“With the days of pulling all-nighters and eating pizza at 2 a.m. (hopefully) behind your new grad, there’s no time like the present to get into a good routine.”—Real Simple
NAMED ONE OF THE BEST BOOKS OF THE YEAR BY
The Wall Street Journal • Financial Times
In The Power of Habit, award-winning business reporter Charles Duhigg takes us to the thrilling edge of scientific discoveries that explain why habits exist and how they can be changed. Distilling vast amounts of information into engrossing narratives that take us from the boardrooms of Procter & Gamble to the sidelines of the NFL to the front lines of the civil rights movement, Duhigg presents a whole new understanding of human nature and its potential. At its core, The Power of Habit contains an exhilarating argument: The key to exercising regularly, losing weight, being more productive, and achieving success is understanding how habits work. As Duhigg shows, by harnessing this new science, we can transform our businesses, our communities, and our lives.
With a new Afterword by the author
“Sharp, provocative, and useful.”—Jim Collins
“Few [books] become essential manuals for business and living. The Power of Habit is an exception. Charles Duhigg not only explains how habits are formed but how to kick bad ones and hang on to the good.”—Financial Times
“A flat-out great read.”—David Allen, bestselling author of Getting Things Done: The Art of Stress-Free Productivity
“You’ll never look at yourself, your organization, or your world quite the same way.”—Daniel H. Pink, bestselling author of Drive and A Whole New Mind
“Entertaining . . . enjoyable . . . fascinating . . . a serious look at the science of habit formation and change.”—The New York Times Book Review
Thinking in Systems, is a concise and crucial book offering insight for problem solving on scales ranging from the personal to the global. Edited by the Sustainability Institute’s Diana Wright, this essential primer brings systems thinking out of the realm of computers and equations and into the tangible world, showing readers how to develop the systems-thinking skills that thought leaders across the globe consider critical for 21st-century life.
Some of the biggest problems facing the world—war, hunger, poverty, and environmental degradation—are essentially system failures. They cannot be solved by fixing one piece in isolation from the others, because even seemingly minor details have enormous power to undermine the best efforts of too-narrow thinking.
While readers will learn the conceptual tools and methods of systems thinking, the heart of the book is grander than methodology. Donella Meadows was known as much for nurturing positive outcomes as she was for delving into the science behind global dilemmas. She reminds readers to pay attention to what is important, not just what is quantifiable, to stay humble, and to stay a learner.
In a world growing ever more complicated, crowded, and interdependent, Thinking in Systems helps readers avoid confusion and helplessness, the first step toward finding proactive and effective solutions.
Winning CEO A.G. Lafley is now back at the helm of consumer goods giant Procter & Gamble. If you want to know the strategy he’ll use to restore P&G to its former dominance—read this book.
Playing to Win, a noted Wall Street Journal and Washington Post bestseller, outlines the strategic approach Lafley, in close partnership with strategic adviser Roger Martin, used to double P&G’s sales, quadruple its profits, and increase its market value by more than $100 billion when Lafley was first CEO (he led the company from 2000 to 2009). The book shows leaders in any type of organization how to guide everyday actions with larger strategic goals built around the clear, essential elements that determine business success—where to play and how to win.
Lafley and Martin have created a set of five essential strategic choices that, when addressed in an integrated way, will move you ahead of your competitors. They are: (1) What is our winning aspiration? (2) Where will we play? (3) How will we win? (4) What capabilities must we have in place to win? and (5) What management systems are required to support our choices? The result is a playbook for winning.
The stories of how P&G repeatedly won by applying this method to iconic brands such as Olay, Bounty, Gillette, Swiffer, and Febreze clearly illustrate how deciding on a strategic approach—and then making the right choices to support it—makes the difference between just playing the game and actually winning.
Playing to Win outlines a proven method that has worked for some of today’s most celebrated brands and products. Let this book serve as your new guide to winning, as well.
Brad Stone enjoyed unprecedented access to current and former Amazon employees and Bezos family members, and his book is the first in-depth, fly-on-the-wall account of life at Amazon. The Everything Store is the book that the business world can't stop talking about, the revealing, definitive biography of the company that placed one of the first and largest bets on the Internet and forever changed the way we shop and read.
THE OLD RULES NO LONGER APPLY . . .
When General Stanley McChrystal took command of the Joint Special Operations Task Force in 2004, he quickly realized that conventional military tactics were failing. Al Qaeda in Iraq was a decentralized network that could move quickly, strike ruthlessly, then seemingly vanish into the local population. The allied forces had a huge advantage in numbers, equipment, and training—but none of that seemed to matter.
TEACHING A LEVIATHAN TO IMPROVISE
It’s no secret that in any field, small teams have many advantages—they can respond quickly, communicate freely, and make decisions without layers of bureaucracy. But organizations taking on really big challenges can’t fit in a garage. They need management practices that can scale to thousands of people.
General McChrystal led a hierarchical, highly disciplined machine of thousands of men and women. But to defeat Al Qaeda in Iraq, his Task Force would have to acquire the enemy’s speed and flexibility. Was there a way to combine the power of the world’s mightiest military with the agility of the world’s most fearsome terrorist network? If so, could the same principles apply in civilian organizations?
A NEW APPROACH FOR A NEW WORLD
McChrystal and his colleagues discarded a century of conventional wisdom and remade the Task Force, in the midst of a grueling war, into something new: a network that combined extremely transparent communication with decentralized decision-making authority. The walls between silos were torn down. Leaders looked at the best practices of the smallest units and found ways to extend them to thousands of people on three continents, using technology to establish a oneness that would have been impossible even a decade earlier. The Task Force became a “team of teams”—faster, flatter, more flexible—and beat back Al Qaeda.
BEYOND THE BATTLEFIELD
In this powerful book, McChrystal and his colleagues show how the challenges they faced in Iraq can be relevant to countless businesses, nonprofits, and other organizations. The world is changing faster than ever, and the smartest response for those in charge is to give small groups the freedom to experiment while driving everyone to share what they learn across the entire organization. As the authors argue through compelling examples, the team of teams strategy has worked everywhere from hospital emergency rooms to NASA. It has the potential to transform organizations large and small.
