Everyone, at some point each day, will have to influence or persuade someone — a boss, co-worker, customer, client, spouse, kids or even friends. What is the smallest change that can be made to the request, proposal or situation that will lead to the biggest difference in the outcome? In The small BIG, three heavyweights from the world of persuasion science and practice … [More]
The Alliance
The employer-employee relationship is broken. The old model of guaranteed long-term employment no longer works in a business environment defined by continuous change, but neither does a system in which every employee acts like a free agent. The solution? Stop thinking of employees as either family or free agents. Think of them instead as allies. Managers want employees to help … [More]
Never Be Closing
Everyone knows that the first rule of sales is “always be closing.” But what if the less time one spends trying to close, the more time one can devote to helping people solve problems and seize opportunities? This book isn’t just a catalog of techniques to wrestle money out of a client’s pocket. It’s a comprehensive strategy that starts with a well-researched process for … [More]
Making Conflict Work
Conflicts at work are as inevitable as they are frustrating. In Making Conflict Work, Peter Coleman and Robert Ferguson address the key role of power in workplace tension. Whether butting heads with a boss or addressing a direct report’s complaint, one’s relative position of power affects how one approaches conflict. Coleman and Ferguson explain how power dynamics function, … [More]
The Secret
In this new edition of their classic business fable, Ken Blanchard and Mark Miller get at the heart of what makes a leader successful. Struggling young executive Debbie Brewster asks her mentor the one question she desperately needs answered: “What is the secret of great leaders?” His reply — “great leaders serve” — flummoxes her, but, over time, her mentor reveals the five … [More]
The Leadership Playbook
There are enormous differences between managing and coaching. Yet many companies and organizations encourage their leaders to coach teams without ever teaching them how and without creating a culture that supports coaching. Nathan Jamail, a leading consultant, professional speaker, and the president of his own group of businesses, trains coaches at several Fortune 500 companies … [More]
Predictive Leadership
Most successful, growth-hungry companies begin to miss their projections or worse, not because demand is low or conditions are difficult, but simply because they don’t know how to predict, nurture or even maintain their own growth and success. Most leaders feel isolated, pressured to build on earlier success and maintain total control — the perfect recipe for the 12 most common … [More]
Leadership Blindspots
Leadership Blindspots is packed with detailed case studies examining how blind spots operate, using examples from firms like Apple, Amazon, Hewlett-Packard, JC Penney and JPMorgan Chase. These cases show how a leader’s blind spots can lead to devastating mistakes if they aren’t recognized and acted upon. Author Robert Bruce Shaw examines the most common types of blind spots and … [More]
Power Cues
In this provocative yet practical book, communication expert Nick Morgan highlights recent research that shows how humans are programmed to respond to the nonverbal cues of others — subtle gestures, sounds and signals — that elicit emotion, and provides a clear, useful framework of seven “power cues” that will be essential for any leader. Readers will learn crucial skills, from … [More]
The Etiquette Advantage in Business
Completely revised and updated, this edition is the ultimate guide professionals need to build successful business relationships with confidence. Good manners mean good business.This book offers proven, essential advice, from resolving conflicts with ease and grace to building productive relationships with colleagues at all levels. It also offers up-to-date guidance on … [More]
Authenticity
Most sales training focuses on getting to know the product, analyzing the market and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation: the “what”: knowing the product, the industry and the competition; the “how”: applying the knowledge, enhancing social interaction, developing relationships and … [More]
Pitch Perfect
Media coach and Emmy Award-winning correspondent Bill McGowan shares his secrets of pitch-perfect communications, showing readers how to communicate with confidence. Saying the right thing the right way can make the difference between sealing the deal or losing the account, advancing one’s career or suffering a demotion. McGowan shows how to craft just the right message. Along … [More]
Duct Tape Selling
It’s no longer enough to view a salesperson’s job as closing. Today’s superstars must attract, teach, convert, serve and measure while developing a personal brand that stands for trust and expertise. In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, for both individuals and those charged with leading a sales team. Readers will learn to think … [More]
Big Data
Whether it is used by the NSA to fight terrorism or by online retailers to predict customers’ buying patterns, big data is a revolution occurring around us, in the process of forever changing economics, science, culture and the very way we think. But it also poses new threats, from the end of privacy as we know it to the prospect of being penalized for things we haven’t even … [More]
The Intelligent Web
As we use the Web for social networking, shopping and news, we leave a personal trail. Linger over a Web page selling lamps, and they will turn up at the advertising margins as you move around the Internet, tempting you to make that purchase. And there are pages that collect and assess information to give you a snapshot of changing political opinion. Gautam Shroff takes us on a … [More]
Privacy in the Age of Big Data
Many of us do not know the full extent to which data is collected, stored, aggregated and used. Privacy in the Age of Big Data highlights the many positive outcomes of digital surveillance and data collection while also outlining those forms of data collection to which we may not consent, and of which we are likely unaware. Payton and Claypoole skillfully introduce readers to … [More]
How to be an Even Better Manager
This ninth edition of How to be an Even Better Manager covers more than 60 essential topics across the three key areas in which any manager needs to be competent: managing people, managing activities and processes, and managing and developing oneself. Thoroughly revised and updated, with 10 new chapters providing timely advice on topics such as coaching, developing emotional … [More]
Flex
Renowned executive coaches and global leadership strategists Jane Hyun and Audrey S. Lee offer lessons on the vital skill of “Flexing” — the art of switching leadership styles to more effectively lead people who are different from oneself, allowing managers to successfully manage the multicultural workers of today and tomorrow. The book shows managers how to understand the … [More]
