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One of the biggest challenges for new managers is how to get the best out of each of their team members so they achieve superior results—and make you, the new manager, look good! In Bare Knuckle People Management authors Sean O'Neil and John Kulisek cut through the crap to show managers how to push their teams to success, not by following fluffy leadership training but by using the skills that got them promoted in the first place. Forget kumbayas or one-minute managing. The best people managers know that approaches that work great with one employee will be lost on the next. With the same irreverent and straightforward style they use in their management training workshops, O'Neil and Kulisek describe the 16 basic worker types you must learn to recognize, from The Badass to The Burnout, and how to customize your leadership style for each type. The authors encourage the readers to take pieces of what works from each of the sections and they also remind them to follow the gut instinct that got them to their new management position in the first place. Written in short, easily digestible sections, and both entertaining and insightful throughout, Bare Knuckle People Management is perfect for any manager pressed for time and in need of some straightforward advice.
"When the going gets tough, they call for the sons of bitches! - Admiral Ernest King (attributed) It's a sad fact that most projects fail - as many as 70% according to one well known study. Those failed projects cost billions of dollars. Perhaps they've even cost you or your company. You've hired certified project managers and implemented project management techniques, and yet you still don't have the success you need. BARE KNUCKLED PROJECT MANAGEMENT has the answer. Of course, there are lots of management philosophies that tell you that if you just follow a few simple rules, you'll have perfect results. But it's never that simple, and we know it. The bare-knuckled approach to project management is all about the people. Anybody can swing a bat, but that doesn't mean anybody can be a major leaguer. It's all about the person. It takes talent, temperament, training, experience, and aptitude to achieve greatness. And make no mistake, for great projects, you need a great project manager - someone who isn't afraid to do what it takes to get the job done. You need a Bare-Knuckled Project Manager, someone not afraid to ruffle a few feathers, make hard decisions, and speak unpleasant truths to people who don't always want to hear bad news. In this insightful and powerful book, you'll learn: *** The key reasons projects fail, and the simple steps needed to avoid the most common mistakes. *** How the "three sided table" approach empowers project managers, customers, and teams to do excellent work. *** How to become a Bare-Knuckled Project Manager, and how to groom others. *** How to handle conflict and communication like a pro. *** How the "Kranz Dictum" that saved NASA's Apollo Program can save your most troubled projects. *** How to transform the organization using the Bare Knuckle approach. For once, you'll experience the "no bullshit" approach to project management: what matters, what doesn't, and how to tell the difference. BARE KNUCKLED PROJECT MANAGEMENT is the one guide you need to achieve real project results!
Written by a veteran salesman and negotiator with a track record spanning millions of pounds in sealed deals, this book draws on the most advanced techniques used today by elite negotiators and professional influencers.
You probably hate giving presentations. You probably hate listening to them too. Why? Because most business presentations are too long, too detailed, too boring...and submerged under a blizzard of PowerPoint. But the single most important presentational tool known to man isn't a slideshow. It's you. Whether you're speaking to one person across a table, 20 people in a boardroom or 1,000 people in a ballroom, it's all about the words you say and how you say them. The Presentation Coach shows you how to use what you've already got to give you clarity, confidence and impact in every speaking challenge you will ever face. You'll learn the unique Bare Knuckle 5-step process to effective presenting, and how to apply it to all business speaking, from large-scale presentations to one-to-one client meetings. Graham Davies has been coaching high-profile individuals from the worlds of business, politics and entertainment in exactly these techniques for the past 25 years. Now it's your turn. Praise for The Presentation Coach "Graham Davies is a brilliantly funny speaker who knows how to inspire and enthuse anyone who sees presenting as a bore, a burden or a source of terror." Nick Robinson, Political Editor, BBC "This book really captures Graham's intense and robust sense of coaching. Just like the author, it is amusing, punchy and really comforting to have access to in all presentation situations." Michel Combes, CEO,Vodafone Europe "Required reading for anyone who wants their presentations to enthuse rather than euthanize their audience." Tim Curtis, MD, Northern Europe, Land's End "Graham is a highly effective presentation coach. He is always honest and gets straight to the point. His book is just as direct and entertaining as he is in person." Nick Jeffery, CEO, Vodafone Global Enterprise "I don't know anyone who could wear the label 'the presentation coach' more confidently than Graham." Daniel Finkelstein, Executive Editor, The Times "I use Graham's system strictly and religiously in every speech. In fact on almost every important occasion when I need to get a message across.... You will never regret buying and using this book." George Clarke, MD, Heidelberg UK "Graham helped me develop my very own presentation style, true to myself, with high impact and focused very much on the audience." Phil Clarke, CEO Designate, Tesco "Graham's approach is ruthlessly robust and utterly practical. This book is the next best thing to seeing him in person, and much less of a strain on your budget." Matthew Wilson, CEO Brit Global Markets "...Davies's compelling book illuminates all the pitfalls and provides a simple guide to allowing personality into presentations - radical stuff indeed!" Andy Street, MD, John Lewis "Whether you are a Prime Minister, chief executive or anyone else who needs make an impact, then you must read this challenging and innovative book by Graham Davies." Neil Sherlock, Partner, Public Affairs, KPMG "...I wish Graham had written it 20 years ago..." Richard Klein, MD, Bank of America Merrill Lynch "Never again will you commit the crime of Death by Bullet-Point." Penny Philpot, Group Vice President, Worldwide Partner Services, Oracle "Graham Davis is a talented gagmeister who shows that the best way of exposing a bad argument is with a good joke." Boris Johnson, Mayor of London "Reading his book will spur you on to win your own presentational race." Richard Dunwoody, twice winner of the Grand National "Graham completely reframed my approach to presenting. His approach works!" Otto Thoresen, CEO, Aegon UK "A process that you can use no matter what the situation. I heartily recommend it." Michael Gove MP "This book is not a coaching guide for the faint-hearted. Prepare to be beaten into being bloody brilliant!" Francis Edmonds, broadcaster, author and professional speaker
The authors lift the veneer off 'employability' to expose serious problems in the way that future workers are trying to manage their employability, how companies understand their human resource strategies and government failure to come to terms with the realities of the knowledge-based economy.