From the Hardcover edition.
Winner of the 2013 PEN/E.O. Wilson Literary Science Writing Award
Over the past two decades of neurological research, it has become increasingly clear that the way we experience the world--our perception, behavior, memory, and social judgment--is largely driven by the mind's subliminal processes and not by the conscious ones, as we have long believed. In Subliminal, Leonard Mlodinow employs his signature concise, accessible explanations of the most obscure scientific subjects to unravel the complexities of the subliminal mind. In the process he shows the many ways it influences how we misperceive our relationships with family, friends, and business associates; how we misunderstand the reasons for our investment decisions; and how we misremember important events--along the way, changing our view of ourselves and the world around us.
Since its publication in 2001, Getting Things Done has become, as Time magazine put it, "the defining self-help business book" of the decade. Having inspired millions of readers around the world, it clearly spoke to an urgent need in an increasingly time-pressured society. Now, in the highly anticipated sequel Making It All Work, Allen unlocks the full power of his methods across the entire span of life and work. While Getting Things Done functioned as an essential tool kit, Making It All Work is an invaluable road map, providing both bearings to help you determine where you are in life and directions on how to get to where you want to go.
From the Trade Paperback edition.
Throughout his distinguished career—as a naval aviator, a U.S. Congressman, a top aide to four American presidents, a high-level diplomat, a CEO of two Fortune 500 companies, and the only twice-serving Secretary of Defense in American history—Donald Rumsfeld has collected hundreds of pithy, compelling, and often humorous observations about leadership, business, and life. When President Gerald Ford ordered these aphorisms distributed to his White House staff in 1974, the collection became known as "Rumsfeld's Rules."
First gathered as three-by-five cards in a shoebox and then typed up and circulated informally over the years, these eminently nonpartisan rules have amused and enlightened presidents, business executives, chiefs of staff, foreign officials, diplomats, and members of Congress. They earned praise from the Wall Street Journal as "Required reading," and from the New York Times which said: "Rumsfeld's Rules can be profitably read in any organization…The best reading, though, are his sprightly tips on inoculating oneself against that dread White House disease, the inflated ego."
Distilled from a career of unusual breadth and accomplishment, and organized under practical topics like hiring people, running a meeting, and dealing with the press, Rumsfeld's Rules can benefit people at every stage in their careers and in every walk of life, from aspiring politicos and industrialists to recent college graduates, teachers, and business leaders.
Open this book at your own risk. It contains ideas that may lead to a profound self-awakening. An introspective journey for those in the trenches of today's modern organizations, Deep Change is a survival manual for finding our own internal leadership power. By helping us learn new ways of thinking and behaving, it shows how we can transform ourselves from victims to powerful agents of change. And for anyone who yearns to be an internally driven leader, to motivate the people around them, and return to a satisfying work life, Deep Change holds the key.
Given that the status quo is so potent, how can we change ourselves and our organizations?
In Immunity to Change, authors Robert Kegan and Lisa Lahey show how our individual beliefs--along with the collective mind-sets in our organizations--combine to create a natural but powerful immunity to change. By revealing how this mechanism holds us back, Kegan and Lahey give us the keys to unlock our potential and finally move forward. And by pinpointing and uprooting our own immunities to change, we can bring our organizations forward with us.
This persuasive and practical book, filled with hands-on diagnostics and compelling case studies, delivers the tools you need to overcome the forces of inertia and transform your life and your work.
Millions worldwide have read and embraced John Kotter’s ideas on change management and leadership.
From the ill-fated dot-com bubble to unprecedented M&A activity to scandal, greed, and ultimately, recession—we’ve learned that widespread and difficult change is no longer the exception. It’s the rule. Now with a new preface, this refreshed edition of the global bestseller Leading Change is more relevant than ever.
John Kotter’s now-legendary eight-step process for managing change with positive results has become the foundation for leaders and organizations across the globe. By outlining the process every organization must go through to achieve its goals, and by identifying where and how even top performers derail during the change process, Kotter provides a practical resource for leaders and managers charged with making change initiatives work. Leading Change is widely recognized as his seminal work and is an important precursor to his newer ideas on acceleration published in Harvard Business Review.
Needed more today than at any time in the past, this bestselling business book serves as both visionary guide and practical toolkit on how to approach the difficult yet crucial work of leading change in any type of organization. Reading this highly personal book is like spending a day with the world’s foremost expert on business leadership. You’re sure to walk away inspired—and armed with the tools you need to inspire others.
Published by Harvard Business Review Press.
Introducing the new, realistic loyalty pact between employer and employee.
The employer-employee relationship is broken, and managers face a seemingly impossible dilemma: the old model of guaranteed long-term employment no longer works in a business environment defined by continuous change, but neither does a system in which every employee acts like a free agent.
The solution? Stop thinking of employees as either family or as free agents. Think of them instead as allies.
As a manager you want your employees to help transform the company for the future. And your employees want the company to help transform their careers for the long term. But this win-win scenario will happen only if both sides trust each other enough to commit to mutual investment and mutual benefit. Sadly, trust in the business world is hovering at an all-time low.
We can rebuild that lost trust with straight talk that recognizes the realities of the modern economy. So, paradoxically, the alliance begins with managers acknowledging that great employees might leave the company, and with employees being honest about their own career aspirations.
By putting this new alliance at the heart of your talent management strategy, you’ll not only bring back trust, you’ll be able to recruit and retain the entrepreneurial individuals you need to adapt to a fast-changing world.
These individuals, flexible, creative, and with a bias toward action, thrive when they’re on a specific “tour of duty”—when they have a mission that’s mutually beneficial to employee and company that can be completed in a realistic period of time.
