Chris Grey shows you how to customize your DSLR according to the genre you are working in. He showcases the work of professional photographers from the worlds of wedding photography, fine art, sports/action, portrait and nature and each photographer explains their differing workflow requirements and how they get the best shots.
Starting with the issues you will face: which file format - RAW or JPEG? Which camera? Which lens? Which software? - and moving on to covering the specific features of all the new Canon DSLRs in the EOS system, from the nifty Digital Rebel XTi to the awesome 1D Mark III, Chris Grey shows you how to get the most out of each camera. He shows images taken and the settings he has used so you can see the exact effect of each function.
Packed with tips from the pros, key workflow solutions and images side by side showing different camera functions, this book is a must have for any Canon shooter.
Inside, you'll find detailed explanations of every control and every feature, including full-color illustrations showing how changing each setting will affect your photos. But this book's greatest strength isn't its focus on the camera; it's the detailed, easy-to-follow instruction it offers on using your camera to take superior photographs. The lens, the subject matter, the light-all these variables are covered in depth, and always in the context of the Canon EOS Digital Rebel XS/1000D.
Written by a widely acclaimed photographer and teacher, Canon EOS Digital Rebel XS/1000D shows you how to get the shots you can see in your head but have never been able to capture with a camera.
.Get up and running in five minutes with the quick start guide
.Master your camera's many features and controls
.Profit from dozens of tips and tricks
.See first-hand how different settings affect your photos
.Refine and manage your photos using the Canon software
.Be inspired by hundreds of gorgeous, full color photographs, and learn how to get the same effects in your own shots
It's all down to Giacomo, and whether he can come up with a brilliant solution. And if he does, will his Master go for it? After all, Leonardo still doesn't seem to trust him. He refuses to teach Giacomo how to paint; he won't help him find his parents; nor will he discuss the significance of the medallion, ring, and cross that Giacomo was carrying when Leonardo found him. But with the secret arrival of a powerful stranger, Giacomo is about to discover much more than the answers he has been looking for. And he will also receive an invitation to help arrange a meeting that could change his life. . . and the future course of history.
With more twists and turns than a spiral staircase, this thriller is as unique as its two heroes -- the most celebrated artist who ever lived, and a young man without a past, who will stop at nothing to find the truth about his life.
Just bought a Canon EOS Digital Rebel XSi/450D and looking to combine practical know-how with inspiration? This one-stop, easy-to-read guide covers all the basic functions of the camera, and everything beyond.
For the basics, turn to the quick start guide, which will get you up and running in five minutes.
For an understanding of your camera's many controls and features, check out the section called "The Camera." If all you need is a quick explanation, you'll find it. If you're looking for the Whole Story, you'll find that, too. Settings that affect how your pictures look are accompanied by full-color examples that show you exactly what you can expect. This section also covers the camera's menus, playback features, memory, and power sources.
The section called "Software" shows you how to get the most out of your camera's software. It covers tethered shooting, color management, RAW conversion, storing your images, managing your library, and backup strategies - to name just a few topics.
Ultimately, this book's greatest strength isn't its focus on the camera or the software; it's the detailed, easy-to-follow instruction it offers on using your camera to take truly superior photographs. Sections devoted to lenses, subject matter, and light cover these variables in depth, always presenting the most effective techniques in the context of the strengths and limitations of the Canon EOS Digital Rebel XSi/450D.
Written by a widely acclaimed photographer and photography teacher, Canon EOS Digital Rebel XSi/450D shows you how to get the shots you can see in your head but have never been able to capture with a camera.
* The quick start guide will have you taking great photos in five minutes.
* In-depth coverage of every feature and control ensures that you have access to the tools you need for every shot.
* Full-color examples demonstrate how different settings affect your photos.
* Expert coverage of lenses, lighting, and subject matter gives you the practical knowledge you need to go after any shot.
* Step-by-step instructions on photo editing and image management help you get the most out of your camera's software.
* A detailed review of accessories for your camera explains which of these add-ons offer the most value for your needs.
* Dozens of tips and tricks prepare you for every situation you're likely to encounter - in the field, at the studio, or at your next wedding or family reunion.
This collection provides readings grouped under six key headings which reflect where some of the most influential and provocative work in the field has been done over recent years, namely:
- Organizational Learning and Learning Organizations
- Individual Learning
- Critical Approaches to Management Education and Learning
- Pedagogical Practice
- Globalization and Management Learning
- Beyond Management Learning
Along with an editorial introduction, this volume will provide a unique and invaluable resource for anyone studying or researching management learning and cognate areas, by bringing together some of the best peer-reviewed work in the field.
