Edward M. Marshall - Building trust at the speed of change: the power of the relationship-based corporation

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title	:	Building Trust At the Speed of Change : The Power of the Relationship-based Corporation
author	:	Marshall, Edward M.
publisher	:	AMACOM Books
isbn10 | asin	:	0814404782
print isbn13	:	9780814404782
ebook isbn13	:	9780585198965
language	:	English
subject	Industrial management, Work ethic, Cooperativeness, Management.
publication date	:	1999
lcc	:	HD30.5.M367 2000eb
ddc	:	658.4/06
subject	:	Industrial management, Work ethic, Cooperativeness, Management.

Page iii Building Trust at the Speed of Change The Power of the Relationship-Based Corporation Edward M. Marshall American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

Page iv Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8316. Fax: 212-903-8083. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Marshall, Edward M. Building trust at the speed of change : the power of the relationship-based corporation / Edward M. Marshall. p. cm. Includes bibliographical references and index. ISBN 0-8144-0478-2 1. Industrial management. 2. Work ethic. 3. Cooperativeness. 4. Management. I. Title. HD30.5.M367 1999 658.4'06dc2199-34449 CIP 2000 Edward M. Marshall. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1

Page v CONTENTS Preface vii Acknowledgments xv Part One: Where We Have Been, Where We Can Go 1 Chapter 1. Leading at the Speed of Change 3 Chapter 2. The Transaction-Based Corporation: A Culture of Fear and Distrust 20 Chapter 3. Trust as the Common Ground 44 Chapter 4. The Relationship-Based Corporation 64 Part Two: Creating a Relationship-Based Corporation 89 Chapter 5. Achieving Sustainable Change 91 Chapter 6. Implementing the Collaborative Method 113 Chapter 7. Leadership Trust and Integrity 134 Chapter 8. A Unified Workforce 162 Chapter 9. Organizational Alignment: Becoming an Us 192 Epilogue: The Journey Continues 215 Recommended Readings 217 Index 219

Page vii PREFACE Relationships without trust are merely transactions. Speed without trust cannot be sustained. In the legend of John Henry, there was a contest, between the strongest pile driver on the railways and a steam-powered engine, to see who could lay down rail the fastest. With his muscles bulging and sweat pouring off his brow, John Henry showed his determination, grit, and heart as he tried to save the jobs of his fellow workers by demonstrating that people were stronger than machines. John Henry won the initial race, but then his heart gave out. The machine took over.

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