Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap
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Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap
Read Online Ebook Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap
Why do crucial business partnerships and alliances fail so often and how can you keep it from happening to you? Partnering with the Frenemy answers these questions, helping you anticipate, prevent, and solve the problems that lead close business relationships to implode.
Drawing on cutting-edge research, Sandy Jap illuminates the widespread “frenemy” phenomenon in organizational partnerships, where partners who start as non-competitive “friends” become “enemies” over time.
She identifies key economical and structural causes of “frenemization,” in which success creates imbalances in power dynamics, leading partners to generate resentment, contempt, and often direct competition. She also illuminates crucial social causes for partnership failure, where seemingly innocuous acts of interpersonal opportunism and “sins of omission” gradually poison collaboration.
To support her insights, she offers numerous case studies, both ongoing and historical, including Samsung/Google, Martha Stewart/Macy’s, Oracle/Sun Microsystems, Best Buy/Apple, Calvin Klein/Warnaco, and Nike/Footlocker. Most important, she offers specific recommendations for avoiding problems, revitalizing weakening partnerships, and recognizing when a partnership can’t be saved.
IT’S NOT JUST ABOUT CONTRACTS AND MONEY Understand how to better manage emotions, suspicions, and expectations from Day 1
WHAT YOU CAN LEARN FROM OTHERS’ FAILING PARTNERSHIPS Anticipate, prevent, and mitigate the core causes of business relationship failure
RECOGNIZE PARTNERING “OPPORTUNISM” BEFORE IT DESTROYS COLLABORATION Fix partnering problems while you still can
IT’S NOT A MARRIAGE: HOW TO BECOME COMFORTABLE SAYING GOODBYE Know when to end a partnership, and how to part as “friends”
Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap - Amazon Sales Rank: #933537 in eBooks
- Published on: 2015-11-28
- Released on: 2015-11-28
- Format: Kindle eBook
Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap Review
“In both supply-chain management and the channels of distribution, strategic partnerships are critical to success. But truly synergistic partnerships are hard to find. Professor Jap draws on her own experience and extensive research to help us learn from partnerships that have gone awry. Managers who understand why partnerships fail learn to minimize failures and, in turn, enhance successful collaboration.”—John R. Hauser, Kirin Professor of Marketing, MIT Sloan School of Management
“Dr. Sandy Jap is an academic with her feet out of the ivory tower and in the real world of business. Partnering with the Frenemy is an insightful view about what can make relationships work, or not work, amongst businesses.”—David Hisco, CEO ANZ Bank New Zealand
“Sandy Jap is a world-class academic with a passion for the challenges of sustaining business partnerships. Her book is not only rigorous, but also very accessible and full of hands-on advice for anyone involved in such partnerships. I recommend it with enthusiasm.”—Dominique M. Hanssens, Bud Knapp Distinguished Professor of Marketing, UCLA Anderson School of Management
“Sandy Jap has spent decades studying a subject that perplexes many firms: why a business relationship that had been good for years, seems suddenly, inexplicably to have gone south. She calls this phenomenon ‘frenemization’ (and we do need a term for it). In this short book, she explains both the causes and possible cures for this nasty problem. Read this book; if you don’t, some of your friends will likely become your frenemies.”—Gary L. Lilien, Distinguished Research Professor of Management Science, Penn State and Research Director, Institute for the Study of Business Markets
“Sandy Jap, a world-class expert in business partnerships, has written a great book that opens up the ‘black box’ of business relationships, shedding light on the dark places, and providing key tools to mitigate the downsides and successfully manage business relationships for performance and profit. Anyone who relies on partners or relationships to make their organization work—that is, everyone—should read this book.”—Katherine (Kay) N. Lemon, Accenture Professor, Boston College, Executive Director, Marketing Science Institute
“In today’s rapid-pace business world where no firm can do it all, relationships between organizations are necessary but can fall apart quickly. Sandy Jap’s insightful book describes how and why these relationships fail but also gives hope by offering a useful framework to support enduring business relationships to create value for all. Thank you Sandy!”—Jackson Nickerson, Frahm Family Professor of Strategy and Organization, Olin Business School, Brookings non-resident Senior Scholar, Associate Dean and Director Brookings Executive Education
“Sandy Jap is the most qualified scholar to helps us understand the underpinnings of inter-organizational relationships. In this book, she makes an invaluable contribution to helping managers in organizations create, maintain, and enhance these relationships over time. This is essential reading for anyone working in both for- and non-profit organizations today.”—Russell S. Winer, William H. Joyce Professor of Marketing, Stern School of Business, New York University
“Sandy Jap is the Dr. Phil of business relationships—knowledgeable, brutally honest, insightful, exciting, and valuable advice for successful business partnerships. Partnering with the Frenemy is a must read for anyone seeking strong business relationships and successful business partnerships. This book gives you access to a lifetime of wisdom on what it takes for successful business partnerships from one of the preeminent relationship gurus of our time.”—Mark Bergen, Associate Dean and James D. Watkins Chair in Marketing, University of Minnesota Carlson School of Management
“Powerful insights on what makes business relationships tick—when they grow—when they come apart—and how to make them stronger. Built on rigorous, relevant research and clearly explained in Sandy’s unique and very engaging style. Don’t miss this book—it will make you more money, enable you to build stronger business relationships, and it’s fun to read!—Ralph A. Oliva, Director, Institute for the Study of Business Markets, Professor of Marketing, Smeal College of Business, Penn State