With a new Afterword by the author
In The Power of Habit, Pulitzer Prize–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 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.
NEW YORK TIMES BESTSELLER • NPR BESTSELLER • WASHINGTON POST BESTSELLER • LOS ANGELES TIMES BESTSELLER • USA TODAY BESTSELLER • PUBLISHERS WEEKLY BESTSELLER
NAMED ONE OF THE BEST BOOKS OF THE YEAR BY
The Wall Street Journal • Financial Times
“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
“Cue: see cover. Routine: read book. Reward: fully comprehend the art of manipulation.”—Bloomberg Businessweek
“A fresh examination of how routine behaviors take hold and whether they are susceptible to change . . . The stories that Duhigg has knitted together are all fascinating in their own right, but take on an added dimension when wedded to his examination of habits.”— Associated Press
“There’s been a lot of research over the past several years about how our habits shape us, and this work is beautifully described in the new book The Power of Habit.”—David Brooks, The New York Times
“A first-rate book—based on an impressive mass of research, written in a lively style and providing just the right balance of intellectual seriousness with practical advice on how to break our bad habits.”—The Economist
“I have been spinning like a top since reading The Power of Habit, New York Times journalist Charles Duhigg’s fascinating best-seller about how people, businesses and organizations develop the positive routines that make them productive—and happy.”—The Washington Post
From the Trade Paperback edition.
Perhaps no one is better acquainted with the intersection of economics and politics than Robert B. Reich, and now he reveals how power and influence have created a new American oligarchy, a shrinking middle class, and the greatest income inequality and wealth disparity in eighty years. He makes clear how centrally problematic our veneration of the “free market” is, and how it has masked the power of moneyed interests to tilt the market to their benefit.
Reich exposes the falsehoods that have been bolstered by the corruption of our democracy by huge corporations and the revolving door between Washington and Wall Street: that all workers are paid what they’re “worth,” that a higher minimum wage equals fewer jobs, and that corporations must serve shareholders before employees. He shows that the critical choices ahead are not about the size of government but about who government is for: that we must choose not between a free market and “big” government but between a market organized for broadly based prosperity and one designed to deliver the most gains to the top. Ever the pragmatist, ever the optimist, Reich sees hope for reversing our slide toward inequality and diminished opportunity when we shore up the countervailing power of everyone else.
Passionate yet practical, sweeping yet exactingly argued, Saving Capitalism is a revelatory indictment of our economic status quo and an empowering call to civic action.
From the Hardcover edition.
Millions of Americans work full time, year round, for poverty-level wages. In 1998, Barbara Ehrenreich decided to join them. She was inspired in part by the rhetoric surrounding welfare reform, which promised that a job -- any job -- can be the ticket to a better life. But how does anyone survive, let alone prosper, on $6 an hour? To find out, Ehrenreich left her home, took the cheapest lodgings she could find, and accepted whatever jobs she was offered. Moving from Florida to Maine to Minnesota, she worked as a waitress, a hotel maid, a cleaning woman, a nursing-home aide, and a Wal-Mart sales clerk. She lived in trailer parks and crumbling residential motels. Very quickly, she discovered that no job is truly "unskilled," that even the lowliest occupations require exhausting mental and muscular effort. She also learned that one job is not enough; you need at least two if you int to live indoors.
Nickel and Dimed reveals low-rent America in all its tenacity, anxiety, and surprising generosity -- a land of Big Boxes, fast food, and a thousand desperate stratagems for survival. Read it for the smoldering clarity of Ehrenreich's perspective and for a rare view of how "prosperity" looks from the bottom. You will never see anything -- from a motel bathroom to a restaurant meal -- in quite the same way again.
“Schlosser has a flair for dazzling scene-setting and an arsenal of startling facts . . . Fast Food Nation points the way but, to resurrect an old fast food slogan, the choice is yours.”—Los Angeles Times
In 2001, Fast Food Nation was published to critical acclaim and became an international bestseller. Eric Schlosser’s exposé revealed how the fast food industry has altered the landscape of America, widened the gap between rich and poor, fueled an epidemic of obesity, and transformed food production throughout the world. The book changed the way millions of people think about what they eat and helped to launch today’s food movement.
