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Ellis Marwood

Built to Outlast

Companies That Beat the Market for Decades

1. The Myth of the Charismatic Savior: Why Quiet Executives Outperform Rock Stars
2. Assembling a Crew Before Charting a Course
3. Confronting Reality Without Losing Faith
4. The Single Sentence That Defines a Winning Company
5. Discipline as the Replacement for Bureaucracy
6. Technology as an Accelerator, Not a Strategy
7. The Slow Arithmetic of Momentum
8. Diagnosing the Doom Loop: Patterns of Companies That Never Break Through
9. When Great Companies Slide Backward: Warning Signs and Course Corrections
10. Applying the Principles Beyond Business: Nonprofits, Teams, and Personal Careers
11. Building an Enterprise That Outlives Its Founders

'Fight Less, Win More is a massively useful book for just about anyone who has to deal with the desires, foibles, and idiosyncrasies of other human beings.' - Daniel Pink, #1 New York Times bestselling author of To Sell Is Human, Drive, and The Power of RegretYour handbook for mastering the negotiating skills in the multimillion-copy bestseller Never Split the Difference.You're in a negotiation right now. In fact, you've been negotiating all day.That email to your boss? Negotiation. That conversation with your teenager? Negotiation. That interaction with the barista who made your morning coffee? Negotiation too.Most people don't realise they're negotiating until it's too late - until they've already lost ground, damaged relationships, or walked away empty-handed. But what if you could transform every interaction into an opportunity to get what you want while making others feel valued?In this groundbreaking follow-up to the global bestseller Never Split the Difference, negotiation experts Jonathan B. Smith and Derek Gaunt reveal the missing piece that's been holding you back: a practical handbook for applying Tactical Empathy - the ability to understand and influence people at a level they don't even realise - to every sensitive conversation in your life.Discover how to: <ul><li>Begin disarming defences by making your counterpart feel genuinely understood.</li><li>Acquire critical information by mastering the 5 Levels of Listening that uncover hidden motivations</li><li>Spot game-changing 'Black Swans' that swing seemingly impossible negotiations to your advantage</li><li>Defuse tension and navigate high-pressure situations with confidence using the Core Four skills</li><li>Get more of what you want without burning bridges or compromising your integrity</li></ul> Forged in high-stakes hostage crises and refined in thousands of business negotiations, these field-tested techniques aren't based on academic theory - they're proven methods that work when the pressure is on.This book isn't about tricks or manipulative tactics or winning at all costs. It's about a fundamental shift in how you approach human interaction: It's not about you - it's about them.When you master this mindset and the practical skills that flow from it, you'll transform not just your negotiations but your entire life. You'll resolve conflicts faster, build stronger relationships, and achieve outcomes you never thought possible.Inside you'll find: <ul><li>Real-world case studies showing how these skills work in everyday situations</li><li>Step-by-step guidance for implementing each technique</li><li>Low-stakes practice exercises to build your confidence</li><li>Actionable strategies for identifying and overcoming common negotiation traps</li></ul> Stop leaving money on the table. Stop enduring unnecessary conflict. Stop accepting less than you deserve.This isn't just another business book-it's the missing manual for every negotiation in your life.Get your copy of Fight Less, Win More today and start turning every conversation into a path to success.

