Business revolves around making decisions, often riskydecisions, usually with incomplete information and too often inless time than we need. Executives at every level, in everyindustry, are confronted with information overload, less leeway formistakes, and a business environment that changes rapidly. In lightof this increased pressure and volatility, the old-fashioned waysof making decisions–depending on intuition, common sense, andspecialized expertise–are simply no longer sufficient. Distillingover thirty years of groundbreaking research, WinningDecisions , written by two seasoned business advisers and worldleaders in behavioral decision studies, is a comprehensive,one-of-a-kind guide to the proven methods of making criticalbusiness decisions confidently, quickly–and correctly. Decision-making is a business skill which managers often take forgranted in themselves and others–but it's not as easy as some mightthink. The authors, whose expertise has been sought out by over ahundred companies, includi

Written with the novelistic verve and insider knowledge thatmade The Last Tycoons a bestseller and a prize winner, House ofCards is a chilling cautionary tale about greed, arrogance, andstupidity in the financial world, and the consequences for all ofus.

“I have observed several hundred salespeople who were taughtto use deceptive practices like ‘bait and switch’ and encouraged toplay negotiation games with customers. They were so stressed bythis behavior that they suffered from a high incidence of alcoholand substance abuse, divorce, job-jumping, and low productivity. Inthe same industry, I have observed countless people who had beentaught to sell with high integrity. Ironically, their customersatisfaction, profit margins, and salesperson retention weresignificantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniquesthat demean you and your customer, if you’ve ever wondered ifselling could be more than just talking people into buying, thenIntegrity Selling for the 21st Century is the book for you. Itsconcept is simple: Only by getting to know your customers and theirneeds — and believing that you can meet those needs — will youenjoy relationships with customers built on trust. And only

The unconscious sprang to the attention of the West a hundredyears ago, and we are still struggling to absorb its full impact.It was one thing to understand the concept, to see it and believeit, but another to live with it, to take in fully its challenge toour deepest cultural assumptions. Today, as we expand ourunderstanding of its reach, we are still coming to grips with whatit means. This “new unconscious” is driven by the identities weassume, the groups we belong to, the ideas we inherit, thelanguages we use–all the elements that provide meaning andstructure to our world. What You Don’t Know You Know is about this emergentunderstanding, and how it forces us to rethink our relationshipswith each other as well as our beliefs about what it means to be aperson, to have a self. It is for all those who want a betterunderstanding of the complexity of human motivation, whether as anexecutive faced with employees resisting change, an electedofficial trying to forge agreements among competing i

Product De*ion Millions of readers remember The Goal, the landmark business novel that sets forth by way of story the essential principles of Eliyahu Goldratt's innovative methods of production. Now, from the AGI-Goldratt Institute and Jeff Cox, the same creative writer who co-authored The Goal, comes VELOCITY, the book that reveals how to achieve outstanding bottom-line results by integrating the world's three most powerful continuous improvement disciplines: Lean, Six Sigma, and Goldratt's Theory of Constraints. 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 rapidl

Shattering the myth that you need money to make money,serial entrepreneur and millionaire Yanik Silver reveals the 11X-Factors that allowed him to grow eight different business ideasfrom scratch to 7-figures + each. Following in the footsteps ofSilver and many other successful bootstrappers, uncover the secretsto turning your big idea into significant profits - without takingon debt, partnering with outside investors, or even writing abusiness plan. Yanik Silver (Potomac, MD) is a serial entrepreneurwho has successfully bootstrapped 8 different product and serviceideas to reach the 7-figure sales mark without funding, taking ondebt or even a real business plan. He's been featured on "FoxBusiness News", TIME.com, "USA Today", SmartMoney.com, "MSN Money",Portfolio.com, Entrepreneur.com, WORTH.com, "The Boston Globe","Denver Business Journal", and many others.

