alexander

62 THE WISDOM OF ALEXANDER THE GREAT
a hostage he gained leverage over Darius? Or did Alexander
just see himself as a hero, who was required to treat Sisygambis
with magnanimity? Whatever the motive or rationale,
this incident has come down to us as one of the most
significant stories about Alexander.
Leading Lessons
Today, when we acquire a company, we may demand outward
conformity to our culture, norms, and policies,
though perhaps not inward commitment. However, it is the
inward commitment that will make the greatest difference
in the long run. So, how can we engender that commitment?
If a firm is repeatedly fair and even magnanimous to
employees of acquired firms, the firm is more likely to acquire
commitment. Future employees who are acquired
with their company will get honest information that they
too will be treated fairly. Fairness will make them more cooperative
both during due diligence (you will get much
more accurate data) and after the merger. Perhaps this was
why Alexander befriended Sisygambis.
A modern example of the rewards of gaining commitment
is how banks, during periods of rapid acquisition following
deregulation, handled the reconciliation of the
different policies (e.g., pay scales, benefits, job titles, and so
on) of each institution. When the reconciliation was handled
to the benefit of all employees, they subsequently became
zealots for their employers, which helped to improve
a bank’s customer service. When very highly paid specialists
were acquired, though, they were handled like the extraor-