Territorial Games

With clarity, intelligence, and wit, Territorial Games draws upon hundreds of in-depth interviews and explores the internal dynamics that operate to compel people to wrangle for information, relationships, or formal authority in ways that contradict their own best interests. Lots of real-life scenarios are recorded to further clarify the delineated behaviors, as well as self-tests for uncovering one’s own predilection for playing territorial games. There is a hidden force within human beings that limits the desire to give 100 percent cooperation. Because being territorial was once necessary for human survival, the "territorial impulse" is deeply rooted in genetic programming. However, this behavior is no longer appropriate in today’s environment- no manager has ever died from lack of market share. Humans are biologically programmed to be greedy for power, influence, self-esteem, and whatever they think they need to improve their chances for survival in the corporate environment. Whether it is a budget allocation, control over a project, or access to the best staff- if it is perceived as valuable- it will generate a territorial urge. Exploration into the dynamics of territoriality is not new. Since the turn of the century there have been contributions from the fields of zoology, ethology, biology, behavioral science, sociology, anthropology, physiology, psychology, etc. Simmons goes a step further than this documented research and suggests that the definition of territory cannot be limited to geographical or physical space, but must include information, relationships, and authority. Yet, she admits that she oversimplifies the relationship between territoriality and all the factors behind the behaviors she describes. Perhaps so, but her goal is to provide insights that anyone can understand and use immediately to change behaviors that need changing, and she accomplishes that goal. Simmons holds up a clear mirror, devoid of the fog of arcane theory, in which readers cannot help but recognize themselves and others.