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InWinning the Reputation Game, Grahame D Winning the Reputation Game: Creating Stakeholder Value and Competitive Advantage. Grahame R. Dowling.
Table of contents

They invest in building greater relationships together on a win-win basis that delivers leverage to both parties.


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Appointing custodians within your business - one for each stakeholder - is helpful in optimising the stakeholder quadrant. Choose a custodian that is the best person suited to the stakeholder group. Ask team members to nominate themselves or others as custodians. Generally, the most suitable custodian will be obvious. Each custodian is responsible for the culture of their stakeholder. It is important that your entire team is committed to supporting the custodian.

Custodians should report monthly to the team on current stakeholder sentiment. In , The World Economic Forum identified a predicted shift in desired work skills in the five years from to The future capability needs they observed moved from what might be thought of as technical or role-based skills towards what are usually considered to be soft skills - things like communication and empathy.

In order to increace profits and reduce customer churn, organisations must have a truly differentiated offering that customers cannot acquire elsewhere. Providing such an offering necessitates having to focus on being better than the competition. This ultimately means that companies must make trade-offs - not only regarding what they will offer in terms of products and services, but also which customers they will serve. All rights reserved. Skip to Content Main Menu Search. Search Form Keywords:.

The Brand Digest

Home About Us Join Login. Advertisement: Register for Newsletter. Advertisement: CPD small top. Print Tweet. There are many areas of business that we juggle daily. The Stakeholder Quadrant comprises of four critical areas. Each of the areas influence each other differently but should be looked upon as an integral structure for your business to achieve success. The Stakeholder Quadrant includes four groups: Customers Employees Shareholders Suppliers What's interesting about these four groups is how each of them uniquely influences your business. Recommended tactics for each stakeholder group Customers In the B2B world, in which most of us live, customers don't want to do business with 'businesses' they want to do business with 'people'.

Establishing relationships based on integrity and trust is critical. To do this, you need to listen to your customers and help them achieve their dreams or avoid their fears. This takes time and guts. Act in a way that converts your customers into raving fans and walking billboards. Employees Employees are the lifeblood of any business.

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So how could Musk, or anyone for that matter, build a desirable reputation? Based on prior research, they support the effectiveness of a cooperative reputation and propose a reputation-building model founded on strategy, sociology and game theory principles. Start by defining a clear and desirable reputational vision for yourself, and strive to build it with strategic consistency. Since reputations are built using signals and contexts that shape the image of a negotiator, the more signals that are sent, the clearer an image becomes.

Once a certain image has formed, people will naturally give more attention to signals consistent with it. A strong reputation usually sticks. A few positive moves or signals will not salvage a negative reputation as they may be dismissed as fake. As such, Torgersen and Rivers suggest avoiding tough negotiator moves, due their high potential for immediate and long-lasting negative impact. After all, we are biased towards seeing negative signals since we all constantly try to assess threats around us.

In sum, one strong, win-lose power move may be enough to erase years of efforts in building a win-win, collaborative reputation. As for Musk, it is too early to tell if his recent behaviour was smart in the short term. What is more certain is that this visionary founder who is building great products for the future should probably also invest in building a collaborative reputation as an asset for his future negotiations.

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4.1 Introduction

In a rapidly changing business environment disrupted by increased regulatory reforms, digitalisation, societal demands, capital A series of blog posts about how changes in culture and technology are reshaping what managers do. Supported Browser. You are currently running a browser that appears to be out of date.

Please update your browser. Latest Articles. Crowdfunding for Impact? View active tab PDF Strategy. How to build the type of reputation proven to lead to better deals. Examples from the real world: Lawyers and hostage negotiators The researchers looked at the answers of over Chicago- or Milwaukee-based lawyers to a questionnaire asking them to rate their peers, using a number of adjectives, negotiation techniques and goals. When Winning Means Losing in Negotiations.

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