Coauthored by the founder of LinkedIn, this bold but practical guide for managers and executives will give you the tools you need to recruit, manage, and retain the kind of employees who will make your company thrive in today’s world of constant innovation and fast-paced change.
In 1967, Charles Koch took the reins of his father’s company and began the process of growing it from a $21 million start-up into a global corporation with revenues of about $115 billion, according to Forbes.
So how did this MIT engineer manage grow Koch Industries into one of the largest private companies in the world today with growth exceeding that of the S&P 500 by almost 30-fold over the last five decades? Through his unique five-dimensional management process and system called Market-Based Management. Based on five decades of cross-disciplinary studies, experimental discovery, and practical implementation across Koch companies and their 100,000 employees worldwide, the core objective of Market-Based Management’s framework is as simple as it is effective: to generate good profit.
What is good profit? Good profit results when a company creates value for customers in a way that helps them improve their lives. Good profit is the result of innovations that customers freely vote for with their own dollars; it’s the result of business decisions that create long term value for everyone--customers, employees, shareholders, and society.
While you won't find the Koch Industries name on your home’s stain-resistant carpet, your baby’s more comfortable but absorbent diapers your stretch denim jeans, or your television with a better clarity screen, MBM™ drove these innovations and many more.
Here, drawing on revealing, honest stories from his five decades in business – the company’s many successes as well as its stumbles – Koch walks the reader step-by-step through the five dimensions of Market-Based Management to show stockholders, entrepreneurs, leaders, students -- and innovators, supervisors and employees of all kinds, in any field --how to apply the principles to generate Good Profit in their organizations, companies, and lives.
From the Hardcover edition.
Research in psychology has revealed that our decisions are disrupted by an array of biases and irrationalities: We’re overconfident. We seek out information that supports us and downplay information that doesn’t. We get distracted by short-term emotions. When it comes to making choices, it seems, our brains are flawed instruments. Unfortunately, merely being aware of these shortcomings doesn’t fix the problem, any more than knowing that we are nearsighted helps us to see. The real question is: How can we do better?
In Decisive, the Heaths, based on an exhaustive study of the decision-making literature, introduce a four-step process designed to counteract these biases. Written in an engaging and compulsively readable style, Decisive takes readers on an unforgettable journey, from a rock star’s ingenious decision-making trick to a CEO’s disastrous acquisition, to a single question that can often resolve thorny personal decisions.
Along the way, we learn the answers to critical questions like these: How can we stop the cycle of agonizing over our decisions? How can we make group decisions without destructive politics? And how can we ensure that we don’t overlook precious opportunities to change our course?
Decisive is the Heath brothers’ most powerful—and important—book yet, offering fresh strategies and practical tools enabling us to make better choices. Because the right decision, at the right moment, can make all the difference.
From the Hardcover edition.
The world around you is pulling your strings, shaping your innermost instincts and your most private thoughts. And you don't even realize it.
Every day and in all walks of life, we overlook the enormous power of situations, of context in our lives. That's a mistake, says Sam Sommers in his provocative new book. Just as a museum visitor neglects to notice the frames around paintings, so do people miss the influence of ordinary situations on the way they think and act. But frames- situations- do matter. Your experience viewing the paintings wouldn't be the same without them. The same is true for human nature.
In Situations Matter, Sommers argues that by understanding the powerful influence that context has in our lives and using this knowledge to rethink how we see the world, we can be more effective at work, at home, and in daily interactions with others. He describes the pitfalls to avoid and offers insights into making better decisions and smarter observations about the world around us.
Managers and professionals across the globe have embraced Primal Leadership, affirming the importance of emotionally intelligent leadership. Its influence has also reached well beyond the business world: the book and its ideas are now used routinely in universities, business and medical schools, and professional training programs, and by a growing legion of professional coaches.
This refreshed edition, with a new preface by the authors, vividly illustrates the power—and the necessity—of leadership that is self-aware, empathic, motivating, and collaborative in a world that is ever more economically volatile and technologically complex. It is even timelier now than when it was originally published.
From bestselling authors Daniel Goleman, Richard Boyatzis, and Annie McKee, this groundbreaking book remains a must-read for anyone who leads or aspires to lead.
Also available in ebook format wherever ebooks are sold.
This eBook, written by an experienced systems thinker and consultant, helps the reader develop an appreciation of the nature of systems - what they comprise of, how they function, how they sustain and organize themselves and what they influence and are influenced by.
With this knowledge people and organisations can obtain a greater understanding of themselves and can develop the ability to identify the structure of problems and make interventions with far greater skill and precision.
Julie Morgenstern has made a career out of helping her clients get organized. But in the process, she discovered something surprising: for many of her clients, organizing isn’t enough. For those who are eager to make a change in their lives—a new job, a new relationship, a new stage in life—they need to get rid of the old before they can organize the new. They need to SHED their stuff before they can change their lives! So Julie created the SHED process—a four-step plan to get rid of the physical, mental, and schedule clutter that holds back so many of us. But SHEDing isn’t just about throwing things away! Julie teaches that its just as important to focus on what comes before and after you heave the clutter, so that the changes you make really stick in the long term. Learn about:
• Separating the treasures (figuring out what really matters)
• Heaving the rest (undertaking the tough work of eliminating excess)
• Embracing your true identity (figuring out who you really want to be)
• Driving yourself forward (achieving real change now that the past isn’t holding you back any longer)
Whether you’re facing a move, a promotion, an empty nest, a marriage, divorce, or retirement, SHED Your Stuff, Change Your Life provides a practical, transformative plan for positively managing change in every aspect of your life.
Ted Sundquist was educated at the U.S. Air Force Academy. He played and coached football for the Academy, served as a flight commander in Germany, and went on to become General Manager of the Denver Broncos. In other words, Sundquist has spent his entire adult life building powerful, effective teams that get things done.
In Taking Your Team to the Top, Sundquist gives you the knowledge, skills, and motivation to replicate his remarkable success.