Warren Buffett built Berkshire Hathaway into somethingremarkable— and Fortune journalist Carol Loomis had a front-rowseat for it all. When Carol Loomis first mentioned a little-known Omaha hedge fundmanager in a 1966 Fortune article, she didn’t dream that WarrenBuffett would one day be considered the world’s greatestinvestor—nor that she and Buffett would quickly become closepersonal friends. As Buf?fett’s fortune and reputation grew overtime, Loomis used her unique insight into Buffett’s thinking tochronicle his work for Fortune, writ?ing and proposing scores ofstories that tracked his many accomplishments—and also hisocca?sional mistakes. Now Loomis has collected and updated the best Buffett articlesFortune published between 1966 and 2012, including thirteen coverstories and a dozen pieces authored by Buffett himself. Loomis hasprovided commentary about each major arti?cle that supplies contextand her own informed point of view. Readers will gain freshinsights into Buffett’s investment

Yes, Tammy Erickson is right. Millennials are different fromXers and Boomers. But millennial MBAs, particularly those from thefirst post-recession graduating class, are especially differentfrom their predecessors. Here, for the first time and comingstraight from the source 38 young MBAs reflect on business,leadership, and life, offering a rare "behind-the-scenes" look atthe way their ideas, aspirations, attitudes, and practices areshaping business as they take on the mantle of leadership.Approaching the world in bold and innovative ways, this newgeneration of MBAs explores such questions as: How will we lead ina post-crisis world? How can business be a force for good? What isthe meaning of a career in business? As the first generation raisedin a truly global and networked world, these young leaders sharetheir visions for the future, how they plan to eliminate boundariesand pursue roles that integrate the public, private, and non-profitsectors, and how they are beginning to lay the foundation forethical

From two leaders in executive education at Harvard BusinessSchool, here are the mental habits and proven strategies you needto achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out,Negotiation Genius will dramatically improve your negotiatingskills and confidence. Drawing on decades of behavioral researchplus the experience of thousands of business clients, the authorstake the mystery out of preparing for and executingnegotiations—whether they involve multimillion-dollar deals orimproving your next salary offer. What sets negotiation geniuses apart? They are the men and womenwho know how to: ?Identify negotiation opportunities where others see no room fordiscussion ?Discover the truth even when the other side wants to concealit ?Negotiate successfully from a position of weakness ?Defuse threats, ultimatums, lies, and other hardballtactics ?Overcome resistance and “sell” proposals using proven influence

This classic, newly updated, is an indispensable source foranyone–from mid-level managers to CEOs–who must execute keybusiness initiatives quickly and effectively. Once groundbreakingand now time-honored, Managing at the Speed of Change has helpedcountless business leaders learn how to orchestrate transitionsvital to their organizations’ success. Rather than focusing on whatto change, this book’s aim is far more valuable: It shows readershow to change. Daryl R. Conner, founder and chairman of the consulting firmConner Partners, is a leading expert on change management. He hasserved as “change doctor” for clients that include non-profitenterprises, government agencies and administrations, and Fortune500 companies in an array of industries such as AbbottLaboratories, PepsiCo, American Express, Catholic Healthcare West,JPMorgan Chase, and the U.S. Navy. Based on Conner’s long-term research and his decades ofconsulting experience, Managing at the Speed of Change uses simple,easy-t

If you’re enrolled in an executive education or MBA program,you’ve probably encountered a powerful learning tool: the businesscase. But if you’re like many people, you may find analyzing casesand writing about them challenging or frustrating. That’s notsurprising—cases are not simple narratives, and good ones aretypically nonlinear and can even be purposefully misleading. Applythe conventional approach to understanding business cases, and youmay waste time (at best) and arrive at weak or meager conclusions(at worst). The Case Study Handbook presents a powerful new approach foranalyzing, discussing, and writing about cases. By using sampleHarvard Business School cases, you’ll master a number of usefultopics, including: How to recognize case situations and apply appropriate tools tosolve problems, make decisions, or develop evaluations How to quickly establish a base of knowledge about a case How to write persuasive case-based essays How to talk about cases effectively

Seventy percent of all IT projects fail—and scores of bookshave attempted to help firms measure and manage IT systems andprocesses better in order to turn this figure around In this book,IT experts Peter D. Weill and Jeanne W. Ross argue that the realreason IT fails to deliver value is that companies have no formalsystem in place for guiding and monitoring IT decisions. Theirresearch shows that firms with explicit IT governance systems havetwice the profit of firms with poor governance, given the samestrategic objectives. Just as corporate governance systems aim toensure quality decisions about corporate assets, the authors show,companies need IT governance systems to ensure that IT investmentsare made wisely and effectively.

