Business Decision Making
Thinking, Fast and Slow
Thinking, Fast and Slow
Paperback      ISBN: 0374533555
A Nobel Prize-winning psychologist draws on years of research to introduce his "machinery of the mind" model on human decision making to reveal the faults and capabilities of intuitive versus logical thinking, providing insights into such topics as optimism, the unpredictability of happiness and the psychological pitfalls of risk-taking.
Factfulness: Ten Reasons We're Wrong About the World - and Why Things Are Better Than You Think
Factfulness
Ten Reasons We're Wrong About the World - and Why Things Are Better Than You Think
Hardcover      ISBN: 1250107814
A Professor of International Health and popular global TED speaker and his son and daughter-in-law who co-founded the Gapminder Foundation, explain how the best guesses, thoughts and concepts we accept as fact are actually tempered and informed by unconscious and predictable biases.
Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges
Dealstorming
The Secret Weapon That Can Solve Your Toughest Sales Challenges
Hardcover      ISBN: 1591848210
"Sales genius is a team sport. As a B2B sales leader, you know that by Murphy's Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones--the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders's term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss Army knife for today's toughest sales challenges." It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Conde Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you"--
How Women Decide
How Women Decide
Paperback      ISBN: 054494481x
So, you’ve earned a seat at the table. What happens next? From confidence gaps to power poses, leaning in to calling bias out, bossypants to girl bosses, women have been hearing a lot of advice lately. Most of this aims at greater success, but very little focuses on a key set of skills that ensures such success — making the wisest, strongest decisions. Every day, in every part of our lives, we face an increasing number of choices. Our futures depend not just on the results, but on how well we handle making these hard choices and the serious scrutiny that comes with them. But is a woman’s experience issuing a tough call any different from a man’s? Absolutely. From start to finish. Men and women approach decisions differently, though not necessarily in the ways we have been led to believe. Stress? It actually makes women more focused. Confidence? A healthy dose of self-questioning leads to much stronger decisions. And despite popular misconceptions, women are just as decisive as men — though they may pay a price for it. So why, then, does a real gap arise after the decision is made? Why are we quick to question a woman’s decisions but inclined to accept a man’s? And why is a man’s reputation as a smart decision-maker cemented after one big call, but a woman is expected to prove herself again and again? How Women Decide delivers lively, engaging stories of real women and their experiences, as well as expert, accessible analysis of what the science has to say. Cognitive psychologist Therese Huston breaks open the myths and opens up the conversation about how we can best shape our habits, perceptions, and strategies, not just to make the most of our own opportunities, but to reshape the culture and bring out the best decisions — regardless of who’s making them.
Fail Better: Design Smart Mistakes and Succeed Sooner
Fail Better
Design Smart Mistakes and Succeed Sooner
Hardcover      ISBN: 1422193446
"A usable method for learning from failure Everyone is talking about failure these days. It's ok to fail-it's how you learn. But how exactly do you take failure's lessons and roll them into future success? Until now, there was no repeatable method for doing so. In this book, Anjali Sastry (MIT) and Kara Penn (Mission Spark) provide the missing link: a feedback loop that teaches us how to learn from our mistakes. The step-by-step process they suggest is easy, usable, and repeatable. The authors teach ushow to adopt the process and guide us to putting it in place. The book is filled with stories of organizations and teams that have used the method, and includes a practically-oriented "how to" section to help teams move on from failure, as well as key findings drawn from relevant literature on learning, innovation, and psychology that underpin this approach. For anyone-innovators, engineers, managers, change-makers, and executives-who isn't afraid to fail, this book will help you pick up the pieces and apply them to future successes. "--
The Reality Test: Still Relying on Strategy?
The Reality Test
Still Relying on Strategy?
Paperback      ISBN: 1781251789
The questions you've never asked that will put you ahead of your competitors
Sources of Power: How People Make Decisions
Sources of Power
How People Make Decisions
Paperback      ISBN: 0262611465
An overview of naturalistic decision making, which views people as inherently skilled and experienced.
1,000 Days in Shanghai: The Story of Volkswagen, the First Chinese-German Car Factory
1,000 Days in Shanghai
The Story of Volkswagen, the First Chinese-German Car Factory
Paperback      ISBN: 0470823887
Posth arrived in China with a vision. He navigated a steep learning curve, achieved his goals and now shares an insightful, first-hand account of an intriguing journey that included bumps and highlights. 1,000 Days in Shanghai is a breathtaking manual for anyone contemplating a business career in the increasingly vibrant arena of today's China. It is also a personal account, done with great sensitivity, revealing between the lines a deep respect for the spirit that propels China's social and industrial revolution today. —Hans Michael Jebsen, Chairman, Jebsen and Co., Ltd. To really understand China's economic development, one needs to look at the history of individual projects. This applies in particular to those who are considering a venture on site. This book by Martin Posth is a unique document on the subject: evidence of profound knowledge, didactically sound, with comprehensible conclusions--simply readable! —Prof. Heinrich v. Pierer, Former Chairman of the Supervisory Board, Siemens AG, Former Chairman of the German Asian-Pacific Business Commission, Co-Chairman of the German-Chinese Dialog Forum This book is a must-read for anyone seeking to work in or via China. The personal experiences of a pioneering manager can also help management to see the transformation of China in a new light. Anybody wanting to be successful in China should heed the practical lessons that Martin Posth draws. —Prof. Dr. Eberhard Sandschneider, Otto-Wolff-Director, Research Institute, Executive Officer, German Council on Foreign Relations (DGAP) In establishing the Volkswagen works in Shanghai at the beginning of Deng Xiaoping's reform era, Martin Posth made a breach in the wall behind which the People's Republic of China had dug its trenches up until then. His experiences are useful for anyone wanting to work the Chinese market with any degree of success. The fascinating reading that his report makes, and heeding his lessons, can help any entrepreneur to avoid costly mistakes. —Dr. Theo Sommer, DIE ZEIT, Editor-at-Large For the Chinese, this book by Martin Posth is a historic document on the Open Door Policy for foreign investors. It is a must-read. —Prof. Xu Kuangdi, Mayor of Shanghai 1995-2001; Chairman, China Federation of Industrial Economics (CFIE); Co-Chairman of the German-Chinese Dialog Forum
151 Quick Ideas for Delegating and Decision Making
151 Quick Ideas for Delegating and Decision Making
Paperback      ISBN: 1564149617
Research and experience demonstrate two areas with which many new managers are completely unfamiliar: delegating tasks and work, and making decisions. Some struggle with this for years. But it doesn't have to be hard. 151 Quick Ideas for Delegating and Decision Making combines 50 years' experience of two managers, and the experiences of other managers who have been interviewed and observed. Each real world idea has been tried and tested. The best ones are here, in an easy to understand form for you to use. Select those that fit your particular circumstance, for example: -- Start with the End in Mind -- Know which decisions to make when -- Avoid group think -- Show them, don't tell them -- Put confidence in competence -- Give credit and reward success And even if you are already in a supervisory position, this book can help you do a more effective and efficient job at managing people and tasks.
The 3rd Alternative: Solving Life's Most Difficult Problems
The 3rd Alternative
Solving Life's Most Difficult Problems
Paperback      ISBN: 1451626274
From the multimillion-copy bestselling author of The 7 Habits of Highly Effective People—hailed as the #1 Most Influential Business Book of the Twentieth Century—The 3rd Alternative turns Dr. Stephen R. Covey’s formidable insight to a powerful new way to resolve professional and personal difficulties and create solutions to great challenges in organizations and society. There are many methods of “conflict resolution,