Whether you run a global corporation or small business, you'll learn how to accurately evaluate new hires from enormous talent pools, quickly implement them into your organization's existing team culture, and create a dedicated mission statement to maximize team success.
In this groundbreaking guide, Sundquist combines the sum total of his vast and diverse leadership experience with lessons and insights from some of today's top leadership experts, including:DANA PERINO, White House Press Secretary for President George W. Bush DR. TOM OSBORNE, Head Coach of the University of Nebraska football team and U.S. Congressman DR. HARVEY SCHILLER, Commissioner of the SEC and Secretary General of the U.S. Olympic Committee ED ROSKI, one of the Forbes 200 richest people in America JEFF PASH, Executive VP and General Counsel of the NFL CHAD HENNINGS, three-time Super Bowl Champion and defensive tackle for the Dallas Cowboys
You can have the best business strategy available. But without the best and brightest people collaborating in a healthy way to execute that strategy, it's only worth the paper it's printed on.
Taking Your Team to the Top offers the fundamentals you need to unlock individuals' abilities and talents while adding to team synergy to accomplish any business objective, in any business--large or small.
PRAISE FOR TAKING YOUR TEAM TO THE TOP:
"Ted Sundquist outlines in detail how to organize and lead a corporation to real success. He provides a plan to reach this success while always emphasizing the importance of personal involvement, compassion, and caring for your people (employees). I highly recommend Taking Your Team to the Top for all CEOs of every level." -- Lt. General Winfield W. Scott, Jr., United States Air Force
"Having had the opportunity to play under Ted's leadership on the Denver Broncos, I came to highly respect him not only as a person but for his managerial skills that lead us to two Super Bowl championships.... If you are seeking insight into how to best build, manage, and lead your team to success, this book is an absolute must-have." -- Jason Elam, All-Pro Placekicker, NFL 1993-2009
"In a world quick to measure short-term performance, we often get fleeting temporary results. I love how Ted challenges some of these norms and embraces a leadership style that is others-focused: built around compassion, chemistry and ultimately a long-term lasting impact. This book is a great read for the leader who is looking to leverage his or her position for real impact and influence on others." -- Jeff Nolde, Vice President, Values Based Wealth Management, Morgan Stanley
"Ted has drawn on his experience as an athlete, military officer, and NFL club executive to create a valuable and practical guide for anyone in a position of leadership, whether it be business or sports executive, a head coach or entrepreneur." -- Jack Mills, President, Ascent Sports
Why is change so hard? Because in order to make any transformation successful, you must change more than just the structure and operations of an organization—you need to change people’s behavior. And that is never easy.
The Heart of Change is your guide to helping people think and feel differently in order to meet your shared goals. According to bestselling author and renowned leadership expert John Kotter and coauthor Dan Cohen, this focus on connecting with people’s emotions is what will spark the behavior change and actions that lead to success. Now freshly designed, The Heart of Change is the engaging and essential complement to Kotter’s worldwide bestseller Leading Change.
Building off of Kotter’s revolutionary eight-step process, this book vividly illustrates how large-scale change can work. With real-life stories of people in organizations, the authors show how teams and individuals get motivated and activated to overcome obstacles to change—and produce spectacular results. Kotter and Cohen argue that change initiatives often fail because leaders rely too exclusively on data and analysis to get buy-in from their teams instead of creatively showing or doing something that appeals to their emotions and inspires them to spring into action. They call this the see-feel-change dynamic, and it is crucial for the success of any true organizational transformation.
Refreshingly clear and eminently practical, The Heart of Change is required reading for anyone facing the challenges inherent in leading change.
After two decades in the trenches of helping companies design and build better, more efficient operations, Karen Martin has pinpointed why performance improvement programs usually fail: Chaos, the sneaky but powerful force that frustrates customers, keeps business leaders awake at night, and saps company morale.
In The Outstanding Organization, Karen offers a toolbox for combating chaos by creating the organizational conditions that will allow your improvement efforts to return greater gains.
Proven, practical, and surprisingly simple, Karen's system focuses on four key behaviors for organizational excellence--Clarity, Focus, Discipline, Engagement--that, once instilled into a company's DNA, open the door to sustainable growth and profit. This well-organized, inviting-to-read guide reveals everything you need to know about:How the lack of clarity and focus adds millions of dollars of unnecessary labor expense and slows progress on all fronts How you can gain a competitive edge by adopting the type of disciplined behaviors typically found in the military, science, law enforcement, sports, and the arts Why you should stop worrying about employee satisfaction--and start concerning yourself with employee engagement Why adopting various improvement approaches without building a foundation for success won't solve your problems--and will likely create more chaos
Although you don't like the chaos that you're currently coping with, you've probably come to accept it. You don’t have to if you follow the path Karen lays out.
This no-nonsense book helps you get to the crux of the problem, so you can inject the sensible, disciplined calm that enables the levels of performance and innovation mandated by today's business environment--and help your organization become truly outstanding.
Praise for The Outstanding Organization
"Too often, outstanding performance seems out of reach. Karen Martin explains, with elegant simplicity, why so many organizations 'can't get there from here.' Better yet, she provides clear, actionable advice on building a foundation that will allow anyone to achieve excellence."
-Matthew E. May, author, The Laws of Subtraction
"This fast-moving book gives managers a series of practical, proven strategies and tools to improve performance to get better results immediately."
-Brian Tracy, author, Full Engagement!
"It is within our grasp to create an outstanding organization, but it won't happen without focus and attention. Karen Martin explores organizations that have made this transformation, and she unlocks their secrets for you. Read this book, apply the principles exposed, and you will achieve similar success."
-Richard Sheridan, CEO, Menlo Innovations
"Karen Martin shares her extensive experience assisting companies in their improvement efforts and identifies capabilities common among organizations that have achieved sustainable outstanding success. Especially noteworthy is Karen's discussion of the Plan-Do-Study-Adjust management cycle. Adapt it as you need, adopt it because you must."
