Publications
Publications
- April 2003 (Revised December 2003)
- HBS Case Collection
Winning the Influence Game: Corporate Diplomacy and Business Strategy
Abstract
Provides a framework for influencing key outside players--businesses, governments, and NGOs--in support of business strategy. This could mean negotiating contracts with major customers and suppliers, concluding acquisitions and alliances, and securing financing from investors and banks. It could also mean building coalitions to influence government rule-makers, working with institutional shareholders, and influencing key opinion-makers in the media and analyst communities. Illustrates how effective corporate diplomats skillfully employ the tools of diplomacy--negotiation, coalition building, and public relations--to shape the business environment favorably.
Keywords
Citation
Watkins, Michael D. "Winning the Influence Game: Corporate Diplomacy and Business Strategy." Harvard Business School Background Note 903-096, April 2003. (Revised December 2003.)