Jim Camp, the world’s #1 negotiating coach, shows how torelease the emotional pressure that’s part of any negotiation byusing his proven system of safe, decision-based negotiation thatenables you to meet all your objectives without needless, wastedcompromises or giveaways. ? Out of the blue your best customer demands a huge discount—orelse he takes his business elsewhere. ? You think you finally have a buyer for your home, but then atthe last minute she demands that you pay for new landscaping of theyard—or no deal. There are plenty of other properties for sale, andshe says she’ll walk. ? Your son is having trouble in school, and you have to thinkabout how to deal with his “my way or the highway” teacher. When confronted with these—and innumerable other—day-to-daynegotiating challenges at work and in your personal life, mostpeople start to guess about how much they should give up incompromise to make the other side happy (“I’ll just meet themhalfw

Mathematical Analysis (often called Advanced Calculus) isgenerally found by students to be one of their hardest courses inMathematics. This text uses the so-called sequential approach tocontinuity, differentiability and integration to make it easier tounderstand the subject.Topics that are generally glossed over inthe standard Calculus courses are given careful study here. Forexample, what exactly is a 'continuous' function? And how exactlycan one give a careful definition of 'integral'? The latterquestion is often one of the mysterious points in a Calculus course- and it is quite difficult to give a rigorous treatment ofintegration! The text has a large number of diagrams and helpfulmargin notes; and uses many graded examples and exercises, oftenwith complete solutions, to guide students through the trickypoints. It is suitable for self-study or use in parallel with astandard university course on the subject.

Praise For Toxic People "From corporate America to the smallest business owner, this book should be mandatory reading because it provides toxic relief that will put money in your pocket and calm in your personality. A dose of this reading would enhance the success of business school students and smooth out a few bumps in a rocky marriage." Richard L. Labrum, Vice President, Wealth Management, Smith Barney "If you're just sick to death of those people who zap the energy right out of you, Marsha has the cure! In no-nonsense terms, she gives us the pre*ion for dealing with toxic people. She mixes in the right dosage of personal experience, humor, and practical advice to create a compelling message that is highly relevant in our personal and professional lives. I highly recommend this book to everyone interested in cleaning up toxic behaviors!" John Ryan, Vice President, American Express "Marsha Petrie Sue is the Muhammad Ali of communicators. She can dance and look pretty, and

IndexIn these tough economic times, everyone is expectedto produce more with less. And yet, studies have shown that onaverage, employees are working at only a fraction of theirpotential. What are managers to do? How can they inspire theirpeople to perform at their absolute best? Whatever the situation, a good manager can quicklyorganize a group of average performers into a high-functioning teamcapable of achieving tremendous results for the company. The secretis knowing how—and anyone can learn. In Full Engagement!, business success expert Brian Tracyshows managers how they can supercharge their employees’efforts. Packed with powerful, practical ideas and strategies, thiseye-opening guide explains how to: Unlock the potential of each person ? Motivate and inspireemployees to peak performance ? Trigger the “X Factor” thatmaximizes productivity ? Drive out the fears that hold people back? Create a high-trust work environment ? Set clear goals andobjectives ? Recognize, re

In this title, Doc Searls maps out the implications of acustomer-driven business revolution that's flipping the paradigm ofsupply and demand, and putting consumers in charge. Who owns themarketplace? Is it business - or the customer? According to DocSearls, widely-read journalist and blogger and co-author of "TheCluetrain Manifesto", customers are on the verge of becoming trulyfree and independent actors in the marketplace with the power oftelling vendors what they want, how they want it, and where andwhen they should be able to get it. This imperative shift incustomer power will alter the balance of the market and usher inwhat Searls calls the "intention economy". In this book, Searlslays out a map for an economy driven by consumer intent, wherevendors can - and must - respond to the actual intentions ofcustomers, instead of simply vying for customer attention in hopesof selling them what they might want. In the intention economy,individual power increases, demand drives supply, and informationprecedes mone