In a new afterword for this edition, Schlosser discusses the growing interest in local and organic food, the continued exploitation of poor workers by the food industry, and the need to ensure that every American has access to good, healthy, affordable food. Fast Food Nation is as relevant today as it was a decade ago. The book inspires readers to look beneath the surface of our food system, consider its impact on society and, most of all, think for themselves.
“As disturbing as it is irresistible . . . Exhaustively researched, frighteningly convincing . . . channeling the spirits of Upton Sinclair and Rachel Carson.”—San Francisco Chronicle
“Schlosser shows how the fast food industry conquered both appetite and landscape.”—The New Yorker
Eric Schlosser is a contributing editor for the Atlantic and the author of Fast Food Nation, Reefer Madness, and Chew on This (with Charles Wilson).
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.
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 it was first published almost a decade ago, Seth Godin's visionary book has helped tens of thousands of leaders turn a scattering of followers into a loyal tribe. If you need to rally fellow employees, customers, investors, believers, hobbyists, or readers around an idea, this book will demystify the process.
It's human nature to seek out tribes, be they religious, ethnic, economic, political, or even musical (think of the Deadheads). Now the Internet has eliminated the barriers of geography, cost, and time. Social media gives anyone who wants to make a difference the tools to do so.
With his signature wit and storytelling flair, Godin presents the three steps to building a tribe: the desire to change things, the ability to connect a tribe, and the willingness to lead.
If you think leadership is for other people, think again—leaders come in surprising packages. Consider Joel Spolsky and his international tribe of scary-smart software engineers. Or Gary Vaynerhuck, a wine expert with a devoted following of enthusiasts. Chris Sharma led a tribe of rock climbers up impossible cliff faces, while Mich Mathews, a VP at Microsoft, ran her internal tribe of marketers from her cube in Seattle.
Tribes will make you think—really think—about the opportunities to mobilize an audience that are already at your fingertips. It's not easy, but it's easier than you think.
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.
At the core of Smarter Faster Better are eight key productivity concepts—from motivation and goal setting to focus and decision making—that explain why some people and companies get so much done. Drawing on the latest findings in neuroscience, psychology, and behavioral economics—as well as the experiences of CEOs, educational reformers, four-star generals, FBI agents, airplane pilots, and Broadway songwriters—this painstakingly researched book explains that the most productive people, companies, and organizations don’t merely act differently.
They view the world, and their choices, in profoundly different ways.
A young woman drops out of a PhD program and starts playing poker. By training herself to envision contradictory futures, she learns to anticipate her opponents’ missteps—and becomes one of the most successful players in the world.
A group of data scientists at Google embark on a four-year study of how the best teams function, and find that how a group interacts is more important than who is in the group—a principle, it turns out, that also helps explain why Saturday Night Live became a hit.
A Marine Corps general, faced with low morale among recruits, reimagines boot camp—and discovers that instilling a “bias toward action” can turn even the most directionless teenagers into self-motivating achievers.
The filmmakers behind Disney’s Frozen are nearly out of time and on the brink of catastrophe—until they shake up their team in just the right way, spurring a creative breakthrough that leads to one of the highest-grossing movies of all time.
What do these people have in common?
They know that productivity relies on making certain choices. The way we frame our daily decisions; the big ambitions we embrace and the easy goals we ignore; the cultures we establish as leaders to drive innovation; the way we interact with data: These are the things that separate the merely busy from the genuinely productive.
In The Power of Habit, Pulitzer Prize–winning journalist Charles Duhigg explained why we do what we do. In Smarter Faster Better, he applies the same relentless curiosity, deep reporting, and rich storytelling to explain how we can improve at the things we do. It’s a groundbreaking exploration of the science of productivity, one that can help anyone learn to succeed with less stress and struggle, and to get more done without sacrificing what we care about most—to become smarter, faster, and better at everything we do.
Praise for Smarter Faster Better
“A pleasure to read . . . Duhigg’s skill as a storyteller makes his book so engaging to read.”—The New York Times Book Review
“Not only will Smarter Faster Better make you more efficient if you heed its tips, it will also save you the effort of reading many productivity books dedicated to the ideas inside.”—Bloomberg Businessweek
“Duhigg pairs relatable anecdotes with the research behind why some people and businesses are not as efficient as others.”—Chicago Tribune
“The book covers a lot of ground through meticulous reporting and deft analysis, presenting a wide range of case studies . . . with insights that apply to the rest of us.”—The Wall Street Journal
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.
