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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.
Chapter 3 Leadership Process Three: Establishing Identity Identity is a critical process by which members of organizations arrive at a shared understanding and attach a shared meaning to their activities. Many scholars have demonstrated that identity is a socially constructed phenomenon. The process of forming an identity creates unity where it was lacking before. Identity can be built by an individual (e.g., adults develop as we acquire more experience) or among individuals (e.g., turning strangers into a coherent unity), cities (e.g., turning enemies into a league), or peoples (e.g., creating an empire). As will be shown, Alexander often manipulated the development of identity among his own troops and even among his conquered subjects. This process transpires on at least two levels, and they are intermingled. First, we all create our personal identity, starting in childhood. This chapter, and earlier ones in this book, deal with who Alexander was or was becoming. Sec- 77
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THE WISDOM OF ALEXANDER THE GREAT
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THE WISDOM OF ALEXANDER THE GREAT E
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CONTENTS Foreword .................
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CONTENTS vii 33: Ablutions, Celebra
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FOREWORD Alexander the Great as a l
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PREFACE Leadership cannot be taught
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PREFACE xiii Sources: How Do We Kno
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PREFACE xv Alexander’s exploits a
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ACKNOWLEDGMENTS Books are not the w
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ACKNOWLEDGMENTS xix Dickerson, Andy
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RÉSUMÉ Alexander the Great SIGNIF
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156 APPENDIX 326 Battle at River Hy
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158 BIBLIOGRAPHY Fildes, Alan, and
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164 INDEX Alexander the Great (cont
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166 INDEX integration of cultures,
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168 INDEX Sogdiana, Rock of, 65 Sov
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alexander

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