原理简述
In 1776, Scottish economist and philosopher Adam Smith observed that people in a civilized society always require the cooperation and assistance of others. We obtain what we need by providing others with what they want. This simple idea, which today we call mutually beneficial exchange, when widely practiced, has lifted much of the world’s population out of poverty and subsistence.
Mutual benefit is foundational to the role of business in society and Koch’s Vision. We seek to understand the needs of our constituencies, starting with providing products and services our customers value more than their alternatives. When we do this while consuming fewer resources, our profit is a result of benefiting our customers and society.
Some people believe that exchange is zero-sum – for one side to win, the other side must lose. This can be the case – such as when one party benefits at the expense of the other party through involuntary extraction. Whether legal (government bailouts, subsidies, mandates and tariffs) or illegal (fraud and theft), these win-lose approaches are always harmful to society.
Exchange is a positive-sum endeavor when it is voluntary and mutually beneficial. Both parties cooperate to get more of what they value and will only transact if both believe it will make them better off. This win-win approach respects each party’s right to choose whether or not to transact. It is the only way to ensure value and good profit are created.
When companies are allowed to profit through extraction and exploitation, they avoid the constructive competitive pressure to innovate and create value for others. When companies can only profit through voluntary cooperation, they have a strong incentive to innovate and anticipate ways of satisfying customers.
At Koch we strive to apply a win-win philosophy in all we do. That is why we pursue mutually beneficial relationships with all core constituencies – employees, customers, suppliers, partners, communities and governments. We seek to understand what they value and then cooperate with them to achieve mutually beneficial outcomes. Trust is the foundation for such relationships.
Contribution-motivated employees are essential to applying a philosophy of mutual benefit. They are collaborative, build trusted relationships and make those they work with better.
更好地理解它
Understanding Mutual Benefit
"Thank you." "No, thank you." This video shows how mutual benefit plays out for customer and supplier.
Mutual Benefit with Employees - Unscripted
Leaders discuss how we strive for mutual benefit with employees in everything from hiring to coaching to development.
Mutual Benefit with Customers - Unscripted
Listen to leaders share why mutual benefit isn't simply "the customer is always right."
Applying Mutual Benefit to Tough Situations - Unscripted
Hear leaders talk through how mutual benefit guides us even in tough times - like downsizing.
Internal Mobility: One Company, Many Opportunities - Unscripted
Leaders share examples of applying our principles, including mutual benefit, to help employees be in the right role.
Virtuous Cycles of Mutual Benefit
This light-hearted video explores the many aspects of Virtuous Cycles of Mutual Benefit.
例子
应用互惠互利的一部分是寻找双赢局面并避免输赢局面。
- 双赢
- 输赢
供应商 X 与我们有着共同创造价值的愿景，了解我们的优先事项，并提供优质的服务。我们向供应商 X 支付的费用比我们的下一个最佳选择高出约 5%。
尽管 Greta 的主管 Vance 很重视让她加入他的团队，但他鼓励 Greta 在另一家 Koch 公司任职，这将使 Greta 能够扩展她的技能和贡献。
尽管 Greta 的主管 Vance 很重视让她加入他的团队，但他鼓励 Greta 在另一家 Koch 公司任职，这将使 Greta 能够扩展她的技能和贡献。
西奥的工作低于他的能力，所以他不会被要求做更多的事情。
为了实现 他们的季度销售目标，销售人员向客户歪曲了新产品的功能。
为了实现 他们的季度销售目标，销售人员向客户歪曲了新产品的功能。
试一试
这些原则的力量是通过应用来实现的。申请时学习是无可替代的。
- 看看 输赢的例子，想想从长远来看，即使是“赢家”也往往会输。
- 考虑 您的团队/企业的所有核心支持者（员工、客户、供应商、合作伙伴、社区和政府）。他们每个人的互惠互利关系是什么样子的？
- 为什么 互惠互利对我们的长期成功至关重要？
- 短期关注如何 增加输赢行为的可能性？
- 分享 您看到双赢或双输行为及其后果的例子。
- 利润和互惠互利有什么关系？（提示：简要回顾原则）