With pragmatic recommendations on what government, business and labor should do to alleviate the economic crunch, The Big Squeeze is a balanced, consistently revealing look at a major American crisis.
Mr. Becker's work confronts the economic effects of discrimination in the market place because of race, religion, sex, color, social class, personality, or other non-pecuniary considerations. He demonstrates that discrimination in the market place by any group reduces their own real incomes as well as those of the minority.
The original edition of The Economics of Discrimination was warmly received by economists, sociologists, and psychologists alike for focusing the discerning eye of economic analysis upon a vital social problem—discrimination in the market place.
"This is an unusual book; not only is it filled with ingenious theorizing but the implications of the theory are boldly confronted with facts. . . . The intimate relation of the theory and observation has resulted in a book of great vitality on a subject whose interest and importance are obvious."—M.W. Reder, American Economic Review
"The author's solution to the problem of measuring the motive behind actual discrimination is something of a tour de force. . . . Sociologists in the field of race relations will wish to read this book."—Karl Schuessler, American Sociological Review
Working women today are better educated and more well qualified than ever before. Yet men still predominate in the corporate world. In The Confidence Code, Claire Shipman and Katty Kay argue that the key reason is confidence.
Combining cutting-edge research in genetics, gender, behavior, and cognition—with examples from their own lives and those of other successful women in politics, media, and business—Kay and Shipman go beyond admonishing women to "lean in."Instead, they offer the inspiration and practical advice women need to close the gap and achieve the careers they want and deserve.
-- Douglas Rushkoff, author of Coercion, Ecstasy Club, and Media Virus
This wide-ranging survey of the American economy at the turn of the millennium is stunning, surprising, and always entertaining. It gives us an unflinching view of the fabric of this country from the point of view of the people who keep it all moving. The more than 120 roughly textured monologues that make up Gig beautifully capture the voices of our fast-paced and diverse economy. The selections demonstrate how much our world has changed--and stayed the same--in the three decades prior to the turn of the millennium. If you think things have speeded up, become more complicated and more technological, you're right.
But people's attitudes about their jobs, their hopes and goals and disappointments, endure. Gig's soul isn't sociological--it's emotional. The wholehearted diligence that people bring to their work is deeply, inexplicably moving. People speak in these pages of the constant and complex stresses nearly all of them confront on the job, but, nearly universally, they throw themselves without reservation into coping with them. Instead of resisting work, we seem to adapt to it. Some of us love our jobs, some of us don't, but almost all of us are not quite sure what we would do without one.
With all the hallmarks of another classic on this subject, Gig is a fabulous read, filled with indelible voices from coast to coast. After hearing them, you'll never again feel quite the same about how we work.
Combining personal memoir and historical narrative, Striking Steel argues for reassessment of unionism in American life during the second half of the twentieth century and a recasting of "official memory." As he traces the history of union steelworkers after World War II, Metzgar draws on his father's powerful stories about the publishing work in the mills, stories in which time is divided between "before the union" and since. His father, Johnny Metzgar, fought ardently for workplace rules as a means of giving "the men" some control over their working conditions and protection from venal foremen. He pursued grievances until he eroded management's authority, and he badgered foremen until he established shop-floor practices that would become part of the next negotiated contract. As a passionate advocate of solidarity, he urged coworkers to stick together so that the rules were upheld and everyone could earn a decent wage.
Striking Steel's pivotal event is the four-month nationwide steel strike of 1959, a landmark union victory that has been all but erased from public memory. With remarkable tenacity, union members held out for the shop-floor rules that gave them dignity in the workplace and raised their standard of living. Their victory underscored the value of sticking together and reinforced their sense that they were contributing to a general improvement in American working and living conditions.
The Metzgar family's story vividly illustrates the larger narrative of how unionism lifted the fortunes and prospects of working-class families. It also offers an account of how the broad social changes of the period helped to shift the balance of power in a conflict-ridden, patriarchal household. Even if the optimism of his generation faded in the upheavals of the 1960s, Johnny Metzgar's commitment to his union and the strike itself stands as an honorable example of what a collective action can and did achieve. Jack Metzgar's Striking Steel is a stirring call to remember and renew the struggle.
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.
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 expanded edition includes four new chapters, covering recent ideas about human capital, fertility and economic growth, the division of labor, economic considerations within the family, and inequality in earnings.
