Rules & Tools for Leaders: From Developing Your Own Skills to Running Organizations of Any Size, Practical Advice for Leaders at All Levels

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Rules and Tools for Leaders offers insightful and useful advice that avoids the flavor-of-the-month management theories that are long on speculation and short on practical application.

This is a fully revised, updated, and reorganized edition of a classic management handbook. It never loses sight of the big picture of how any company should operate. It provides useful and time-tested advice that can be implemented immediately to the benefit of the entire organization. From defining the qualities of outstanding leaders to putting good leadership skills into practice, from managing yourself and others to handling the difficult tests that leadership brings, this book includes valuable checklists and reviews. In addition, it highlights some of the best leadership programs and presents a host of compelling and instructive anecdotes that illustrate the ideas throughout.
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About the author

Major General Perry M. Smith, U.S. Air Force (Ret.), a graduate of the U.S. Military Academy at West Point, holds a PhD in international relations from Columbia University. During his thirty years in the Air Force, Smith commanded an F-15 fighter wing in Germany, served as the Air Force’s top planner, and was the Commandant of the National War College. He has served in leadership positions in four nonprofits, including as secretary of the board of the Congressional Medal of Honor Foundation. He has had extensive experience as a motivational speaker, workshop leader, and military analyst for both national and local media.

Brigadier General Jeffrey W. Foley, U.S. Army (Ret.), a graduate of the U.S. Military Academy at West Point, holds a master’s degree in computer systems from the Air Force Institute of Technology and a master’s degree in national security policy from the National Defense University. Having served for more than thirty-two years in the Army, he is now an independent consultant and frequently requested motivational speaker and leadership development facilitator. In addition, he has become an active member of boards of numerous nonprofit organizations, both local and national.
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Additional Information

Publisher
Penguin
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Published on
Aug 6, 2013
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Pages
256
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ISBN
9781101610558
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Features
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Language
English
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Genres
Business & Economics / Leadership
Business & Economics / Management
Business & Economics / Skills
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Content Protection
This content is DRM protected.
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Eligible for Family Library

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Strategies of war—and the subtle social game of everyday life—by the bestselling author of The 48 Laws of Power 

Robert Greene’s groundbreaking guides, The 48 Laws of Power, The Art of Seduction, and Mastery espouse profound, timeless lessons from the events of history to help readers vanquish an enemy, ensnare an unsuspecting victim, or become the greatest in your field. In The 33 Strategies of War, Greene has crafted an important addition to this ruthless and unique series.

Spanning world civilizations, synthesizing dozens of political, philosophical, and religious texts and thousands of years of violent conflict, The 33 Strategies of War is a comprehensive guide to the subtle social game of everyday life informed by the most ingenious and effective military principles in war. Structured in Greene’s trademark style, The 33 Strategies of War is the I-Ching of conflict, the contemporary companion to Sun Tzu’s The Art of War.

Abundantly illustrated with examples from history, including the folly and genius of everyone from Napoleon to Margaret Thatcher, Shaka the Zulu to Lord Nelson, Hannibal to Ulysses S. Grant, as well as movie moguls, Samurai swordsmen, and diplomats, each of the thirty-three chapters outlines a strategy that will help you win life’s wars. Learn the offensive strategies that require you to maintain the initiative and negotiate from a position of strength, or the defensive strategies designed to help you respond to dangerous situations and avoid unwinnable wars. The great warriors of battlefields and drawing rooms alike demonstrate prudence, agility, balance, and calm, and a keen understanding that the rational, resourceful, and intuitive always defeat the panicked, the uncreative, and the stupid. An indispensable book, The 33 Strategies of War provides all the psychological ammunition you need to overcome patterns of failure and forever gain the upper hand.


From the Hardcover edition.
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

The New York Times bestselling Freakonomics changed the way we see the world, exposing the hidden side of just about everything. Then came SuperFreakonomics, a documentary film, an award-winning podcast, and more.

Now, with Think Like a Freak, Steven D. Levitt and Stephen J. Dubner have written their most revolutionary book yet. With their trademark blend of captivating storytelling and unconventional analysis, they take us inside their thought process and teach us all to think a bit more productively, more creatively, more rationally—to think, that is, like a Freak.

Levitt and Dubner offer a blueprint for an entirely new way to solve problems, whether your interest lies in minor lifehacks or major global reforms. As always, no topic is off-limits. They range from business to philanthropy to sports to politics, all with the goal of retraining your brain. Along the way, you’ll learn the secrets of a Japanese hot-dog-eating champion, the reason an Australian doctor swallowed a batch of dangerous bacteria, and why Nigerian e-mail scammers make a point of saying they’re from Nigeria.

Some of the steps toward thinking like a Freak:

First, put away your moral compass—because it’s hard to see a problem clearly if you’ve already decided what to do about it. Learn to say “I don’t know”—for until you can admit what you don’t yet know, it’s virtually impossible to learn what you need to. Think like a child—because you’ll come up with better ideas and ask better questions. Take a master class in incentives—because for better or worse, incentives rule our world. Learn to persuade people who don’t want to be persuaded—because being right is rarely enough to carry the day. Learn to appreciate the upside of quitting—because you can’t solve tomorrow’s problem if you aren’t willing to abandon today’s dud.

Levitt and Dubner plainly see the world like no one else. Now you can too. Never before have such iconoclastic thinkers been so revealing—and so much fun to read.

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