-John Shook, Chairman and CEO, Lean Enterprise Institute
"Powerful and motivating! Whether you are performing aerial feats in a super-sonic fighter jet at low altitude or plotting improvement efforts from the corporate boardroom, this book will help you take your organizational performance to new heights!"
-Scott Beare, former Lead Solo Pilot, Blue Angels
As Teresa Amabile and Steven Kramer explain in The Progress Principle, seemingly mundane workday events can make or break employees’ inner work lives. But it’s forward momentum in meaningful work—progress—that creates the best inner work lives. Through rigorous analysis of nearly 12,000 diary entries provided by 238 employees in 7 companies, the authors explain how managers can foster progress and enhance inner work life every day.
The book shows how to remove obstacles to progress, including meaningless tasks and toxic relationships. It also explains how to activate two forces that enable progress: (1) catalysts—events that directly facilitate project work, such as clear goals and autonomy—and (2) nourishers—interpersonal events that uplift workers, including encouragement and demonstrations of respect and collegiality.
Brimming with honest examples from the companies studied, The Progress Principle equips aspiring and seasoned leaders alike with the insights they need to maximize their people’s performance.
Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need.
Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?
The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.
It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers.
The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
I am able to assess others in a fair and accurate way.
These self-perceptions are challenged by leading psychologists Mahzarin R. Banaji and Anthony G. Greenwald as they explore the hidden biases we all carry from a lifetime of exposure to cultural attitudes about age, gender, race, ethnicity, religion, social class, sexuality, disability status, and nationality.
“Blindspot” is the authors’ metaphor for the portion of the mind that houses hidden biases. Writing with simplicity and verve, Banaji and Greenwald question the extent to which our perceptions of social groups—without our awareness or conscious control—shape our likes and dislikes and our judgments about people’s character, abilities, and potential.
In Blindspot, the authors reveal hidden biases based on their experience with the Implicit Association Test, a method that has revolutionized the way scientists learn about the human mind and that gives us a glimpse into what lies within the metaphoric blindspot.
The title’s “good people” are those of us who strive to align our behavior with our intentions. The aim of Blindspot is to explain the science in plain enough language to help well-intentioned people achieve that alignment. By gaining awareness, we can adapt beliefs and behavior and “outsmart the machine” in our heads so we can be fairer to those around us. Venturing into this book is an invitation to understand our own minds.
Brilliant, authoritative, and utterly accessible, Blindspot is a book that will challenge and change readers for years to come.
Praise for Blindspot
“Conversational . . . easy to read, and best of all, it has the potential, at least, to change the way you think about yourself.”—Leonard Mlodinow, The New York Review of Books
“Accessible and authoritative . . . While we may not have much power to eradicate our own prejudices, we can counteract them. The first step is to turn a hidden bias into a visible one. . . . What if we’re not the magnanimous people we think we are?”—The Washington Post
“Banaji and Greenwald deserve a major award for writing such a lively and engaging book that conveys an important message: Mental processes that we are not aware of can affect what we think and what we do. Blindspot is one of the most illuminating books ever written on this topic.”—Elizabeth F. Loftus, Ph.D., distinguished professor, University of California, Irvine; past president, Association for Psychological Science; author of Eyewitness Testimony
“A wonderfully cogent, socially relevant, and engaging book that helps us think smarter and more humanely. This is psychological science at its best, by two of its shining stars.”—David G. Myers, professor, Hope College, and author of Intuition: Its Powers and Perils
“[The authors’] work has revolutionized social psychology, proving that—unconsciously—people are affected by dangerous stereotypes.”—Psychology Today
“An accessible and persuasive account of the causes of stereotyping and discrimination . . . Banaji and Greenwald will keep even nonpsychology students engaged with plenty of self-examinations and compelling elucidations of case studies and experiments.”—Publishers Weekly
“A stimulating treatment that should help readers deal with irrational biases that they would otherwise consciously reject.”—Kirkus Reviews
From the Hardcover edition.
In the late spring and early summer, as a bee colony becomes overcrowded, a third of the hive stays behind and rears a new queen, while a swarm of thousands departs with the old queen to produce a daughter colony. Seeley describes how these bees evaluate potential nest sites, advertise their discoveries to one another, engage in open deliberation, choose a final site, and navigate together--as a swirling cloud of bees--to their new home. Seeley investigates how evolution has honed the decision-making methods of honeybees over millions of years, and he considers similarities between the ways that bee swarms and primate brains process information. He concludes that what works well for bees can also work well for people: any decision-making group should consist of individuals with shared interests and mutual respect, a leader's influence should be minimized, debate should be relied upon, diverse solutions should be sought, and the majority should be counted on for a dependable resolution.
An impressive exploration of animal behavior, Honeybee Democracy shows that decision-making groups, whether honeybee or human, can be smarter than even the smartest individuals in them.
What’s the hidden power behind the success of Wikipedia, Craigslist, and Skype? What do eBay and General Electric have in common with the abolitionist and women’s rights movements? What fundamental choice put General Motors and Toyota on vastly different paths? How could winning a Supreme Court case be the biggest mistake MGM could have made?
After five years of ground-breaking research, Ori Brafman and Rod Beckstrom share some unexpected answers, gripping stories, and a tapestry of unlikely connections. The Starfish and the Spider argues that organizations fall into two categories: traditional “spiders,” which have a rigid hierarchy and top-down leadership, and revolutionary “starfish,” which rely on the power of peer relationships.
The Starfish and the Spider explores what happens when starfish take on spiders (such as the music industry vs. Napster, Kazaa, and the P2P services that followed). It reveals how established companies and institutions, from IBM to Intuit to the US government, are also learning how to incorporate starfish principles to achieve success. The book explores:
* How the Apaches fended off the powerful Spanish army for 200 years
* The power of a simple circle
* The importance of catalysts who have an uncanny ability to bring people together
* How the Internet has become a breeding ground for leaderless organizations
* How Alcoholics Anonymous has reached untold millions with only a shared ideology and without a leader
The Starfish and the Spider is the rare book that will change how you understand the world around you.