"Critics have charged that Mr. Becker's style of thinking reduces humans to economic entities. Nothing could be further from the truth. Mr. Becker gives people credit for having the power to reason and seek out their own best destiny."—Wall Street Journal
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.
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.
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.
Called "the sleeper hit of the publishing season" (The Boston Globe), Shop Class as Soulcraft became an instant bestseller, attracting readers with its radical (and timely) reappraisal of the merits of skilled manual labor. On both economic and psychological grounds, author Matthew B. Crawford questions the educational imperative of turning everyone into a "knowledge worker," based on a misguided separation of thinking from doing. Using his own experience as an electrician and mechanic, Crawford presents a wonderfully articulated call for self-reliance and a moving reflection on how we can live concretely in an ever more abstract world.
In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves.Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand
Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
In this stirring new history, Philip Dray shows us the vital accomplishments of organized labor and illuminates its central role in our social, political, economic, and cultural evolution. His epic, character-driven narrative not only restores to our collective memory the indelible story of American labor, it also demonstrates the importance of the fight for fairness and economic democracy, and why that effort remains so urgent today.
In Made in the USA, Vaclav Smil powerfully rebuts the notion that manufacturing is a relic of predigital history and that the loss of American manufacturing is a desirable evolutionary step toward a pure service economy. Smil argues that no advanced economy can prosper without a strong, innovative manufacturing sector and the jobs it creates.
Smil explains how manufacturing became a fundamental force behind America's economic, strategic, and social dominance. He describes American manufacturing's rapid rise at the end of the nineteenth century, its consolidation and modernization between the two world wars, its role as an enabler of mass consumption after 1945, and its recent decline. Some economists argue that shipping low-value jobs overseas matters little because the high-value work remains in the United States. But, asks Smil, do we want a society that consists of a small population of workers doing high-value-added work and masses of unemployed?
Smil assesses various suggestions for solving America's manufacturing crisis, including lowering corporate tax rates, promoting research and development, and improving public education. Will America act to preserve and reinvigorate its manufacturing? It is crucial to our social and economic well-being; but, Smil warns, the odds are no better than even.
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.
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.
Used by the United States Navy and United States Marine Corps to dramatically improve some of the most complex, logistically vast supply chains in the world, the VELOCITY APPROACH draws on the strengths of all three disciplines to deliver breakthrough performance gains. In physics, speed with direction is velocity; in business, the application of VELOCITY means your organization can achieve operational speed with strategic direction to outmaneuver competitors, gain loyalty with customers, and rapidly build sustainable earnings growth -- in as little as one or two business quarters.
Dee Jacob and Suzan Bergland, two princi-pals of AGI, have been teaching the concepts, techniques, and tools of VELOCITY to major corporations, including Procter & Gamble, ITT, and Northrop Grumman, for years. Now they unlock the door for you to see how to apply their insights and methods to your organization -- be it business, not-for-profit, manufacturing, or service based -- in order to shorten lead times, slash inventories, reduce production variability, and increase sales.
Writer Jeff Cox returns with the vivid, realistic style that made The Goal so readable yet so edifying. Thrust into the presidency of the subsidiary company where she has managed sales and marketing, Amy Cieolara is mandated by her corporate superiors to implement Lean Six Sigma (LSS) in order to appease a key customer. Assigned to help her is LSS Master Black Belt Wayne Reese, installed as her operations manager. But as time goes on and corporate pressure mounts, Amy finds she has to start thinking for herself -- and learning from everyone around her -- and she arrives at the series of steps that form the core of the VELOCITY APPROACH.
VELOCITY offers keen insight into the human and organizational factors that so often derail growth while teaching you proven, practical techniques for restarting and revving up the internal engines of your company to reach new levels of success. Colorful characters, believable situations, and everything from dice games to AGI's "reality tree" techniques make this business novel a vital resource for everyone seeking to deliver business improvement in these challenging economic times -- and far into the future.
Starting in 1997, Bob Chapman and Barry-Wehmiller have pioneered a dramatically different approach to leadership that creates off-the-charts morale, loyalty, creativity, and business performance. The company utterly rejects the idea that employees are simply functions, to be moved around, "managed" with carrots and sticks, or discarded at will. Instead, Barry-Wehmiller manifests the reality that every single person matters, just like in a family. That’s not a cliché on a mission statement; it’s the bedrock of the company’s success.