How Master Negotiators Influence Hearts, Minds, And Deals

Fight Less, Win More

______________________________ THE BOOK THAT REED HASTINGS AT NETFLIX TOLD EVERY ASPIRING CEO TO READ Nearly thirty years ago, Stanford University faculty members Jim Collins and Bill Lazier showed you how to turn an entrepreneurial business into an enduring great company. Beyond Entrepreneurship became a leadership staple, particularly among small and early-stage companies. And while Collins would go on to write a series of famous bestsellers that have sold more than ten million copies worldwide, this lesser-known early work remains the favourite of many of his loyal readers. Now, with Beyond Entrepreneurship 2.0, Collins re-shares the timeless insights in Beyond Entrepreneurship alongside new perspectives gleaned after decades of additional research into what makes great companies tick. In Beyond Entrepreneurship 2.0, you'll learn how to turn your company into the 2.0 version of itself. You'll be challenged to grow your own leadership as your company grows, from 1x to 2x to 5x to 10x. You'll learn Collins's newest reflections on people decisions, insights that extend beyond his seminal "first who" principle about getting the right people on the bus. You'll learn why luck favours the persistent, and what it means to look for "who luck." You'll learn about the origins of the "BHAG" (Big Hairy Audacious Goal), and why even a small business needs a galvanising BHAG to have a complete and inspiring vision. You'll also unlock what Collins calls "The Map." The Map is a road map that pulls together the key concepts developed from thirty years of research and writing into one integrated framework for building a company that delivers superior results, makes a distinctive impact, and achieves lasting endurance. Finally, you'll learn the lessons that Jim Collins himself learned from the most influential mentor in his life, Bill Lazier. Beyond Entrepreneurship 2.0 is the ambitious upgrade to a classic. In Beyond Entrepreneurship 2.0, you'll discover that the goal to turn your business into an enduring great company is as relevant - and as within your reach - as ever.

______________________________ NEARLY THIRTY YEARS AGO, Stanford University faculty members Jim Collins and Bill Lazier showed you how to turn an entrepreneurial business into an enduring great company. Beyond Entrepreneurship became a leadership staple, particularly among small and early-stage companies. And while Collins would go on to write a series of famous bestsellers that have sold more than ten million copies worldwide, this lesser-known early work remains the favourite of many of his loyal readers. Now, with Beyond Entrepreneurship 2.0, Collins re-shares the timeless insights in Beyond Entrepreneurship alongside new perspectives gleaned after decades of additional research into what makes great companies tick. In Beyond Entrepreneurship 2.0, you'll learn how to turn your company into the 2.0 version of itself. You'll be challenged to grow your own leadership as your company grows, from 1x to 2x to 5x to 10x. You'll learn Collins's newest reflections on people decisions, insights that extend beyond his seminal "first who" principle about getting the right people on the bus. You'll learn why luck favours the persistent, and what it means to look for "who luck." You'll learn about the origins of the "BHAG" (Big Hairy Audacious Goal), and why even a small business needs a galvanising BHAG to have a complete and inspiring vision. You'll also unlock what Collins calls "The Map." The Map is a road map that pulls together the key concepts developed from thirty years of research and writing into one integrated framework for building a company that delivers superior results, makes a distinctive impact, and achieves lasting endurance. Finally, you'll learn the lessons that Jim Collins himself learned from the most influential mentor in his life, Bill Lazier. Beyond Entrepreneurship 2.0 is the ambitious upgrade to a classic. In Beyond Entrepreneurship 2.0, you'll discover that the goal to turn your business into an enduring great company is as relevant - and as within your reach - as ever.

Beyond Entrepreneurship 2.0

&lt;b&gt;This book lights the way to appreciating the importance of developing the emotional language to describe, acknowledge, and address emotions in the workplace using a proven and methodical approach absent in most other EI strategies.&lt;/b&gt; &lt;p&gt;Ann was agitated and troubled as she summoned the courage to recount what had happened. The intensity of her remarks was gripping the whole team; all eyes were on her. She took the extraordinary step of sharing her emotions with her team; she felt alone, helpless, unimportant, and rejected.&lt;/p&gt;&lt;p&gt;In reflecting on our individual professional experiences, we each remember occasions when we were Ann; desperate for connection. At times we reacted by retreating to our offices and at other times by becoming angry, shouting, or being overly defensive. Has this ever happened to you? Have you felt that emotions don’t belong at work?&lt;/p&gt;&lt;p&gt;We assert that underlying all of our interactions are the emotions we are all operating with, both consciously and unconsciously. Emotions, and not the content, are the most powerful presence in the room during conflicts and stress. But knowing this is not enough.&lt;/p&gt;&lt;p&gt;This book lights the way to appreciating the importance of developing the emotional language to describe, acknowledge, and address emotions in the workplace using a proven and methodical approach absent in most other EI strategies. The EmC strategy will enable the leader inside you to connect more effectively, energize a harmonious workplace culture, and nurture creativity and innovation to achieve unprecedented results.&lt;/p&gt;&lt;ul&gt;  &lt;li&gt;Invigorate creativity, innovation, and collaboration&lt;/li&gt;  &lt;li&gt;Boost engagement and wellness&lt;/li&gt;  &lt;li&gt;Build psychological safety to enhance trust and authenticity&lt;/li&gt;  &lt;li&gt;Nurture leadership throughout the organization&lt;/li&gt;  &lt;li&gt;Foster strong relationships to create a thriving culture&lt;/li&gt;&lt;/ul&gt;&lt;p&gt;Enduring relationships give us the strength to face volatility, uncertainty, complexity, and adversity. When we are connected, we can thrive, we can achieve unimaginable success.&lt;/p&gt;

