【文章內(nèi)容簡介】 ed entity, separate from other panies. The partnerships should be based on the desire to serve the customer better and more pletely than either pany could do separately.愿意并能夠找出華為與其他精心選擇的企業(yè)之間的共同點，與他們建立具有共同利益的伙伴關(guān)系，以更好地為華為的客戶服務(wù)。包含的其他企業(yè)可能是華為只在該領(lǐng)域的伙伴，而在其他領(lǐng)域是競爭對手。合作的愿望部分基于數(shù)量上的安全感，不想單打獨斗、暴露自己以及孤立于其他公司等。雙方愿意合作，以便比任何一家公司單獨來做都能更好更完全地服務(wù)于客戶，這是伙伴關(guān)系建立的基礎(chǔ)。Dimension: 維度 Completeness of action Degree of closeness to the partner 行動的完全性 與伙伴的親密程度Discussion: 討論Partnering, especially with petitors, is a plex and sophisticated petency, supported by many other petencies. In addition to the petencies suggested below, the effective builder of partnerships needs exceptional emotional maturity, patience and a flexible and open attitude to deal with all the vicissitudes of negotiating and realizing a partnership with another pany, which will inevitably have its own culture, history and interests. 建立伙伴關(guān)系——尤其是與競爭對手，是一種綜合的和復(fù)雜的素質(zhì)，且需要其他多種素質(zhì)的支持。除了下面提到的素質(zhì)之外，有效伙伴關(guān)系的營造者還需要在情感上特別的成熟，極具耐心，在處理所有談判成敗和實現(xiàn)與另外一家公司（不可避免地該公司有其自身的文化、歷史和興趣。）的伙伴關(guān)系時具有靈活開放的態(tài)度。How it relates to other petencies: 如何與其他素質(zhì)相聯(lián)系The ability to effectively partner with petitors is somewhat like CrossFunctional Collaboration at greater degree of difficulty, because the leader must collaborate with leaders from a different and sometimes peting organization, rather than just with leaders of other functions within Huawei.與競爭對手有效地建立伙伴關(guān)系，有些像跨部門合作素質(zhì)，只是難度更高。這是因為領(lǐng)導(dǎo)必須與來自不同，有時甚至是相互競爭的組織的領(lǐng)導(dǎo)相配合，而不是僅僅與華為內(nèi)部其他部門的領(lǐng)導(dǎo)合作。Partnering is supported by a bination of virtually all the other petencies: Information Seeking (baseline petency) at the highest levels, to choose a partner and to learn about the partner pany and its role, markets, potentials etc. Strategic Thinking at the highest levels to recognize and realize the longterm strategic potential of the partnerships, and to think outside of the normal boundaries. Also to recognize the strategic interests of the partner Customer Focus, to keep the needs of the customer – and the reason for partnering – always in mind. Drive for Results, to ensure that the partnership makes sound business and economic sense. Understanding Others, to hear others’ reasons, emotions and interests accurately, even across national and pany cultures and potentially peting business interests. Commitment to Huawei to recognize that Huawei’s best interests may lie in a good partnership, and to transcend the local loyalty to Huawei against all petitors. Impact and Influence (baseline petency), at the highest levels to convince the partner and to learn about the partner pany and its role, markets, potentials etc. Some or all of the building Huawei Capability petencies, to get the necessary parts of Huawei to support and implement the partnership.Partnering directly embodies and supports Huawei’s strategy and value for Harmony in the Business Environment. Effective partnerships also support Customer Focus, and customerdriven innovation.建立伙伴關(guān)系幾乎需要其他所有素質(zhì)的綜合支持： 在最高層級的尋找信息素質(zhì)（基本素質(zhì)），選擇一個伙伴并且了解該伙伴公司及其角色、市場、潛力等方面的信息。 