In a world where knowledge is king, the Web never sleeps, and competitive challenge increases exponentially, Robert Rodin shows you how to prepare for the three insatiable demands of today's customers: they want their product or service FREE, they want it PERFECT, and they want it NOW. No matter what business you're in, you have to find a way to respond -- or risk losing your customers to competitors who are discovering new ways to sell your product or service cheaper, better, and faster than you've ever imagined. As the dynamic CEO of electronics distributor Marshall Industries who trained with the worldfamous W. Edwards Deming, Rob Rodin engineered the astounding reinvention of his company, turning a conventionally successful $500 million business into a $2 billion competitive powerhouse, a high-speed, high-profit junction box wired to today's imperatives. Rodin isn't a consultant, pretending change is a matter of five steps and a pep talk. He's lived inside its gut-wrenching turmoil. Six years ago Rodin and his colleagues bet their company on a radical experiment, tearing a healthy business down to bedrock. They threw out all the old tools, taking 1,100 managers off MBOs and incentives and abolishing commissions for 600 salespeople. They threw out all the old technology, too, changing every operating system in a single tense night. Then they set out to reinvent themselves, finding new ways to help people and technology work together -- creating a dynamic pioneer for our new electronic era, a company twice named as the #1 business-to-business Web site in the world by Advertising Age magazine. Free, Perfect, and Now tells the dramatic story of that transformation from the inside. Detailing the hard lessons learned in competitive battle, it offers a compelling new perspective on the most pressing issue facing businesspeople today: how to prepare a customer-focused corporation for a future you can't predict. But Free, Perfect, and Now is a book of solutions, too, a guide to help every manager turn ideas into concrete results. Each chapter explains, step by step, how to design a different element of a company, from how to anticipate customers' shifting demands to how to make a Web site profitable. And each chapter ends with a Manager's Workbook, containing detailed advice managers can use to make their business more competitive today.
Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.
Available for the first time in paperback, Barna unveils the results of years of research and hundreds of interviews, and emerges with a new definition of what leadership is--and isn't.
In the spring of 1989, union organizer Phil Cohen journeyed to Jackson, Tennessee, to sort out the troubled situation at a historic cotton mill. His task as a representative of the Amalgamated Clothing and Textile Workers Union was to rebuild a failing local and the problems were daunting; an anti-union company in financial disarray, sharply declining union membership, and myriad workplace grievances. In the tumultuous months ahead, ownership of the plant twice switched hands, and he would come to fear for his life and consider desperate measures to salvage the union’s cause. In this riveting memoir, Cohen takes the reader from the union hall and factory gates to the bargaining table and courtroom, and ultimately to the picket line. We see him winning the trust of disillusioned union members, negotiating with a hostile employer and its high-powered legal counsel, and hitting the pavement with leaflets and union cards in hand. We get to know the millworkers with whom he formed close bonds, including a stormy romance with a young woman at the plant. His up-close account of the struggle brims with telling descriptions of the negotiating process, the grinding work at the textile mill, the lives of its employees outside the workplace, and the grim realities of union busting in America. When the organizer’s four-year-old daughter accompanies him to the field, a unique an unexpected dimension is added to the chronicle. A compelling, dramatic story that alternated between major triumphs and frustrating setbacks, The Jackson Project provides a rare look at the labor movement in the American South from an insider’s perspective.
Recently recognized by Sports Illustrated as still the best-known athlete in the world, Muhammad Ali has played a fascinating role in American culture, with an influence that has reached far beyond sports. In addition to Ali the boxer, there are Ali the Black Muslim, Ali the cultural icon, Ali the anti-war protestor, Ali the telecelebrity, Ali the narcissist, and more. And it is these various incarnations -- Ali as a window onto his time, our time -- that build upon each other in this book to give us a vivid portrait of one of the greatest protagonists in the ring of public history. As the first book by scholars on the significance of his life and times, Muhammad Ali, the People's Champ is a fresh reassessment of the place of a giant sports idol and the role he has played in American history. Ali both shaped and reflected the times in which he lived. He touched the lives of people in a way unprecedented by almost any sports figure before or since. The contributors conclude that we can have no full understanding of our era without him. A volume in the series Sport and Society, edited by Benjamin G. Rader and Randy Roberts