From the Hardcover edition.
Good Profit: How Creating Value for Others Built One of the World’s Most Successful Companies is a nonfiction book that outlines the management strategy of Charles G. Koch, the chief executive officer (CEO) of Koch Industries, Inc. It builds on his 2007 book, The Science of Success: How Market-Based Management Built the World’s Largest Private Company, by including guidance on how to apply his management strategies, and answers questions about Koch Industries’s success and failures…
PLEASE NOTE: This is key takeaways and analysis of the book and NOT the original book.
Inside this Instaread of Good Profit:
· Overview of the book
· Important People
· Key Takeaways
· Analysis of Key Takeaways
Does your organization manage complexity by making things more complicated? If so, you are not alone.
According to The Boston Consulting Group’s fascinating Complexity Index, business complexity has increased sixfold during the past sixty years. And, all the while, organizational complicatedness—that is, the number of structures, processes, committees, decision-making forums, and systems—has increased by a whopping factor of thirty-five. In their attempt to respond to the increasingly complex performance requirements they face, company leaders have created an organizational labyrinth that makes it more and more difficult to improve productivity and to pursue innovation. It also disengages and demotivates the workforce.
Clearly it’s time for leaders to stop trying to manage complexity with their traditional tools and instead better leverage employees' intelligence. This book shows you how and explains the implications for designing and leading organizations.
The way to manage complexity, the authors argue, is neither with the hard solutions of another era nor with the soft solutions—such as team building and feel-good “people initiatives”—that often follow in their wake. Based on social sciences (notably economics, game theory, and organizational sociology) and The Boston Consulting Group’s work with more than five hundred companies in more than forty countries and in various industries, authors Yves Morieux and Peter Tollman recommend six simple rules to manage complexity without getting complicated.
Showing why the rules work and how to put them into practice, Morieux and Tollman give managers a much-needed tool to reinvigorate people in the face of seemingly endless complexity. Included are detailed examples from companies that have achieved a multiplicative effect on performance by using them.
It’s time to manage complexity better. Employ these six simple rules to foster autonomy and cooperation and to effectively handle business complexity. As a result, you will improve productivity, innovate more, reengage your workforce, and seize opportunities to create competitive advantage.
In helping Walt Disney create “The Happiest Place on Earth,” Van France and his team started a business revolution in 1955 that eventually became the Disney University—the employee training and development program that powers one of the most famous brands on earth.
Disney U examines how Van France's timeless company values and leadership expertise have turned into a training and development dynasty: the Disney U. The book reveals the heart of the Disney Culture and describes the company's values and operational philosophies that support the world-famous Disney brand.
Doug Lipp is an internationally acclaimed expert on customer service, leadership, change management and global competitiveness, specializing in the lessons he learned at the Disney U.
The Handbook of Organizational Economics surveys the major theories, evidence, and methods used in the field. It displays the breadth of topics in organizational economics, including the roles of individuals and groups in organizations, organizational structures and processes, the boundaries of the firm, contracts between and within firms, and more.
The defining book on the subject, The Handbook of Organizational Economics is essential reading for researchers and students looking to understand this emerging field in economics.
Presents the first comprehensive treatment of organizational economics
Features contributions by leaders in the field
Unifies and extends existing literatures
Describes theoretical and empirical methods used today
About the Book
Organizing for Success, Second Edition provides simple, remarkably effective time management technique to help reders get two extra productive hours out of every day. The book uses “The Master List” concept to show readers how to budget their time and energy by the day, week, and month.
Readers will learn how to quickly prioritize their goals, complete tasks on time and under budget, and even helps readers plan for the interruptions, urgent emails, and unexpected meetings that will inevitably attack their day. This new edition places heavier emphasis on technology, including advice on how to write, manage and file email more effectively; how to use Lotus Notes and Microsoft Office to streamline the day; and how to use devices like Blackberries and social media as assets and time-savers, rather than as distractions and time sinks.
Key Selling FeaturesZeigler has been recognized as a leader in the time-management field since 1996; his books have sold over 15,000 copies to date. He speaks at least three times per week to as many as 1,000 people Companion website will include customizable, downloadable “Master Lists” that readers can print out or export into their pdas, iphones, and work computers Zeigler's website gets about 1,000 hits a day; he spends approximately $50,000 per year on Google AdWords and clickthrough advertising In the last year alone, he has appeared on the Neil Cavuto Show, in the Chicago Tribune, and on MoneyMatters
Market / Audience
Business professionals and managers, readers of Getting Things Done
About the Author
Kenneth Zeigler (Charlotte, NC) has been recognized as an expert on the subject since developing a time management system for Hertz in 1997. He has been on the cover of Investor's Business Daily and has published numerous articles for such newspapers as The Washington Post, the NY Post, and the Charlotte Observer. Over the years he has advised such clients as Hertz, Toys "R" Us, The Federal Reserve, The Comptroller of the Currency, Hormel, and Fidelity Investments.
Yet complexity doesn't happen on its own. Managers unwittingly create it, often through well-intended decisions. In Simply Effective, Ron Ashkenas provides a playbook for regaining control, focused on the four major causes of complexity:
-Constant changes in organizational structures
-Proliferation of products and services
-Evolution of business processes
-Time-wasting managerial behaviors
The author provides a diagnostic for identifying how these causes of complexity are affecting your organization-and presents practical tactics for combating each one.
Ashkenas also explains how to craft a strategy that will make simplification an ongoing driver of your company's success-no matter where you work in your organization. Abundant examples from companies like ConAgra Foods, GE, Cisco, Zurich Financial Services, and Johnson & Johnson illuminate his points.
A crucial resource in today's overly complex age, Simply Effective should be required reading for everyone on your management team.
How good are you at knowing the minds of others? How well can you guess what others think of you, know who really likes you, or tell when someone is lying? How well do you really understand the minds of those closest to you, from your spouse to your kids to your best friends? Do you really know what your coworkers, employees, competitors, or clients want?
