Winning 'em over: a new model for managing in the age of persuasion
Details a new management model built around persuasion and teamwork, illustrating ways to implement this management style and the tools to become an effective manager.
Influence: The Psychology of Persuasion
The widely adopted, now classic book on influence and persuasion--a major national and international bestseller with more than four million copies sold! In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini--the seminal expert in the field of influence and persuasion--explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations. You'll learn the six universal principles of influence and how to use them to become a skilled persuader--and, just as importantly, how to defend yourself against dishonest influence attempts: Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say "yes" to others who are authorities, who carry greater knowledge, experience or expertise. Scarcity: We want more of what is less available or dwindling in availability. Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research--as well as by a three-year field study on what moves people to change behavior--Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.
Influencer: the Power to Change Anything, First Edition (Hardcover)
"Everyone wants to be an influencer. We all want to learn how to help ourselves and others change behavior. And yet, in spite of the fact that we routinely attempt to do everything from lose weight to improve quality at work, few of us have more than one or two ideas about how to exert influence. For the first time, Influencer brings together the breakthrough strategies of contemporary influence masters. By drawing from the skills of hundreds of successful influencers and combining them with five decades of the best social science research, Influencer shares eight powerful principles for changing behaviors -- principles almost anyone can apply to change almost anything." ... From publisher's description.
Exercising Influence
Change minds, guide opinions, and shape emotions with the power of effective influence Exercising Influence is your guide to accomplishing more with less effort. Demystifying the process of influencing others, this book shows you how to develop effective influence behaviors, plan an influence approach, set goals, resolve problems, and build better relationships. Revised and expanded to provide more actionable advice across industries and sectors, this third edition has updated examples and resources and features all-new chapters on influencing through social media, influencing your team, and applying research findings of neuroscience, and behavioral economics.. You'll create work, family, and community relationships that are more mutually rewarding as you apply a practical, real-world model for developing this seldom-taught skill. Influence is a skillset that everyone needs, yet the necessary techniques and fundamentals are rarely made explicit and shared. This book is a vital resource for anyone who wants to achieve better outcomes at work, at home, or in the world at large, helping you make important things happen and create relationships that matter. Develop a strategic and tactical approach to influence that gets results. Resolve problems and conflicts, and build more balanced relationships. Do more with less, increase your impact on others, and take greater charge of your life. Take advantage of new methodologies that build your skills as an influencer. Influence is a timeless topic for business leaders and others in positions of power, but the world has evolved to the point where everyone needs these skills. No matter your job, role, rank, or function, if you want to get things done you need to know how to influence up, down, across, and outside the organization. With improved skills, you can steer opinions, impact decisions, and sway the undecided. If you're ready to see what you're capable of, Exercising Influence will show you how to take charge of your professional and personal life in a powerful, ethical, and productive way. http://www.wiley.com/WileyCDA/WileyTitle/productCd-1119071585.html
To Sell Is Human
Look out for Daniel Pink's new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we're employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we're all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
The Consultative Approach
As a professional, you can't just apply your expertise. You need to present solutions in a way that best suits your clients. You have to work with a wide variety of people: team members, subject matter experts, top executives, and others. Working effectively with associates-while keeping an eye on budgets, schedules, and results-requires a collaborative outlook. "Successful professionals today need more than technical skills-they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients." -Jon Olson, partner, Arthur Anderson "This book is rich, not only with specific suggestions and step-by-step instructions, but also with commentary and illustrations from [the authors'] own client organizations. It is a useful book about a very important subject." -William Bridges, president, William Bridges & Associates Working consultatively enables you to: Know how to work effectively with all types of people Use a strategic and collaborative communcation process Apply your expertise in ways that show your value . . . and more! The Consultative Approach is a how-to handbook that will enable you to reap the benefits of partnering. You'll find informative case studies, easy-to-use assessment tools, enlightening exercises, and practical worksheets. Plus, you'll get flow chart planning guides and a partnering strategy action plan that will enable you to chart your communication growth. The Consultative Approach has it all! Plot your path to consultative success with this comprehensive guidebook.
Influencing with Integrity
Of all the management skills an executive needs to succeed in the business world, the ability to communicate well ranks close to the top. Yet too often we forget that communication is a "two way street." That is, it's just as important (& maybe even more important) to listen to what the other guy is saying as it is to communicate clearly yourself. Furthermore, many times the best lines of communication between two people lie not so much in what they say, but in how they say it. In other words, your content, the words you use, actually play a much smaller role in your ability to communicate than you probably realize. The author bases her insights on what she calls the "Syntonics model" - a pragmatic approach to communication which stems from a recently developed theory of behavior known as neurolinguistic programming (NLP). If you actively apply the tips, techniques, & theories of the Syntonics model, you can dramatically improve your ability to communicate, negotiate, & maximize your verbal & nonverbal impact in a business environment.
The Eight Essential Steps to Conflict Resolution
Problems that "just won't go away" can be settled through methods developed by one of America's leading experts in conflict resolution. In clear language, Weeks shows readers how to turn conflict into lasting partnerships and ensure a fruitful outcome.
