The New Broker: Beyond Agreement. Brokering Partnerships for Development

122 Pages·2007·0.6 MB·English

by  Michael Warner

Business and Development Performance
Overseas Development Institue
The New Broker:
Beyond Agreement
Brokering Partnerships
for Development
Michael Warner
a tale to share the art of brokering strategic partnerships between
corporations, governments and communities in the developing world

The New Broker: Beyond Agreement
Brokering Partnerships for Development

Michael Warner

Overseas Development Institute
ISBN 978-0-85003-842-2

© Overseas Development Institute, 2007

Published by the Overseas Development Institute
111 Westminster Bridge Road,
London SE1 7JD
UK

All rights reserved. No part of this publication may be
reproduced, stored in a retrieval system, or transmitted in any
form or by any means, electronic, mechanical, photocopying,
recording or otherwise, without the prior written permission of
the publishers.

Printed by Russell Press, Nottingham, UK
Cover design: Chris Taylor
Dedicated to Elisabeth, wonderful in every way.

Overseas Development Institute

Acknowledgements

My grateful thanks to Mark Anderson, CEO of the
Fairbridge Village project in Western Australia, which
was used as the basis for the Delta Village project –
www.fairbridge.asn.au. To Martin Carey for some very
necessary editing, and to Chris Taylor for the cover.
And, of course, to all those who, in their various and
idiosyncratic ways, inspired the characters in this short
narrative. The story, however, remains entirely a work
of fiction.
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Endorsements

‘Michael's latest work of fiction is, for most of us
engaged in multi stakeholder partnering work,
uncomfortably close to our own experience. We
recognise the characters, the dilemmas, the
challenges and, particularly in this latest book, the need
for sensitively tracking and evaluating the performance
of partnerships in which we are engaged. "The New
Broker – Beyond Agreement" is a great read for those
seeking to understand how to make partnerships work. I
thoroughly enjoyed it – and I learned a few things too.’

Alan Detheridge
Vice President, External Affairs
Shell International Limited

‘The public sector needs to build its ‘competency to
collaborate’, and I dare say, to broker effective
partnerships. The New Broker, Beyond Agreement
offers in a simple, easy going style, yet not losing its
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rigour, the fundamentals of drafting agreements and
constructing performance tracking mechanisms for
sustainability of partnerships and their outcomes. This
book by Dr. Michael Warner is essential reading for
those public sector employees engaged in brokering
partnerships and who acting on behalf of its population
need to take its role in partnerships as seriously as those
in the private sector.’
Gary Tagallie
Programme Manager
EU-Sponsored Poverty Reduction Programme
Ministry of Social Development
Government of Trinidad and Tobago

‘Most past literature on brokers dwells on the ‘pre
partnership agreement period’ and yet the ‘post
partnership agreement period’ that involves the
relationship measurement and maintenance is just as
crucial. Michael Warner’s new book ‘Beyond
Agreement’ is a perfect sequel, it keeps up the
momentum from the earlier book, is full of learnings and
yet fun to read. Through the main character Chris’s
world, we are reminded of the intricacies in partnerships
and the negotiation skills required managing them. We
also see the practical use of internal and external brokers
as well as how to use metrics in a practical manner ‘to
measure the performance of’ and ‘to reach consensus in’
relationships. However what makes the book a great read
is that Chris is every one of us going through our
partnership struggles in everyday life.’

George Odo
Private Sector Engagement and Partnerships Advisor
Eastern and Southern Africa
CARE Enterprise Partners, CARE International
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