In this illuminating exploration of one of the great mysteries of the human mind, University of Chicago psychologist Nicholas Epley introduces us to what scientists have learned about our ability to understand the most complicated puzzle on the planet—other people—and the surprising mistakes we so routinely make. Why are we sometimes blind to the minds of others, treating them like objects or animals? Why do we sometimes talk to our cars, or the stars, as if there is a mind that can hear us? Why do we so routinely believe that others think, feel, and want what we do when, in fact, they do not? And why do we believe we understand our spouses, family, and friends so much better than we actually do? Mindwise will not turn other people into open books, but it will give you the wisdom to revolutionize how you think about them—and yourself.
From the Hardcover edition.
Over the past decade, Snakes in Suits has become the definitive book on how to discover and defend yourself against psychopaths in the office. Now, Dr. Paul Babiak and Dr. Robert D. Hare return with a revised and updated edition of their essential guide.
All of us at some point have—or will—come into contact with psychopathic individuals. The danger they present may not be readily apparent because of their ability to charm, deceive, and manipulate. Although not necessarily criminal, their self-serving nature frequently is destructive to the organizations that employ them. So how can we protect ourselves and our organizations in a business climate that offers the perfect conditions for psychopaths to thrive?
In Snakes in Suits, Hare, an expert on the scientific study of psychopathy, and Babiak, an industrial and organizational psychologist and a leading authority on the corporate psychopath, examine the role of psychopaths in modern corporations and provide the tools employers can use to avoid and deal with them. Together, they have developed the B-Scan 360, a research tool designed specifically for business professionals.
Dr. Babiak and Dr. Hare reveal the secret lives of psychopaths, explain the ways in which they manipulate and deceive, and help you to see through their games. The rapid pace of today’s corporate environment provides the perfect breeding ground for these "snakes in suits" and this newly revised and updated classic gives you the insight, information, and power to protect yourself and your company before it’s too late.
In challenging times, companies must serve their customers faster and more efficiently. This makes improving your business processes more critical than ever. In this book, you'll learn key steps for carrying out a business process improvement initiative, including how to:
-Plan a business process improvement initiative
-Analyze and redesign a current process that needs improvement
-Obtain the resources needed to change a process
-Develop a systematic approach for creating and implementing change
We're living in the midst of a networking revolution. All of the major technology innovations of the 21st century – social networking, cloud computing, search engines, and crowdsourcing, to name a few – leverage the internet and are thus bound by the rules of networks. We've seen the exponential growth of these technologies, and they've led to a more efficient and tightly connected world. But what many people don't realize is that all networks eventually reach a breakpoint and collapse. This happens in the brain, it happens in nature, it happened to MySpace, and it will happen to Facebook and Google. It is critical to understand where the breakpoint is in the networks you use in order to achieve optimum success.
Navigating the world of new technologies today can be like walking through a minefield unless you know the path. Imagine what you could do with a roadmap for where things are headed?
In this fascinating look at the future of business and technology, neuroscientist and entrepreneur Jeff Stibel shows how the brain can act as a guide to understanding the future of the internet and the constellation of businesses and technologies that run on it. He'll show how leaders like Marissa Mayer are using artificial intelligence to literally remake Yahoo! and how startups like oDesk and Kickstarter are using crowdsourcing, the next wave of revolutionary technology, to create something much larger and "smarter" than the sum of their parts.
Stibel offers a fresh perspective about the future of business and technology in a candid and engaging manner.
As in the third edition, Bernard Bass begins with a consideration of the definitions and concepts used, and a brief review of some of the betterknown theories. Professor Bass then focuses on the personal traits, tendencies, attributes, and values of leaders and the knowledge, intellectual competence, and technical skills required for leadership. Next he looks at leaders' socioemotional talents and interpersonal competencies, and the differences in these characteristics in leaders who are imbued with ideologies, especially authoritarianism, Machiavellianism, and self-aggrandizement. A fuller examination of the values, needs, and satisfactions of leaders follows, and singled out for special attention are competitiveness and the preferences for taking risks. In his chapters on personal characteristics, Bass examines the esteem that others generally accord to leaders as a consequence of the leaders' personalities.
The many theoretical and research developments about charisma over the past thirty years are crucial and are explored here in depth. Bass has continued to develop his theory of transformational leadership -- the paradigm of the last twenty years -- and he details how it makes possible the inclusion of a much wider range of phenomena than when theory and modeling are limited to reinforcement strategies. He also details the new incarnations of transformational leadership since the last edition.
Bass has greatly expanded his consideration of women and racial minorities, both of whom are increasingly taking on leadership roles.
A glossary is included to assist specialists in a particular academic discipline who may be unfamiliar with terms used in other fields.
Business professors and students, executives in every industry, and politicians at all levels have relied for years on the time-honored guidance and insight afforded by the Handbook.
Too often, great cultures feel like magic. While most leaders believe culture is critical to success, few know how to build one, or sustain it over time.
What if you knew the science behind the magic—a science so predictive and powerful that you could transform your organization? What if you could use cutting edge psychology to unlock people’s innate desire to innovate, experiment, and adapt? In Primed to Perform, Neel Doshi and Lindsay McGregor show you how to do just that. The result: higher sales, more loyal customers, and more passionate employees.
Primed to Perform explains the counter-intuitive science behind great cultures, building on over a century of academic thinking. It shares the simple, highly predictive new measurement tool—the Total Motivation (ToMo) Factor—that enables you to measure the strength of your culture, and track improvements over time. It explores the authors’ original research into how Total Motivation leads to higher performance in iconic companies, from Apple to Starbucks to Southwest Airlines. Most importantly, it teaches you to build great cultures, using a systematic and sustainable approach.
High performing cultures cant be left to chance. Organizations must create systems that shape and maintain them. Whether you’re a five-person team or a startup, a school, a nonprofit or a mega-institution, Primed to Perform shows you how.