Creating a Quantum Organization
Creating a Quantum Organization presents everything that I have ever created - and integrated - during the past 50 years on those four timeless topics: conflict management, change management, expanding consciousness, and quantum transformation. Essentially, in my "legacy book," I address how managers and members can transform their outdated, sluggish, ineffective, and unfulfilling Newtonian organizations into vibrant, effective, and meaningful quantum organizations. I name this mega challenge: Quantum Transformation.Creating a Quantum Organization is organized into 12 chapters that include a total of 167 elegant illustrations - which take full advantage of the old adage: "A picture is worth a thousand words." At the start, I present several "Big Pictures," also known as the Complex Hologram and the Quantum Wheel, which dramatically reveal all the interrelationships among systems, processes, and people - both inside and outside an organization. The next chapters investigate the essence of conflict management and change management - since conflict and change comprise two sides of the same coin. You can't have one without the other: Change creates conflict and resolving conflict creates change. The material on the Thomas-Kilmann Instrument (TKI) along with the Kilmann Organizational Conflict Instrument (KOCI) allows us to assess the self-defeating conflicts that members have with their surrounding systems and processes. Examining such "systems conflicts" will enable us to pinpoint the barriers to long-term success before attempting to implement a completely integrated program of eight tracks that's intended to transform those Newtonian "barriers to success" into quantum "channels for success."Chapter by chapter, I then present the most relevant and practical material for each of the eight tracks: culture, skills, teams, strategy-structures, reward systems, and the three process improvement tracks. Indeed, any program of change or set of change initiatives that implements these eight tracks out of sequence, or fails to address all eight tracks in their entirety, will inadvertently prevent people and their organizations from realizing their dreams.Lastly, I address the future of organizational development and quantum transformation by exploring how to expand the mind/body/spirit consciousness of all members - and then bring that expanded consciousness into the workplace.
Crucial conversations: Tools for Talking When Stakes are High
Keep your cool and get the results you want when faced with crucial conversations. This New York Times bestseller and business classic has been fully updated for a world where skilled communication is more important than ever. The book that revolutionized business communications has been updated for today's workplace. Crucial Conversations provides powerful skills to ensure every conversation-especially difficult ones-leads to the results you want. Written in an engaging and witty style, the book teaches readers how to be persuasive rather than abrasive, how to get back to productive dialogue when others blow up or clam up, and it offers powerful skills for mastering high-stakes conversations, regardless of the topic or person. This new edition addresses issues that have arisen in recent years. You'll learn how to: Respond when someone initiates a crucial conversation with you Identify and address the lag time between identifying a problem and discussing it Communicate more effectively across digital mediums When stakes are high, opinions vary, and emotions run strong, you have three choices: Avoid a crucial conversation and suffer the consequences; handle the conversation poorly and suffer the consequences; or apply the lessons and strategies of Crucial Conversations and improve relationships and results. Whether they take place at work or at home, with your coworkers or your spouse, crucial conversations have a profound impact on your career, your happiness, and your future. With the skills you learn in this book, you'll never have to worry about the outcome of a crucial conversation again.
Getting to a Yes: Negotiating Agreement Without Giving In
"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--Provided by publisher.
Teams That Work
In the modern workplace, employees collaborate. Managers are expected to be effective team leaders and employees are expected to be valued teammates. But many teams struggle. Being part of a struggling team can be unpleasant, but it can also hurt your career and waste company resources.In Teams That Work, Scott Tannenbaum and Eduardo Salas present the seven drivers of team effectiveness and the clearest recommendations on what really makes teams great. Applying the lessons they've learned from working with high-stakes, high-risk team situations to any kind of organization, theywill dispel some of the most enduring myths (e.g., can you be both a star and a great team player?), feature the most useful psychological research, and share real-world illustrations of effective teams in action. Readers will find actionable, evidence-based tips for being an effective team leader,a great team member, a supportive senior leader, or an impactful consultant.
