This relatively quick read by Linda Sommer will provide the reader with some insights that are generally not taught in business schools - and need to be. Looking at the personality type of your counter parties and your competitors, Sommer contends that the key to success is to understand what makes them tick and approach the relationship in such a way as to create a win-win interaction - in her words "coopetition". This seems pretty logical, yet many of us suffer from this very shortcoming. Framing up personality types in terms of needs for power, affiliation and achievement, Sommer provides techniques for both identification and interaction with each dominant type - including a website to help classify your own dominant traits.
She also embraces the concept that all business is really at its core about people, and success in business boils down to success with our interpersonal relationships. The book provides an easy to read and relatively useful paradigm for understanding and managing those relationships - and while not breakthrough in content, is extremely useful.
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