Key Account Rock Stars, livre ebook

So, You Wanna Build an Institution!

Both our work and private lives require us to build new institutions or renovate old ones, from launching a business in your home to creating a new corporate division at work, from establishing a local charter school to organizing an athletic club with friends.

Drawing on his remarkable six-decade career of building institutions around the world, Jeswald W. Salacuse has written a book to guide you skillfully through the challenges of institution building, from articulating the institutional vision to securing the resources to make it happen. The Institution Builder’s Toolbox: Moves for Negotiating Change expertly advises readers on how to negotiate each of the seven developmental phases necessary to build a robust institution.

Acknowledgments (p. ix)
Introduction (p. xi)
Chapter 1 Know Them as You Know Yourself (p. 1)
Chapter 2 The Relationship Trap (p. 19)
Chapter 3 Panic Mode (p. 27)
Chapter 4 Limited Resources (p. 35)
Chapter 5 The Art of Balancing (p. 47)
Chapter 6 Sell Me This Pen (p. 57)
Chapter 7 The Sweet Deal (p. 65)
Chapter 8 Keep It Simple (p. 75)
Chapter 9 Love and Pride (p. 87)
Chapter 10 Keeping It Fresh (p. 93)
Chapter 11 KAM: A Ladder to the Top (p. 103)
Bibliography (p. 115)
About the Author (p. 119)
Index (p. 121)