alexander

76 THE WISDOM OF ALEXANDER THE GREAT
firmed the submariner’s assertion and recognized it as a
central tenet of enactment. The question becomes this:
When do we use the carrot instead of the stick, pleasure
instead of pain, and magnanimity instead of terror? However
you answer that question, alliances change the world
to which you subsequently respond, and they create a world
easier to lead.
Alliances occur on all levels. We can build an alliance
with individuals: employee-employer; wife-husband; protégé-disciple;
consultant-client; salesperson–purchasing agent;
flight attendant–passenger; teacher-student; editor-author.
We can build an alliance with an organization: preferred
supplier, long-term purchasing contract, reciprocal marketing,
cobranding, foundation challenge grant, insurance provider.
Or we can build alliances with greater entities: a
company committing to stay in a community in exchange
for tax advantages; state authorities building transportation
between adjacent states; treaties between countries; military
alliances; trade agreements; schools and universities preferentially
providing graduates to companies in exchange for
money, products, scholarships, or other services.
In every case, if we create an alliance, we change the
world in which we move. The alliance may be a short-term
change, or it may be for life.