SCORE! A Better Way to Do Busine$$: Moving from Conflict to Collaboration

Chapter 4. Where in the World Is Adversarial Commerce?

You don’t have to look hard to find evidence of adversarial commerce: You can find it in most industries and many companies. It might not be intentional and might be a result of policies that were actually intended to “protect” a firm’s financial situation. Although this business approach is not everywhere, certain factors help foster the right conditions to make it flourish. Identifying these elements and characteristics can help isolate where it might occur and avoid its problems.

Bad Customer Relations

Adversarial tactics are not necessarily confined to dealings with suppliers. They also can occur with other related parties, such as dealers and employees. They can even impact customers, ...