There's no way around it. Your success is at risk if you can'tcommunicate effectively. If you want to make a difference in yourorganization, you must develop a communication playbook ofstrategic responses to challenging situations so the people aroundyou thrive. The good news is that you can learn how to become amaster communicator. All you need is desire and this eminentlypractical guide. In "Mastering Communication at Work," leadershipcommunication experts Ethan F. Becker and Jon Wortmann describeeasy-to-implement techniques for communicating in ways that empowerteams, serve clients, and develop stronger relationships. You'lllearn the secrets to making trust-building an innate part of yourlife--and use your new talent to reduce your stress and improveyour organization on every level. "Mastering Communication at Work"will instantly get you on track with Clear, actionable advice youcan put to use right away De*ions of the communicationtendencies everyone needs to be able to identify and execute Simpledrills

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

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

A Harvard Business Review Book. Widely acknowledged as theworld's foremost authority on leadership, John Kotter has devotedhis remarkable career to studying organizations and those who runthem, and his bestselling books and essays have guided and inspiredleaders at all levels. Here, in this collection of his acclaimedHarvard Business Review articles, is an astute assessment of thereal work of leaders, as only John Kotter can offer. To complementthe HBR articles, Kotter also contributes a new piece, a thoughtfulreflection on the themes that have developed throughout his work.Convinced that most organizations today lack the leadership theyneed, Kotter's mission is to help us better understand whatleaders--real leaders--do. True leadership, he reminds us, is anelusive quality, and too often we confuse management duties andpersonal style with leadership, or even mistake unworthy leadersfor the real thing. Yet without leadership, organizations move tooslowly, stagnate, and lose their way. With John Kotter on What

Most distribution channels are outdated and unwieldy, servingneither customers nor channel partners adequately. Despite newtechnologies that have streamlined many transactions and processes,a general lack of leadership combined with flawed and deeplyingrained structures make distribution channels exceedinglydifficult to change. What companies need, says V. Kasturi Rangan, is a new approach togoing to market—"channel stewardship"—that simultaneously addressescustomers’ best interests and drives profits for all channelpartners. In Transforming Your Go-to-Market Strategy, Rangan showshow any member of a distribution channel can adopt this role andlearn how to shape an effective, constantly evolving, and mutuallybeneficial channel strategy. This book outlines three disciplines that companies must masterto navigate the complex distribution environment successfully: mapthe industry channel, build and edit one’s own channel continuouslyto best serve customers, and align and influence one

A compelling vision. Bold leadership. Decisive action.Unfortunately, these prerequisites of success are almost always theingredients of failure, too. In fact, most managers seeking tomaximize their chances for glory are often unwittingly settingthemselves up for ruin. The sad truth is that most companies haveleft their futures almost entirely to chance, and don’t evenrealize it. The reason? Managers feel they must make choices withfar-reaching consequences today, but must base those choices onassumptions about a future they cannot predict. It is thiscollision between commitment and uncertainty that creates THESTRATEGY PARADOX. This paradox sets up a ubiquitous but little-understood tradeoff.Because managers feel they must base their strategies onassumptions about an unknown future, the more ambitious of themhope their guesses will be right – or that they can somehow adaptto the turbulence that will arise. In fact, only a small number oflucky daredevils prosper, while many more unfortunate, bu

We're constantly negotiating in our lives, whether it'sconvincing the kids to do their homework or settling million-dollarlawsuits. For those who need help winning these battles, RogerFisher has developed a simple and straightforward five-step systemfor how to behave in negotiations. Narrated soothingly by NPRannouncer Bob Edwards, Fisher adds the meaty portions of thematerial with a sense of playfulness. The blend of voices makesthis tape easy to listen to, especially the real-life negotiatingscenarios, in which negotiating examples are given. This is amust-have tape for every businessperson's car. (Running time: onehour, one cassette) --Sharon Griggins --This text refersto an out of print or unavailable edition of this title.

Make every day a WOW day for your customers, your staff—andyour bottom line! “In your hands is a manifesto on how Zapposcompletely blew away the standard of delivering a consumer-centricexperience and a revolutionary company culture. Joseph helps us allunderstand how to achieve a little more of that Zappos magic.”—EricRyan, method cofounder and person against dirty “If you’re lookingfor an inspirational path for creating a likable, trustworthy, andwow! organization, you’ve hit the mother lode.”—Guy Kawasaki,former chief evangelist of Apple and author of Enchantment: The Artof Changing Hearts, Minds, and Actions “This book provides aroadmap to a successful business by taking inspiration and examplesfrom one of the most innovative, progressive companies of our time.Don’t just read it; use it.”—Tony Hawk, professional skateboarderand author of HAWK —Occupation: Skateboarder and How Did I GetHere? The Ascent of an Unlikely CEO “Thanks to Joseph Michelli, youcan learn exactly h

