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  1. A Manager’s Guide to Getting Results –– Without Losing Your Soul
  2. Review: Never Split the Difference by Chris Voss
  3. Register for our next FREE webinar + get a free e-book!
  4. How Companies Can Overcome the Pitfalls of Globalization
  5. Don’t miss our next FREE webinar!
  6. More Recent Articles
  7. Search Soundview Executive Book Summaries
  8. Prior Mailing Archive

A Manager’s Guide to Getting Results –– Without Losing Your Soul

WinningWell

Winning Well by Karin Hurt and David Dye

It can feel like a rigged game. Executives set aggressive goals, so managers drive their teams to burnout trying to deliver. Or, employees seek connection and support, so managers focus on relationships . . . and fail to make the numbers. The fallout is stress, frustration and disengagement, and not just among team members –– two-thirds of managers report being disengaged. To succeed, managers cannot choose between results and relationships. They need both: They must get people to achieve while creating an environment that makes them truly want to.

Winning Well offers managers a quick, practical action plan. They will learn how to stamp out the corrosive win-at-all-costs mentality; focus on the game, not just the score; reinforce behaviors that produce results; sustain energy and momentum; correct poor performance without drama; build productive relationships; and be the leader people want to work for. Today’s hypercompetitive economy has created tense, overextended workplaces. Keep it productive, rewarding and even fun with this one-stop success kit.

 
IN THIS SUMMARY, YOU WILL LEARN:
• Why Winning Well doesn’t mean perfection.
• Why you should emphasize behaviors, not the metrics scorecard.
• The four principles of managers who win well.
• How to lead meetings and make decisions that inspire your team.
• To help your team solve problems, double productivity and own their results.

 

     

Review: Never Split the Difference by Chris Voss

NeverSplitTheDifference_LgNever Split the Difference by Chris Voss

Never Split the Difference, a new book on negotiation, presents an alternative to Getting to Yes, the classic text by Roger Fisher and William Ury of Harvard. For author Chris Voss, the use of rational tools and techniques is not the most effective approach for negotiations. Instead, the key to success, especially in very dangerous negotiations, is tactical empathy, which he describes as “emotional intelligence on steroids.”

As reflected in the title of his book, Voss, the former lead international kidnapping negotiator for the FBI, did not develop his theories on negotiation in the halls of academia. An education that began as a beat cop on the mean streets of Kansas City continued as he joined the FBI and eventually traveled the world as the agency’s chief negotiator in the most dangerous situations. Somewhat surprisingly, one of the most valuable lessons he learned was not in a jungle negotiating with ruthless terrorists, but in the streets of Pittsburgh.

A drug dealer had kidnapped the girlfriend of another drug dealer. As Voss listened to the tapes of the two drug dealers talking, he heard the aggrieved dealer ask the kidnapper, “Hey, dog, how do I know she’s alright?” The kidnapper paused and then said, “Well, I’ll put her on the phone.”

Already an experienced negotiator, Voss recognized the power of that question. It was the prototype of what he would eventually call the “calibrated question,” a highly impactful tool because it gives the other side a sense of control even if they are doing what you want them to do. If the drug dealer had said, “Put her on the phone!” the other dealer would either have refused — because he didn’t want be controlled — or demanded
something in return. When responding to the question, “How do I know she’s alright,” the kidnapper feels in control because he is making the decision to put the hostage on the phone.

Calibrated questions reflect the philosophy of emotional intelligence on steroids. Never Split the Difference is filled with compelling, often harrowing stories that further illustrate the empathy-based techniques and approaches that Voss advocates.

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How to Unleash Millennials in the Workplace
[FREE EVENT]

Date: Thursday, July 28
Time: 12:00 PM ET
Speaker: Jason Forrest

Register here for free!

The millennial generation is becoming the dominate population inside of corporations. The problem is, companies are struggling on how to maximize their productivity.

In this FREE webinar, How to Unleash Millennials in the Workplace, Jason Forrest will share with us how sales managers can help millennials reach their full potential by developing them into the best versions of themselves.

What You’ll Learn:

  • How to increase retention of millennials.
  • How to drive profitability through millennials with coaching.
  • The management style needed to bring out the best in millennials.

 

     

How Companies Can Overcome the Pitfalls of Globalization

Global Vision by Robert Salomon

In an increasingly interconnected world, managers frequently turn to global markets as a means of achieving profitability and growth targets despite accumulating evidence that globalizing is fraught with risk. In the last 20 years alone, high-profile companies like Tesco, IKEA, AES and Walmart (among others) have been hobbled by globalization.

Global Vision offers a lens through which to view globalization in a new and compelling way, helping managers understand the risks associated with globalization while equipping them with the necessary tools to overcome those risks. Author Robert Salomon defines country institutions across political, economic and cultural dimensions and demonstrates how to measure them so that managers can estimate the risks that institutional differences pose to global companies. Global Vision will help unlock the mysteries of globalization using a framework and a tool –– Global Acumen –– that managers can immediately apply to successfully navigate globalization’s institutional hazards.

IN THIS SUMMARY, YOU WILL LEARN:
• How to assess institutional distance.
• How to make better-informed, smarter globalization decisions.
• How to select the appropriate mode of entry into foreign markets.
• How to optimally structure your global operations.

     

Don’t miss our next FREE webinar!

How to Unleash Millennials in the Workplace [FREE EVENT]

Date: Thursday, July 28
Time: 12:00 PM ET
Speaker: Jason Forrest

Register for FREE 

The millennial generation is becoming the dominate population inside of corporations. The problem is, companies are struggling on how to maximize their productivity.

In this FREE webinar, How to Unleash Millennials in the Workplace, Jason Forrest will share with us how sales managers can help millennials reach their full potential by developing them into the best versions of themselves.

What You’ll Learn:

  • How to increase retention of millennials.
  • How to drive profitability through millennials with coaching.
  • The management style needed to bring out the best in millennials.
     

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