During tough times a family pulls together, makes sacrifices together, and endures short-term pain together. If a parent loses his or her job, a family doesn’t lay off one of the kids. That’s the approach Barry-Wehmiller took when the Great Recession caused revenue to plunge for more than a year. Instead of mass layoffs, they found creative and caring ways to cut costs, such as asking team members to take a month of unpaid leave. As a result, Barry-Wehmiller emerged from the downturn with higher employee morale than ever before.
It’s natural to be skeptical when you first hear about this approach. Every time Barry-Wehmiller acquires a company that relied on traditional management practices, the new team members are skeptical too. But they soon learn what it’s like to work at an exceptional workplace where the goal is for everyone to feel trusted and cared for—and where it’s expected that they will justify that trust by caring for each other and putting the common good first.
Chapman and coauthor Raj Sisodia show how any organization can reject the traumatic consequences of rolling layoffs, dehumanizing rules, and hypercompetitive cultures. Once you stop treating people like functions or costs, disengaged workers begin to share their gifts and talents toward a shared future. Uninspired workers stop feeling that their jobs have no meaning. Frustrated workers stop taking their bad days out on their spouses and kids. And everyone stops counting the minutes until it’s time to go home.
This book chronicles Chapman’s journey to find his true calling, going behind the scenes as his team tackles real-world challenges with caring, empathy, and inspiration. It also provides clear steps to transform your own workplace, whether you lead two people or two hundred thousand. While the Barry-Wehmiller way isn’t easy, it is simple. As the authors put it:
"Everyone wants to do better. Trust them. Leaders are everywhere. Find them. People achieve good things, big and small, every day. Celebrate them. Some people wish things were different. Listen to them. Everybody matters. Show them."
From the Hardcover edition.
Virtue and capital have always been twins in the capitalist, industrialized West. Our ideas of what the “virtues” of pursuing success in capitalism have changed dramatically over time. In the past, we believed that work undertaken with an ethos of industriousness promised financial stability and basic comfort and security for our families. Now, our working life is conflated with the pursuit of pleasure. Fantastically successful—and popular—entrepreneurs such as Steve Jobs and Oprah Winfrey command us. “You’ve got to love what you do,” Jobs tells an audience of college grads about to enter the workforce, while Winfrey exhorts her audience to “live your best life.” The promises made to today’s workers seem so much larger and nobler than those of previous generations. Why settle for a 30-year fixed rate mortgage and a perfectly functional eight-year-old car when you can get rich becoming your “best” self and have a blast along the way?
But workers today are doing more and more for less and less. This reality is frighteningly palpable in eroding paychecks and benefits, the rapid concentration of wealth in the hands of a tiny few, and workers’ loss of control over their labor conditions. But where is the protest and anger from workers against a system that tells them to love their work and asks them to do it for less? While winner-take-all capitalism grows ever more ruthless, the rhetoric of passion for labor proliferates.
In Do What You Love, Tokumitsu articulates and examines the sacrifices people make for a chance at loveable, self-actualizing, and, of course, wealth-generating work and the conditions facilitated by this pursuit. This book continues the conversation sparked by the author’s earlier Slate article and provides a devastating look at the state of modern America’s labor and workforce.
From drones to Mars rovers—an exploration of the most innovative use of robots today and a provocative argument for the crucial role of humans in our increasingly technological future.
In Our Robots, Ourselves, David Mindell offers a fascinating behind-the-scenes look at the cutting edge of robotics today, debunking commonly held myths and exploring the rapidly changing relationships between humans and machines.
Drawing on firsthand experience, extensive interviews, and the latest research from MIT and elsewhere, Mindell takes us to extreme environments—high atmosphere, deep ocean, and outer space—to reveal where the most advanced robotics already exist. In these environments, scientists use robots to discover new information about ancient civilizations, to map some of the world’s largest geological features, and even to “commute” to Mars to conduct daily experiments. But these tools of air, sea, and space also forecast the dangers, ethical quandaries, and unintended consequences of a future in which robotics and automation suffuse our everyday lives.
Mindell argues that the stark lines we’ve drawn between human and not human, manual and automated, aren’t helpful for understanding our relationship with robotics. Brilliantly researched and accessibly written, Our Robots, Ourselves clarifies misconceptions about the autonomous robot, offering instead a hopeful message about what he calls “rich human presence” at the center of the technological landscape we are now creating.
From the Hardcover edition.