Acclaimed historian Doris Kearns Goodwin illuminates Lincoln's political genius in this highly original work, as the one-term congressman and prairie lawyer rises from obscurity to prevail over three gifted rivals of national reputation to become president. On May 18, 1860, William H. Seward, Salmon P. Chase, Edward Bates, and Abraham Lincoln waited in their hometowns for the results from the Republican National Convention in Chicago. When Lincoln emerged as the victor, his rivals were dismayed and angry. Throughout the turbulent 1850s, each had energetically sought the presidency as the conflict over slavery was leading inexorably to secession and civil war. That Lincoln succeeded, Goodwin demonstrates, was the result of a character that had been forged by experiences that raised him above his more privileged and accomplished rivals. He won because he possessed an extraordinary ability to put himself in the place of other men, to experience what they were feeling, to understand their motives and desires

One of the world s leading creative artists， choreographers， and creator of the smash-hit Broadway show， Movin Out， shares her secrets for developing and honing your creative talents at once prescriptive and inspirational， a book to stand alongside The Artist s Way and Bird by Bird. All it takes to make creativity a part of your life is the willingness to make it a habit. It is the product of preparation and effort， and is within reach of everyone. Whether you are a painter， musician， businessperson， or simply an individual yearning to put your creativity to use， The Creative Habit provides you with thirty-two practical exercises based on the lessons Twyla Tharp has learned in her remarkable thirty-five-year career. In "Where's Your Pencil?" Tharp reminds you to observe the world -- and get it down on paper. In "Coins and Chaos，" she gives you an easy way to restore order and peace. In "Do a Verb，" she turns your mind and body into coworkers. In "Build a Bridge to the Next Day

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

A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently.

You should worry about your legacy later in your career, atthe edge of retirement—right? Not according to Robert Galford andRegina Maruca. In Your Leadership Legacy, these authors argue thatthinking about your legacy now makes you a better leader today.Based on stories of top leaders who have shaped successful careers,the book explores the art of “legacy thinking,” helping you toformulate a legacy that will exert a positive effect on your workimmediately. The authors provide a disciplined approach to framingyour legacy, as well as shaping it over time. They start with theidea that your legacy is defined by how others approach work andlife as a result of having worked with you. They then demonstratehow to assess your current impact on those around you, strengthenthat impact, and pass along the best of yourself in the process.While many leaders “find themselves” and hone their workaccordingly only after a major life crisis, Your Leadership Legacyenables all leaders to craft their work and build

Innovation is an evergreen topic because it is such anessential ingredient for successful growth—and this book provides anew and fascinating perspective on how new innovations can best befound and developed Managers from all kinds of companies will findthis book of interest. This book is so well written and is filledwith such engaging examples that we expect it to break out beyond abusiness audience to general readers. It is similar to The TippingPoint in terms of tone, readability, and rich, interesting stories,which show how innovative ideas were born in intersections thatcombined arenas as diverse as card games and sky rises, Palm Pilotsand carrots, airplanes and cookies, ants and truck drivers. Offerspractical strategies anyone can use to develop novel new ideas bigand small, in all areas of life and work. Note: The book’s titlerefers to an explosion of creativity that occurred in Florenceduring the Renaissance, when the Medici banking family fundedcreators from many different disciplines to co

Conquer the greatest challenge of every sales professional:getting face-time with top decision-makers Lots of sales booksfocus on how to make the sale once the salesperson gets in thedoor. SOAR Selling is different; it delivers a proven system forsales professionals in B2B fields to make fewer calls, reach moreexecutives, and get more appointments. The SOAR (Surge ofAccelerating Revenue) process is based on extensive field testsconducted in more than 3,000 live sales calls (by phone and inperson) in key markets throughout the U.S. and Europe. Teamsworking with SOAR won gatekeeper meetings in more than 80% of allcalls made, and overall sales team performance skyrocketed-withmeasurable ROI of up to 2000% realized in as little as 12 weeksfrom program inception. Now, this breakthrough methodology can beyours. Marhnelle and David Hibbard are cofounders of Dialexis, aleading provider of sales training and personal leadership coachingwhose clientele includes Cisco, Apple, AT T, Oracle, andToshiba.

"Strategy Maps" takes readers to the next level of precision in strategy implementation. "Strategy Maps" introduces a new tool that has evolved from Robert Kaplan and David Norton's ongoing research with hundreds of Balanced Scorecard adopters across the globe, and its premise is simple: if you can visually map your strategy, the people within your organization will better understand it and therefore be better able to execute it effectively. It offers a visual cause-and-effect explanation of what's working and what doesn't in a way that everyone in the company can understand. It helps get the entire organization involved in strategy. 《战略地图:化无形资产为有形成果》系平衡计分卡体系的之作，使企业量化关键的无形资产，如人力、信息和文化。至此，平衡计分卡理论的逻辑体系“描述战略、衡量战略和管理战备”已形成。在本书中，作者将管理领域中几个最关键的任务进行了清晰、严谨的整合，为领导者一本