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Leadership Communication by Judith Mühlberg, E. Bruce Harrison

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CHAPTER 15

Continuing the Trustworthy Deal

The successful enterprise creates believers, customers, employment, and investment partners, and, in the best case, advocates for the firm’s sustainability. We have in this book promoted the route to enterprise success. Arthur Page at AT&T described it as getting permission from participating publics. Fisher and Ury at Harvard called it “getting to yes.” We have summed it up as making deals.

Shared values—win–win commitments—connect the enterprise with its followers as partners in achieving satisfaction and success. These mutual-benefit deals are held together by trust. As the stimulator and binder of the various deals that create company success, communication explains and extends that trust. Trustworthy ...

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