DO YOU TRY TO WIN AT ALL COST?

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--- MANAGEMENT TIP FOR MAY 15, 2008 ---

DO YOU TRY TO WIN AT ALL COST?

Have you ever made a decision in the heat of competitive battle only to ask
yourself later, "What was I thinking?" If so, you've experienced competitive
arousal, a desire to beat rivals at any cost. This adrenaline-fueled state can
lead to expensive mistakes, including overpaying for acquisitions or managerial
talent when other players enter the fray.

To combat competitive arousal, manage its drivers. For example, the presence of
an audience -- media or colleagues watching you during a high-stakes decision --
can intensify arousal. Deflect this driver by spreading responsibility for
critical decisions across team members. That way, no one will stand alone in the
spotlight.

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Today's Management Tip was adapted from the HBR article, "When Winning Is
Everything," by Deepak Malhotra, Gillian Ku, and J. Keith Murnighan.
(Publication date: May 2008)

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