This book lights the way to appreciating the importance of developing the emotional language to describe, acknowledge, and address emotions in the workplace using a proven and methodical approach absent in most other EI strategies. The EmC strategy will enable the leader inside you to connect more effectively, energize a harmonious workplace culture, and nurture creativity and innovation to achieve unprecedented results.

Lola Gershfeld

Ramin Sedehi

How Leaders Can Unlock the Human Potential,  Build Resilient Teams, and Nurture Thriving Cultures

Emotional Connection: The EmC Strategy

„Total Supplier Management“ (TSM) ist ein Lieferantenmanagementsystem, das auf Bestehendes aufbaut und Prozesse, Methoden und Tools so zusammenfasst, so dass die Bewertung und Steuerung von Lieferanten auch in der Zukunft funktioniert und auch allen digitalen Disruptionen standhält. &lt;br /&gt;Dieser TSM-Ansatz verfolgt das Ziel eines ganzheitlichen Lieferantenmanagements entlang der Supply Chain und des Produktlifecycles. Hierzu werden alle Fachbereiche des Unternehmens eingebunden, sodass ein abgestimmtes Vorgehen gegenüber Lieferanten und die damit einhergehenden Synergieeffekte erreicht werden. &lt;br /&gt;Das Buch ermöglicht die Kombination von im Unternehmen bereits etablierten Methoden ergänzt mit innovativen Methoden des TSM.

Robert Dust

Lieferantenmanagement zukunftsfähig gestalten, umsetzen und anwenden

Total Supplier Management

Essay from the year 2014 in the subject Business economics - Operations Research, grade: A, La Trobe University Melbourne, language: English, abstract: This essay aims to analyze the current strategic situation facing Qantas. First, main issues Qantas faces in it’s internal and external environments are identified. Then, the focus is on the key competitive considerations Qantas has to address in it’s domestic strategy. As a result, the analysis identifies what has Qantas handled well from a strategic point of view,and what could it have done differently or better.

Giulia Lucarelli

The corporate strategy of Qantas Airways. A case study

Business and Management (R0)