Kawasaki argues that in business and personal interactions, your goal is not merely to get what you want but to bring about a voluntary, enduring, and delightful change in other people. By enlisting their own goals and desires, by being likable and trustworthy, and by framing a cause that others can embrace, you can change hearts, minds, and actions. For instance, enchantment is what enabled . . .
• A Peace Corps volunteer to finesse a potentially violent confrontation with armed guerrillas.
• A small cable channel (E!) to win the TV broadcast rights to radio superstar Howard Stern.
• A seemingly crazy new running shoe (Vibram Five Fingers) to methodically build a passionate customer base.
• A Canadian crystal maker (Nova Scotian Crystal) to turn observers into buyers.
This book explains all the tactics you need to prepare and launch an enchantment campaign; to get the most from both push and pull technologies; and to enchant your customers, your employees, and even your boss. It shows how enchantment can turn difficult decisions your way, at times when intangibles mean more than hard facts. It will help you overcome other people's entrenched habits and defy the not-always-wise "wisdom of the crowd."
Kawasaki's lessons are drawn from his tenure at one of the most enchanting organizations of all time, Apple, as well as his decades of experience as an entrepreneur and venture capitalist. There are few people in the world more qualified to teach you how to enchant people.
As Kawasaki writes, "Want to change the world? Change caterpillars into butterflies? This takes more than run-of-the-mill relationships. You need to convince people to dream the same dream that you do." That's a big goal, but one that's possible for all of us.
From the Hardcover edition.
Countering the prevailing theory that the Industrial Revolution was sparked by the sudden development of stable political, legal, and economic institutions in seventeenth-century Europe, Clark shows that such institutions existed long before industrialization. He argues instead that these institutions gradually led to deep cultural changes by encouraging people to abandon hunter-gatherer instincts-violence, impatience, and economy of effort-and adopt economic habits-hard work, rationality, and education.
The problem, Clark says, is that only societies that have long histories of settlement and security seem to develop the cultural characteristics and effective workforces that enable economic growth. For the many societies that have not enjoyed long periods of stability, industrialization has not been a blessing. Clark also dissects the notion, championed by Jared Diamond in Guns, Germs, and Steel, that natural endowments such as geography account for differences in the wealth of nations.
A brilliant and sobering challenge to the idea that poor societies can be economically developed through outside intervention, A Farewell to Alms may change the way global economic history is understood.
Scores of top-tier entrepreneurs worked for established corporations before they struck out on their own and became self-made billionaires. People like Mark Cuban, John Paul DeJoria, Sara Blakely, and T. Boone Pickens all built businesses—in some cases, multiple businesses—that are among today’s most iconic brands. This fact raises two profound questions: Why couldn’t their former employers hang on to to these extraordinarily talented people? And why are most big companies unable to create as much new value as the world’s roughly 800 self-made billionaires?
John Sviokla and Mitch Cohen decided to look more closely at self-made billionaires because creating $1 billion or more in value is an incredible feat. Drawing on extensive research and interviews, the authors concluded that many of the myths perpetuated about billionaires are simply not true. These billionaires aren’t necessarily smarter, harder working, or luckier than their peers. They aren’t all prodigies, crossing the billionaire finish line in their twenties. Nor, most of the time, do they create something brand-new: More than 80 percent of the billionaires in the research sample earned their billions in highly competitive industries.
The key difference is what the authors call the “Producer” mind-set, in contrast with the far more pervasive “Performer” mind-set. Performers strive to excel in well-defined areas, and are important. But Producers are critical to any company looking to create massive value because they redefine what’s possible, rather than simply meeting preexisting goals and standards. Combining sound judgment with imaginative vision, Producers think up entirely new products, services, strategies, and business models.
Big companies tend to reward Performers and discourage the unconventional ways of Producers. But it’s the latter who integrate multiple ideas, perspectives, and actions, and who trust their insights enough to make game-changing bets.
This book breaks down the five critical habits of mind of massive value-creators, so you can learn how to identify, encourage, and retain such individuals—and maybe even become one yourself. The Self-made Billionaire Effect will forever change the way you think about talent and business value.
In honor of The Self-Made Billionaire Effect purchases, PricewaterhouseCoopers LLP is making a significant contribution to DonorsChoose.org, an online charity that connects public school teachers in need of classroom materials and experiences with individual donors who want to help. PwC's gift will support financial literacy projects around the country.