A long-term private or business partnership can only be truly successful if based on mutual trust and partnership. But this requires more than just hoping for a good outcome, particularly in the early stages. A strategy of “defensive trust” is a more promising option.

This strategy is also known as “tit for tat”. What is meant is active willingness to engage in constructive, open cooperation in combination with a clear warning that breaking the rules will result in a corresponding reaction. Any penalty should, however, always be linked to the offer of constructive cooperation. So, the door stays open but your counterpart learns that trying to get ahead at your expense just isn’t worth it.

Naturally, there are also partnerships in which your opposite number is not willing to invest in a relationship of mutual trust. If this is the case, then you shouldn’t hesitate to terminate the relationship.
“Letting go of our ideal scenario, that saw us convincing 100 % of employees that our new strategy was the best, was necessary for us to be able to see just how many we had won over,” says the technology client’s CHRO. “Global DiVision showed us a way to focus on the critical 50 %. We are proud to have been able to get the long-term approval of 77 % of our employees for our new path.”

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