This book challenges the traditional models of modern economy, business education and management, which are devoted to the concepts of scarcity, competition, growth and yield. It deconstructs the spiral of acceleration in which technological shifts concerning global markets and enterprises produce a dynamic of unbridled disruption, concentration and erosion of human and natural resources. The book analyzes how, in the face of this dynamic, once successful business models increasingly lead to existential jeopardy.The book embeds its argument in the impact of technological change on strategy in general. It subsequently analyzes the degree of rationality in the strategy building process to juxtapose revenue and responsibility as the fundamental principles of diverging strategic concepts. In its central chapters the book explores the benefits of consciousness-driven business models and value-added strategies for the awareness markets of the future and their impact on team excellence and resource handling. It develops an understanding of how corporations can function as ecosystems – fostering the growth and development of the resources they operate on, rather than being based on their exploitation. Understanding this structure of viable future business models is the overall theme of this pioneering book.&lt;div&gt;&lt;br&gt;&lt;/div&gt;&lt;div&gt;&lt;p&gt;&lt;i&gt;“This book endeavors to set out yet another paradigm for a viable economics, the paradigm of ethicology. It seeks to replace the concepts of &amp;nbsp;competition, scarcity and growth with strategies and business models based on resource creation, added values cycles, enrichment and symbiosis in line&amp;nbsp;with the awareness economy it describes.”&amp;nbsp;&lt;/i&gt;&lt;b&gt;Hunter Lovins,&lt;/b&gt;President and Founder of Natural Capitalism Solutions&lt;/p&gt;&lt;p&gt;&lt;i&gt;“... a very basic paradigm shift in our future strategies …”&lt;/i&gt;&lt;br&gt; &lt;b&gt;Henner&amp;nbsp;Klein,&amp;nbsp;&lt;/b&gt;Chairman&amp;nbsp;Emeritus&amp;nbsp;A.T.&amp;nbsp;Kearney&lt;/p&gt;&lt;p&gt;&lt;i&gt;“The book stands right on the tectonic fault line between our old and our new reality. It manages to do both: analyze the shifting paradigms and provoke new thinking.”&lt;/i&gt;&lt;br&gt; &lt;b&gt;Dr.&amp;nbsp;Martin&amp;nbsp;R.&amp;nbsp;Stuchtey,&lt;/b&gt;&amp;nbsp;Director&amp;nbsp;of&amp;nbsp;the&amp;nbsp;McKinsey&amp;nbsp;Center&amp;nbsp;for&amp;nbsp;Business&amp;nbsp;&amp;amp;&amp;nbsp;Environment&lt;/p&gt;&lt;p&gt;&lt;i&gt;“This book is raising the bar. His vision dares to rethink the principles of the liberal and social market economy in a globalized business world.”&lt;/i&gt;&lt;br&gt; &lt;b&gt;Prof.&amp;nbsp;Dr.&amp;nbsp;René&amp;nbsp;Schmidpeter,&amp;nbsp;&lt;/b&gt;CBS&amp;nbsp;Köln&lt;/p&gt;&lt;p&gt;&lt;i&gt;“A book worth reading and reflecting on. Onwards to an economy that works for 100% of humanity.”&lt;/i&gt;&lt;b&gt;&amp;nbsp;Michael Pirson,&lt;/b&gt;Associate Professor, Director Center for Humanistic Management, Fordham University and Research Fellow, Harvard University&lt;/p&gt;&lt;i&gt;„ … powerful arguments and practical guidance on how companies can become sustainable and live up to the realities of global enterprise …”&lt;/i&gt;&lt;br&gt; &lt;b&gt;Michael Hilti&lt;/b&gt;, Hilti AG&lt;br&gt;&lt;p&gt;&lt;/p&gt;&lt;p&gt;&lt;i&gt;&amp;nbsp;&lt;/i&gt;&lt;/p&gt;&lt;p&gt;&lt;/p&gt;&lt;p&gt;&lt;br&gt;&lt;/p&gt;&lt;/div&gt;

Friedrich Glauner

Strategy, Business Management and Economy in Disruptive Markets

Future Viability, Business Models, and Values

Angewandte Ethik (Marktwirtschaft und Moral) gelb

&lt;p&gt;Diese Studie betont die zentrale Rolle strategischer Führungskompetenzen für das Erreichen von Nachhaltigkeitszielen in Industrieunternehmen. Sie zeigt auf, dass die Fähigkeit, Nachhaltigkeitsstrategien effektiv zu implementieren und nachhaltige Praktiken zu fördern, direkt mit der Entwicklung und Integration solcher Kompetenzen auf allen Führungsebenen zusammenhängt. Die Analyse liefert tiefe Einblicke in die spezifischen Herausforderungen und Anforderungen, die an heutige Führungskräfte gestellt werden, und unterstreicht die Notwendigkeit, ihre Fähigkeiten gezielt zu erweitern, um den Unternehmenserfolg nachhaltig zu sichern.&lt;/p&gt;

