherwise,without written permission ofthe pub-
lisher,except in the case ofbriefquotations embodied in critical articles or reviews.
Davies-Black and its colophon are registered trademarks ofCPP,Inc.
Myers-Briggs Type Indicator is a trademark or registered trademark ofthe Myers-Briggs Type
Indicator Trust in the United States and other countries.
The Partnership Continuum and Six Partnering Attributes are trademarks ofStephen M.Dent.
Author photo:Judy Olausen
Visit the Davies-Black Publishing Web site at www.daviesblack.com.
08 07 06 05 04 10 9 8 7 6 5 4 3 2 1
Printed in the United States ofAmerica
Library ofCongress Cataloging-in-Publication Data
Dent,Stephen M.
Partnering intelligence : creating value for your business by building strong alliances /
Stephen M.Dent.— 2nd ed.
p. cm.
ISBN 0-89106-181-9 (pbk.)
1. Strategic alliances (Business) 2. Business networks. I. Title.
HD69.S8D46 2004
658′.044—dc22
2004005135
SECOND EDITION
First printing 2004
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Dedicated to Hugh G.and Marie W.Dent
for teaching me the essence ofPartnering Intelligence
and to Neal R.Holtan for his patience and love
while I was writing this book
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CONTENTS
List ofFigures,Tables,Assessments,and Exercises ix
Foreword xi
Preface xiii
Acknowledgments xvii
REDISCOVERING PARTNERING
PART ONE Transitioning from
“Me”to “We”
1 Partnering Intelligence
What It Is and Why It’s Important 5
2 Know Thyself
What Is Your PQ? 27
3 Analyzing Your Results on the PQ Assessment
Using the Attribute Analysis 51
4 Overview ofthe Partnership Continuum™
ABlueprint for Successful Partnerships 67
DEVELOPING YOUR PQ
PART TWO Enhancing Your
Partnering Skills
5 Self-Disclosure and Feedback
The Importance ofTwo-Way Communication 89
6 Win-Win Orientation
From Conflict to Synergy 103
7 Ability to Trust
Creating Trust in Your Partnership 121
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viii CONTENTS
8 Future Orientation
Escaping the Trap ofthe Past 137
9 Comfort with Change
Skills for Coping with Transition 151
10 Comfort with Interdependence
Learning the Virtues ofInterdependence 165
THE PARTNERSHIP CONTINUUM
PART THREE A Model for
Increasing Your PQ
11 Assess Stage
What Do You Want? 181
12 Explore Stage
Meeting the Right Partner 215
13 Initiate Stage
Reaping the Benefits ofPartnership 231
14 Commit Stage
Formalizing the Commitment 249
15 Coming Full Circle
Hallmarks ofa Successful Partnership 263
Bibliography 271
Index 275
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FIGURES, TABLES, ASSESSMENTS, AND EXERCISES
FIGURES
1 The Partnership Continuum Model 24
2 PQ Profile (Sample) 55
3 PQ Profile—Joe Average 59
4 PQ Profile—Internal Team 60
5 PQ Profile—Two Companies 62
6 PQ Profile—Big-Name Company 63
7 The Partnership Continuum Model 68
8 Impact ofOutside Forces 71
9 Plan–Do–Check–Act Cycle 77
10 PDCA Time Allocation by Stage 79
11 Partnering Attributes ofthe Stages ofRelationship Development 84
12 JoHari Window 93
13 Problem-Solving and Conflict Resolution Model 112
14 The Conflict Resolution Process 116
15 Mental Map Matrix 140
16 Three Phases ofManaging Change 154
17 Task/Relationship Model 161
18 Overall PQ Scores 187
19 Holistic Organization Model 189
20 Developing a Partnering Culture 195
21 Organizational Process Model (Sample) 200
TABLES
1 Partnering Business Model 10
2 Moving from a Past to a Future Orientation Environment 81
3 Impacts ofPast/Future Orientation on Trust 129
4 Action Plan:Learning How to Ride a Bike 155
5 Common Fears About Change (and Remedies) 159
6 Outcomes ofthe Needs Assessment Matrix (Sample) 209
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