The_Essential_Manager_s_Handbook

DEALING WITH MANY PARTIES / 435

Gaining influence and trust

The second important factor to consider when

building a coalition is influence. Some potential

partners may be highly influential and can use

their positions of power to assist you in moving

your agenda forward, while others will be weak

and unable to help much. The third factor to

consider is trust. Coalitions are temporary entities

driven by self-interest, so partners are easily

seduced to defect once the payoffs elsewhere

become higher. Your main objective should be to

recruit potential partners who are trustworthy

and will remain loyal to the coalition.

GAIN POWER

Consider building

a coalition if you

think you hold

a weaker hand

than one of your

opponents. Being

part of a successful

coalition may help

you shift the balance

of power.

Tip

US_434-435_Dealing_parties_2.indd 435 30/05/16 3:07 pm