“We all deal with different kinds of partnerships in our business or professional lives. Read Sandy Jap’s book as she uses her personal experience and management expertise to explain what makes partnerships work or come apart. You’ll understand them as never before and might become a better partner yourself, and not just in business.”—Sidney Perkowitz, Candler Professor of Physics Emeritus, Emory University and author of Slow Light
“I have followed Sandy and her work for years. She is THE foremost expert on all things B2B. This is a great book that will show you how you can turn your ‘frenemies’ into strong partnerships that can deliver ongoing benefits.”—Donna L. Hoffman, Louis Rosenfeld Distinguished Professor and Co-Director, Center for the Connected Consumer, The George Washington University
“A delightful approach to solving a difficult business problem. Dr. Jap takes a refreshing look at business partnerships and builds a solid case for how many of these fail. She provides an analytical view of what goes wrong and gives actionable advice for how to take a more successful, long-lasting approach to partnering. Definitely a more nuanced discussion than your average business book.”—Silke Talsma, Ph.D., Kimberly Clark Corporation
“Sandy Jap is one of the most astute and experienced of all business marketing experts. Here, she tackles one of the most fundamentally important but misunderstood and neglected topics—how to build productive relationships with other businesses. Full of rich examples and practical research-grounded insights, Partnering with the Frenemy is enlightening and inspiring as to the possible rewards of managing business partnerscorrectly.”—Kevin Lane Keller, E.B. Osborn Professor of Marketing, Tuck School of Business
From the Back Cover
“Sandy Jap is one of the most astute and experienced of all business marketing experts. Here, she tackles one of the most fundamentally important but misunderstood and neglected topics—how to build productive relationships with other businesses. Full of rich examples and practical research-grounded insights, Partnering with the Frenemy is enlightening and inspiring as to the possible rewards of managing business partners correctly.” —Kevin Lane Keller, E.B. Osborn Professor of Marketing, Tuck School of Business
“A delightful approach to solving a difficult business problem. Dr. Jap takes a refreshing look at business partnerships and builds a solid case for how many of these fail. She provides an analytical view of what goes wrong and gives actionable advice for how to take a more successful, long-lasting approach to partnering. Definitely a more nuanced discussion than your average business book.” —Silke Talsma, Ph.D., Kimberly Clark Corporation
Why Crucial Business Partnerships Implode—and How to Keep It from Happening to You
Partnering with the Frenemy is about the dark side of business relationships. Why do crucial business partnerships and alliances fail more than succeed, and how can organizations keep this from happening? It’s more than just a paradox: It’s a disaster. Jap uncovers the hidden dynamics of organizational relationships, helping to anticipate, prevent, and solve the problems that lead them to implode. This is a must read for all businesses, nonprofits, government agencies, and any other group whose success depends on ongoing partnerships.
Integrating her own pioneering research with insightful case studies, Jap presents specific steps to bulletproof your partnerships and to adapt your relationship management strategies to a constantly changing environment and competitive landscape. You’ll learn how to balance the crucial financial and social aspects of your key business relationships…because business may be business, but the individuals who drive this are 100% human.
About the Author
Sandy Jap is currently a professor of marketing at the Goizueta Business School at Emory University. She joined the school in 2001 and is a cofounder of the Emory Marketing Analytics Center (MAC). Her research centers on the development and management of interorganizational relationship and multichannel strategy as well as e-procurement design of industrial reverse auctions. She has developed algorithms for analyzing and forecasting bidding strategies related to effective auction design. She has won numerous awards for her impact on the field and is currently developing decision support systems for multichannel sales and media management with a number of firms. Her research efforts have been conducted in a number of industries, including the aerospace, automotive, chemical, petroleum, high-tech, and consumer product industries, and the work has received significant attention from the academic community and the marketplace, including the Wall Street Journal, CFO Magazine, and Harvard Business Review. She is an editorial board member at leading marketing journals, and her work appears in a variety of books. She was on the faculty at the Sloan School of Management at the Massachusetts Institute of Technology from 1995-2001 prior to joining Goizueta, and in 2009 was a visiting associate professor of marketing at the Wharton School at the University of Pennsylvania. She received her PhD from the University of Florida (Go Gators!) and enjoys life with her kids. Tennis, red wine, and New England summers come in a very close second.Website: sandyjap.com
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Most helpful customer reviews
1 of 1 people found the following review helpful. Clear, practical and insightful By RenPer This is a really interesting book. It brings lots of information from academic research and case studies, andpresents it in a clear and practical way. There are many examples from various industries, as well as clear and simple guidelines any manager could follow.Unlike many of the old strategy books, this book relates to the modern, hectic and complex environments businesses are facing to day.A great read!
1 of 2 people found the following review helpful. Research-based Insights on what makes business relationships tick By Ralph A. Oliva Great, practical read - actionable business insights, concrete examples, keys to making business relationships work --and what to do when they don't.
0 of 1 people found the following review helpful. Not just for biz By Amazon Customer Great book on partnering for biz and non-profits!
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Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap
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Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap
Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success, by Sandy Jap