A new edition of the classic project management book is here, revised and updated with even more guidelines and real-world examples. This expanded fifth edition provides an applications-oriented understanding of the issues you must confront and important tips for passing the Project Management Professional exam.
The standard guidebook in the Project Management field for over 20 years Project Planning Scheduling and Control now offers more strategies for dealing effectively with team members, clients, senior managers and other key stakeholders and is the perfect prescription for project success.
NEW TO THIS EDITION:Chapters on Full-spectrum Project Management and how to manage a virtual project team Managing and facilitating project meetings Techniques for dealing with contractors Guidelines for setting up a project office
"When the economy is unpredictable and we don't know about the next quarter let alone the next year, how do we find our way? Where do we look for stability?
As Nanci Raphael teaches us, the kind of stability that will guide us comes from inside. In this wonderful guidebook, she teaches us how chaotic life can become when we devote our energies to avoiding what we are afraid of. She carefully shows us the many benefits we derive when we are able to slow down, reflect, meditate, find what success really means, and ultimately develop faith in our own creativity and resilience, and she does this through practical examples, helpful exercises, and gentle guidance. She is the guide any entrepreneur needs today... and tomorrow."---Daniel Gottlieb, PhD, Host of "Voices in the Family" WHYY FM Philadelphia, and Author of Letters to Sam: A Grandfather's Lessons on Love, Loss, and the Gifts of Life, Learning from the Heart: Lessons on Living, Loving, and Listening, and The Wisdom of Sam: Observations on Life from an Uncommon Child
"In this masterpiece, Nanci delivers some of the most important lessons you will ever need to learn in business! One of my favorite quotes is by Oliver Wendell Holmes: `We all need an education in the obvious' Nanci is delivering an advanced program of the most important obvious education you will ever need inside this book! Don't just read this book, devour every single word!"---Peggy McColl, New York Times Bestselling Author of your Destiny Switch: Master Your key Emotions, and Attract the Life of Your Dreams!
"Nanci Raphael has shifted the way small business owners can achieve true, long-lasting success. This is not another step-by-step, how-to book on getting rich. This is a book that looks at how to `have it all,'---money, meaning, and success. She shows you how to get it (the easy way), how to keep it, and how to get it back if you lose your way. If you're an entrepreneur, you owe it to yourself to read this book!"---Christine Kloser, Author of The Freedom Formula: How to Put Soul in Your Business and Money in four Bank
"It's been said that most business problems are personal problems in disguise. If you want to do big things in business (or life) the inner game is the game you must win. If you do, you'll create breakthrough results. The Entrepreneur's Guide to Mastering the Inner World of Business is your playbook. Study its strategies, principles, and techniques. Your future depends on it."---Michael Port, New York Times Bestsefing Author
"In The Entrepreneur's Guide to Mastering the Inner World of Business, Nanci Raphael describes in beautiful, gut-wrenching detail what it's like to live in the mind, heart, (and the body) of a business owner. She is qualified to offer proven action steps to take to make change happen."---Marcie Wieder, CED/Founder, Dream University
"If you ever get a sense as an entrepreneur that you're the only one feeling or acting a certain (strange!) way, then read Nanci's book immediately Her insightful and inspirational stories will help you push through the pain and reach your goals."---Verne Harnish, "Growth Guy", CEO Gazelles
the entrepreneur's guide series
Entrepreneurs dream. Many dream big. But as dreams get bigger, more obstacles loom---obstacles like fear, doubt, anger, or stress. These are emotional challenges that too often get in the way of the daily tasks of running a company and managing people. These struggles can be overcome. Here's how
Focusing on the internal blocks, obstacles, and struggles all entrepreneurs face sooner or later, The Entrepreneur's Guide to Mastering the Inner World of Business shows how these unrecognized selfimposed barriers make it difficult to work at peak levels of performance. This guide will help readers explore perceptions they have about themselves and identify hidden weaknesses, frustration, and fears rarely talked about. They will learn to manage these factors to avoid sure failure and to enhance, instead of detract, from business growth, work performance, profitability, and a more meaningful life
Each chapter of the book concentrates on a difficult, universal problem entrepreneurs may face, such as managing doubt, worry and indecision, remaining innovative even during stressful times, coping with loneliness, confronting overwhelming "busy-ness," discovering the meaning of success and managing it, climbing up from failure and despair, and knowing oneself. "Ask yourself" questions help the reader identify the particular issue within him/herself. "Practices" suggest proven solutions for issues based on those the author has taught to thousands of business leaders
In The Chaos Imperative, organizational expert and bestselling author Ori Brafman (Sway, The Starfish and the Spider) shows how even the best and most efficient organizations, from Fortune 500 companies to today's US Army, benefit from allowing a little unstructured space and disruption into their planning and decision-making.
The power of lean to build world-class performance requires a corporate-wide commitment to long term continuous improvement that very few organizations have made.The Lean CEO bridges the gap between lean and conventional management practices in a way that addresses the specific needs of executives.
Filled with narratives from leaders who have taken the lean journey with great success, The Lean CEO offers a detailed account of how top executives have reconciled lean activity with traditional management practices in order to meet broad corporate objectives. Readers learn how to use lean to eliminate waste, reduce costs, spark innovation, improve quality and delivery, engage employees, and build a sustainable future.
Jacob Stoller is a business journalist with expertise in implementing lean throughout entire organizations.
Designed to compliment existing textbooks for the course, the companion provides:
- Easy access to the key themes in Organizational Theory
- Helpful summaries of the approaches taken by the main course textbooks
- Sample questions and answers, with common themes that must always be addressed
- Short vignettes and a case study that runs throughout the chapters
- Guidance on the essential study skills required to pass the course
- `Taking It Further' sections that suggest how readers can extend their thinking beyond the `received wisdom'
The SAGE Course Companion in Organizational Theory is much more than a revision guide for undergraduates; it is an essential tool that will help readers take their course understanding to new levels and help them achieve success in their undergraduate course.