Author: Werner Ketelhohn

Publisher:

Published: 1993

Total Pages:

ISBN-13:

Contends that there is an alternative to the militaristic wisdom that sees competition as a battlefield and its protagonists as 'robber barons'; rather than fighting every- body, an increasing number of companies are succeeding through creating internally co-operative climates by introducing employee profit-sharing and participation, and through choosing external competitors carefully. Quotes examples of these approaches from Brazil and Germany, and how Benetton's co-operative network of subcontractors and retailers enables it to pursue a strategy of low cost, high quality and quick response to market changes; examines the advantages of negotiated arrangements with external partners over battlefields and command structures, stressing that a negotiated strategy allows a company to concentrate on its distinctive competence, while benefiting from efficiencies in its partner firms, and avoiding unnecessary overheads and diluting energy in political fighting.