The Culture Code
NEW YORK TIMES BESTSELLER * The author of The Talent Code unlocks the secrets of highly successful groups and provides tomorrow's leaders with the tools to build a cohesive, motivated culture. NAMED ONE OF THE BEST BOOKS OF THE YEAR BY BLOOMBERG AND LIBRARY JOURNAL Where does great culture come from? How do you build and sustain it in your group, or strengthen a culture that needs fixing? In The Culture Code, Daniel Coyle goes inside some of the world's most successful organizations--including the U.S. Navy's SEAL Team Six, IDEO, and the San Antonio Spurs--and reveals what makes them tick. He demystifies the culture-building process by identifying three key skills that generate cohesion and cooperation, and explains how diverse groups learn to function with a single mind. Drawing on examples that range from Internet retailer Zappos to the comedy troupe Upright Citizens Brigade to a daring gang of jewel thieves, Coyle offers specific strategies that trigger learning, spark collaboration, build trust, and drive positive change. Coyle unearths helpful stories of failure that illustrate what not to do, troubleshoots common pitfalls, and shares advice about reforming a toxic culture. Combining leading-edge science, on-the-ground insights from world-class leaders, and practical ideas for action, The Culture Code offers a roadmap for creating an environment where innovation flourishes, problems get solved, and expectations are exceeded. Culture is not something you are--it's something you do. The Culture Code puts the power in your hands. No matter the size of your group or your goal, this book can teach you the principles of cultural chemistry that transform individuals into teams that can accomplish amazing things together. Praise for The Culture Code "I've been waiting years for someone to write this book--I've built it up in my mind into something extraordinary. But it is even better than I imagined. Daniel Coyle has produced a truly brilliant, mesmerizing read that demystifies the magic of great groups. It blows all other books on culture right out of the water."--Adam Grant, New York Times bestselling author of Option B, Originals, and Give and Take "If you want to understand how successful groups work--the signals they transmit, the language they speak, the cues that foster creativity--you won't find a more essential guide than The Culture Code."--Charles Duhigg, New York Times bestselling author of The Power of Habit and Smarter Faster Better
The Five Dysfunctions of a Team
The New York Times best-selling team leadership handbook for modern executives, managers, and organizations After her first two weeks observing the problems at DecisionTech, Kathryn Petersen, its new CEO, had more than a few moments when she wondered if she should have taken the job. But Kathryn knew there was little chance she would have turned it down. After all, retirement had made her antsy, and nothing excited her more than a challenge. What she could not have known when she accepted the job, however, was just how dysfunctional her team was, and how team members would challenge her in ways that no one ever had before. For twenty years, The Five Dysfunctions of a Team has been engaging audiences with a page-turning, realistic fable that follows the travails of Kathryn Petersen, DecisionTech's CEO, as she faces the ultimate leadership crisis. She must unite a team in such disarray that it threatens to derail the entire company. Equal parts leadership fable and business handbook, this definitive source on teamwork by Patrick Lencioni reveals the five behavioral tendencies that go to the heart of why even the best teams struggle. He offers a powerful model and step-by-step guide for overcoming those dysfunctions and getting every one rowing in the same direction. Today, the lessons in The Five Dysfunctions of a Team are more relevant than ever. This special anniversary edition celebrates one of the best-selling business books of all time with a new foreword from the author that reflects on its legacy and lessons.
Team Emotional Intelligence 2. 0
As organizations shift to depend more on team-basedstructures, the pressure to develop high-performing teams is more critical thanever. In the modern work environment, teams are expected to embrace change,navigate complexity, and collaborate well under pressure ―all while deliveringexceptional results and forming productive relationships.While it is crucial to have talented, bright people within ateam, there is a dynamic that is even more essential to overall teameffectiveness. This dynamic is "Team Emotional Intelligence" (Team EQ). Whilemost people are familiar with emotional intelligence (EQ) when it comes toindividuals, the power of how EQ relates to the entire team has not beenwell-understood until now.Insights from the latest research on team emotionalintelligence and TalentSmartEQ's research trends from working with over 200teams (with 2000+ team members) combine to bring EQ know-how to the team level.Team Emotional Intelligence 2.0 delivers practical strategies and showcases howan emotionally intelligent team is far more than the sum of its parts. Thisbook focuses on the four key skill areas of Team EQ: Team Emotion Awareness,Team Emotion Management, Internal Team Relationships, and External TeamRelationships, and it delivers 53 strategies and a step-by-step process forincreasing team EQ skills so team leaders and anyone who's a member of a teamcan achieve peak performance and reach their goals. Dr. Greaves, Evan Watkins, and their contributing team ofexperts begin with a life and death story of team failure that illustrates howemotions can drive team decisions and lead to disaster. They share a provenapproach to helping teams understand Team EQ skills, build these skills intostrengths, and use them to sustain positive momentum and achieve peakperformance. Strategies for remote and hybrid teams working virtually offertargeted approaches to bonding, communicating, tough conversations, anddecision making as modern workplaces transform. Like she did with the best-sellingEmotional Intelligence 2.0 (at 2 million copies sold and counting), Dr. Greavesand her team take complex concepts and translate them into easy-to-understandskills that can be used immediately and developed further over time. Asorganizations increasingly rely on getting work done through teams, theunderstanding and development of team EQ skills is more relevant and impactfulthan ever.
Life Is in the Transitions
Several years ago Bruce Feiler began to notice a pattern: the old stories about the major plot points of our lives - a straight line from childhood to education to rising within a single career, having a family, and growing old with a life partner - were no longer holding true. People felt they were living their lives out of the expected order and weren't sure how to navigate everything that wasn't supposed to happen. Galvanised by a family crisis that spoke quite poignantly to this loss of meaning, Feiler set out on what became an epic journey to harvest American life stories and see what he could learn from them.
Transitions
Leading Change
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. Needed more today than at any time in the past, this immensely relevant 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.
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