There are thousands of books that have been written on business leadership. Many of these have been translated into Chinese and many have been swallowed up by Chinese business people. China has an enormous need to improve the quality of its leadership and current and future leaders are starving for more information to help them get to the top. But what we are also hearing is that while they find these Western works intellectually stimulating, there is always something missing. It is naive for anyone to think that they can just take Western concepts and practices on leadership and make them work in China. They still need work. In fact, it is fair to ask whether these Western practices can actually be applied in China. This book provides the bridge between Western ideas and concepts with the Chinese thoughts and wisdom. 作者简介： Dr. Frank Gallo has lived in China for many years and is one of its foremost executive coaches. He works with both Chinese and Western executives to help them become bet

A bold and revolutionary thinker’s legacy for how business canmeet the greatest economic challenge in decades... It’s no secret: everyone knows that the way most companies dothings is screwed up. Surprisingly, though, herein lays the biggestopportunity for improving growth and profitability in a world inwhich consumers are tapped out and competition is coming from thedevastating combination of low-wage countries with highskills. For more than a decade, following his landmark Reengineering theCorporation, Michael Hammer did “deep dives” into the processes ofcompanies in every imaginable business—from oil refineries tosoftware developers, factories, retailers, and hospitals—tounderstand the nuts and bolts of how they do their work, and thento advise them how to do it differently to become faster, cheaper,better. The results were the right product, at the right time, withthe right price and quality—businesses that not only ate thecompetitions’ lunch but their breakfast and dinn

In these tough economic times, everyone isexpected to produce more with less. And yet, studies have shownthat on average, employees are working at only a fraction of theirpotential. What are managers to do? How can they inspire theirpeople to perform at their absolute best? Whatever the situation, agood manager can quickly organize a group of average performersinto a high-functioning team capable of achieving tremendousresults for the company. The secret is knowing how and anyone canlearn. In "Full Engagement!", business success expert Brian Tracyshows managers how they can supercharge their employees' efforts.Packed with powerful, practical ideas and strategies, thiseyeopening guide explains how to: unlock the potential of eachperson; motivate and inspire employees to peak performance; triggerthe 'X Factor' that maximizes productivity; drive out the fearsthat hold people back; create a high-trust work environment; setclear goals and objectives; and, recognize, reward, and reinforcein a way that energi

American capitalism is in dire straits, caught in a perilouspattern of increasing volatility, decreasing investor returns, andongoing bad behavior by executives. And it's getting worse. Sincethe turn of the twenty-first century, we've seen two massivevalue-destroying market meltdowns and a string of ethics breaches,including accounting scandals, options-backdating schemes, and thesubprime mortgage debacle. Just what is going on here? Is it theinevitable decline of the American economy? Is it the new normal ina technology-enabled global marketplace? Or is it possible that thevery theories we've embraced to underpin our capital markets areactually producing these crises? In "Fixing the Game", Roger Martinreveals the culprit behind the sorry state of American capitalism:our deep and abiding commitment to the idea that the purpose of thefirm is to maximize shareholder value. This theory has led to amassive growth in stock-based compensation for executives and,through this, to a naive and wrongheaded linkin

Ride your personal brand to the highest level in yourfield! About the Book Steve Jobs did it at Apple. Indra Nooyi did it at Pepsi. AlanMulally did it at Ford Motor Company. What did these business leaders do exactly? They brought veryreal, positive change to their organizations by using their uniqueCEO brand. Now, executive coach Suzanne Bates explains how you canexert the same kind of influence at your company. Discover Your CEO Brand provides the insight, knowledge, andtools you need to discover your own personal CEO style and thendevelop it into a powerful presence that extends beyond yourtypical spheres of influence. Bates walks you through the processstep by step, teaching you ways to increase your visibility andinfluence by combining traditional self-branding vehicles like PRand face-to-face networking with new social-media platforms,including Facebook, Twitter, and blogs. No two sets of values, principles, vision, and skills—thefoundation of every successful CEO