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Definitions of "Partnering Intelligence, "Smart Partners," and other partnering concepts
See partnering terminology

First step in building an effective internal or external partnering solution:
Assess your personal or organizational partnering capabilities

Like constructing a building, creating a successful partnership requires using a blueprint or model.
Read about a proven partnering model built on a partnering culture

Partnering Intelligence Book Excerpts

Partnering Intelligence

Creating Value for Your Business by Building Strong Alliances

By Stephen M. Dent, Second Edition, 2004, Davies-Black Publishing
282 pages, softback
Price: $21.95



Part One: Rediscovering Partnering - Transitioning from "Me" to "We"

1. Partnering Intelligence
What It Is and Why It's Important

2. Know Thyself
What is Your PQ?

3. Analyzing Your Results on the PQ Assessment
Using the Attribute Analysis

4. Overview of the Partnership Continuum"
A Blueprint for Successful Partnerships


Part Two: Developing Your PQ - Enhancing Your Partnering Skills

5. Self-Disclosure and Feedback
The Importance of Two-Way Communication

6. Win-Win Orientation
From Conflict to Synergy

7. Ability to Trust
Creating Trust in Your Partnership

8. Future Orientation
Escaping the Trap of the Past

9. Comfort with Change
Skills for Coping with Transition

10. Comfort with Interdependence
Learning the Virtues of Interdependence


Part Three: The Partnership Continuum - A Model for Increasing Your PQ

11. Assess Stage
What Do You Want?
12. Explore Stage
Meeting the Right Partner

13. Initiate Stage
Reaping the Benefits of Partnership
14. Commit Stage
Formalizing the Commitment

15. Coming Full Circle
Hallmarks of a Successful Partnership


Excerpts from Chapter One:

Partnerships encourage creative innovations for improved product design and quality. When two separate groups merge, they bring with them different perspectives on how to accomplish something. Successful partnerships work with this diversity to produce a hybrid that is, in essence, the best of both. The key to reaping these benefits is creating an environment that stimulates creativity and risk-taking - one in which people feel safe trying out new concepts without fear of reprimand or punishment. The outcome is an innovation that neither group could have produced separately. It is a product of the vitality, creativity, diversity, and synergy that partnerships are capable of generating. (Page 13)
Knowing your partnering quotient and the attributes necessary for managing the partnership is only half of what you need for increasing your Partnering Intelligence. The other half is understanding the process of creating healthy, trusting, and mutually beneficial partnerships. Partnerships don't just happen. They are designed. The Partnership Continuum Model is the blueprint for creating successful partnerships. This model has been used successfully by thousands of people. It offers you and your partner a tested step-by-step approach to developing your partnership. (Page 23)

Excerpts from Chapter Four:

Partnerships are systems, not simply a collection of parts. You would not expect the human body to function properly if you removed a piece of the "human system" - the heart, for instance - and you cannot expect a partnership to function if it's deprived of one of its components either. You can't work solely on a task and ignore the relationship and expect a successful outcome. This is why we need to approach partnerships from a holistic perspective.

The Partnership Continuum Model represents a formula for a successful partnership. We describe the process developmentally - as in "after this happens, this can happen." It's like the process of making an automobile: the design and modeling stages must precede the assembly stage. The Partnership Continuum Model guides us through the incremental stages involved in creating successful partnerships. . . . [T]he model has three official components:

  • The Stages of Relationship Development
  • The Stages of Partnership Development
  • The Plan-Do-Check-Act (PDCA) cycle

We'll walk through each component. We'll explore the types of behaviors you can expect to see at each stage and describe the activities that need to occur before people can move on to the next step. (Pages 67-68)

Excerpt from Chapter Ten:

Interdependence can be defined as two (or more) independent entities working together as partners without losing their separate identities. Interdependent partnerships succeed because each party needs assistance in achieving its goals and each contributes to satisfying the needs of the other partner. Approaching a partnership with the hope of simply buying a needed capability is not only shortsighted and naïve - it can have dire consequences. (Page 168)

Partnering Intelligence

Creating Value for Your Business by Building Strong Alliances

By Stephen M. Dent, Second Edition, 2004, Davies-Black Publishing
282 pages, softback
Price: $21.95


About the Author
Stephen M. Dent is a leading pioneer in Partnering Intelligence theory, research, and application with more than 25 years of experience helping companies improve performance. As founding partner of Partnership Continuum, Inc., he works with companies as they build partnering capabilities and cultural infrastructures that support a partnering culture. In recognition of his groundbreaking work, Dent received the US WEST Chairman's Award and the President's Cup award for developing partnerships between the company and its union, the Communications Workers of America. His consulting career includes working with such leading organizations as Bank of America, GE Capital Services, NASA, and Wells Fargo Bank.

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