在最高層級的戰(zhàn)略思維素質(zhì)上，認(rèn)識并了解伙伴企業(yè)的長期戰(zhàn)略性潛力，超越常規(guī)界限來思考，這樣也可以認(rèn)識到伙伴的戰(zhàn)略興趣。 關(guān)注客戶，頭腦中時刻想著客戶的需求——和建立伙伴關(guān)系的原因。 結(jié)果導(dǎo)向，確保合作伙伴做出成熟合理的商業(yè)和經(jīng)濟(jì)上的判斷。 理解他人，準(zhǔn)確地聽取他人的理由、情感和興趣，即便是跨越國界、公司文化和潛在競爭性的商業(yè)利益。 獻(xiàn)身華為，要認(rèn)識到華為的最佳利益在于一個良好的伙伴關(guān)系，要超越那種與競爭者對抗的狹隘的忠誠。 施加影響（基本素質(zhì)），在最高的層級上說服伙伴、了解伙伴公司及其角色、市場潛力等。 以部分或所有構(gòu)建華為能力素質(zhì)群的因素，去獲得華為必要的部門，來支持和實現(xiàn)伙伴關(guān)系。建立伙伴關(guān)系直接包含和支持了華為追求和睦產(chǎn)業(yè)環(huán)境的戰(zhàn)略和價值。有效的伙伴關(guān)系也支持客戶關(guān)注和客戶驅(qū)動創(chuàng)新。Level 1: Opens the door and makes contact Makes contact or establishes rapport with other thoughtfully selected organizations, with an eye to potential partnerships. May scan the environment to learn about various potential partners, their reputation, their market position, their strengths, size and other characteristics that may make them suitable partners for Huawei. May “market” Huawei’s potentials and establish Huawei’s reputation to other organizations. May bee friendly with executives in the other pany, establishing a positive relationship with them (on a personal level).層級一：對外開放，建立聯(lián)系 與那些精心挑選的企業(yè)進(jìn)行接觸或建立友好關(guān)系，同時留意潛在的合作伙伴。審視環(huán)境以了解各種各樣潛在的合作伙伴，他們的名聲、市場地位、實力、規(guī)模及其他的那些使其成為華為合適的合作伙伴的特征。這些都可能“推銷”華為的潛力并確立華為對其他企業(yè)的聲譽。 可能對其他公司的主管人員變得友好，并與他們確立一種積極的關(guān)系（在個人層面上）。Level 2: Has the conversation Listens and exchanges information with potential partner to explore opportunities for cooperation to serve the customers. Communicates Huawei’s sincerity and their intention to be part of a team of relatively equal partners. 層級二：有對話 傾聽潛在合作伙伴的想法并與其溝通交流，以尋求共同服務(wù)客戶的合作機(jī)會。 表達(dá)華為的誠意，以及他們想成為小組一分子的意圖。這個小組中的每個成員相對平等。Level 3: Cooperatively develops partnership Develops the shape of the partnership cooperatively together with the partner. May use a strong understanding of the culture, organizational politics and market position of the potential partner, and why they might or might not want to partner with Huawei, in order to develop a mutual understanding and a way forward.層級三：共同確定伙伴關(guān)系 與合作伙伴一起確定合作關(guān)系的形式。 對于潛在的伙伴，要準(zhǔn)確了解他們的文化、組織結(jié)構(gòu)及市場地位，還要知道他們可能想或不想與華為合作的原因，以便確立共同的理解和將來合作的方式。Level 4: Reaches Agreement Negotiates a mutually beneficial partnership, and achieves agreement. At this point many other petencies are needed to enable Huawei and the partner, to adapt their organization, practices and culture to enable the partnership to work effectively.層級四：達(dá)成共識 商定一個共同獲利的伙伴關(guān)系，并達(dá)成共識。使華為及其合作伙伴適應(yīng)他們的組織、經(jīng)驗和文化，以便伙伴關(guān)系良好運行。在這一點上，還需要許多其他的素質(zhì)。Building Huawei Capability Cluster構(gòu)建華為能力素質(zhì)群Inspiring Leadership鼓舞式領(lǐng)導(dǎo)Definition:定義The ability to lead teams by focusing them on key issues and empowering them to solve problems and harness their collective wisdom.通過推動團(tuán)隊成員關(guān)注要點、鼓舞團(tuán)隊成員解決問題以及運用團(tuán)隊智慧等方法來領(lǐng)導(dǎo)團(tuán)隊的行為特征。Dimensions:緯度 Degree of empowering or inspiring the team. The depth of collective wisdom and/or energy that is tapped . 授權(quán)以及鼓舞團(tuán)隊的程度，集思廣益的深度和所發(fā)掘出的團(tuán)隊能量的大小Discussion:討論Inspiring Leadership is a unique Huawei form of team leadership that bines direct personal leadership wit