Michèle Anne Reuter

Eine qualitativ-empirische Analyse von Industrieunternehmen

Führungskompetenzen im Bereich des Nachhaltigkeitsmanagement

Bloomberg Financial

&lt;b&gt;Practical guidance and a fresh approach for more accurate value-based pricing&lt;/b&gt; &lt;p&gt;&lt;i&gt;Pricing Done Right&lt;/i&gt; provides a cutting-edge framework for value-based pricing and clear guidance on ideation, implementation, and execution. More action plan than primer, this book introduces a holistic strategy for ensuring on-target pricing by shifting the conversation from 'What is value-based pricing?' to 'How can we ensure that our pricing reflects our goals?' You'll learn to identify the decisions that must be managed, how to manage them, and who should make them, as illustrated by real-world case studies. The key success factor is to build a pricing organization within your organization; this reveals the relationships between pricing decisions, how they affect each other, and what the ultimate effects might be. With this deep-level insight, you are better able to decide where your organization needs to go.   &lt;p&gt;Pricing needs to be done right, and pricing decisions have to be made—but are you sure that you're leaving these decisions to the right people? Few managers are confident that their prices accurately reflect the cost and value of their product, and this uncertainty leaves money on the table. This book provides a practical template for better pricing strategies, methods, roles, and decisions, with a concrete roadmap through execution. &lt;ul&gt; &lt;li&gt;Identify the right questions for pricing analyses&lt;/li&gt; &lt;li&gt;Improve your pricing strategy and decision making process&lt;/li&gt; &lt;li&gt;Understand roles, accountability, and value-based pricing&lt;/li&gt; &lt;li&gt;Restructure perspectives to help pricing reflect your organization's goals&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;The critical link between pricing and corporate strategy must be reflected in the decision making process. &lt;i&gt;Pricing Done Right&lt;/i&gt; provides the blueprint for more accurate pricing, with expert guidance throughout the change process.

Tim J. Smith

The Pricing Framework Proven Successful by the World's Most Profitable Companies

Pricing Done Right

Onderzoeksbureau Gallup stelt dat maar liefst&amp;#xa0;87 %&amp;#xa0;van de&amp;#xa0;medewerkers&amp;#xa0;zich&amp;#xa0;niet geëngageerd voelt&amp;#xa0;ten aanzien van hun werkgever. Dit boek daagt&amp;#xa0;leiders&amp;#xa0;uit om hun&amp;#xa0;engagement game&amp;#xa0;naar het volgende niveau te brengen aan de hand van&amp;#xa0;best practices uit de marketing. Met&amp;#xa0;bedrijfscultuur&amp;#xa0;als unieke troef voor een sterke employer brand en als katalysator voor gedreven medewerkers en een hogere klanttevredenheid. De verschillende&amp;#xa0;drijfveren&amp;#xa0;van medewerkersbetrokkenheid worden onder de loep genomen, uitgediept door experts en geïllustreerd met&amp;#xa0;talloze voorbeelden&amp;#xa0;van Belgische bedrijven. Daarnaast is het boek een&amp;#xa0;praktische gids vol tips&amp;#xa0;om zelf aan de slag te kunnen gaan. &lt;br&gt; &lt;br&gt;ABOUT THE AUTORS &lt;br&gt; &lt;br&gt; &lt;b&gt;Inge van Belle&lt;/b&gt;&amp;#xa0;is gepassioneerd door communicatie en employee engagement. Na een carrière bij het legendarische Telindus, werd ze co-founder van Herculean Alliance dat al in tien landen engagementprojecten organiseerde. Inge is de initiatiefneemster van de Employee Engagement Awards. Ze richtte eveneens de Pink Ladies Games op en maakt zo haar missie waar om bij te dragen tot de SDG's van de Verenigde Naties. &lt;br&gt; &lt;br&gt; &lt;b&gt;Klaus Lommatzsch&lt;/b&gt;&amp;#xa0;ademt marketing en communicatie. Hij was&amp;#xa0;een van de managing partners en CEO van Duval Guillaume, het gerenommeerde Belgische communicatiebureau. Sinds 2014 is hij founding partner van Duval Union, een ecosysteem van ervaren marketing agencies en technology start-ups dat erop gericht is bedrijven te helpen in elk domein van marketing.

Inge Van Belle

Klaus Lommatzsch

Beproefde marketinginzichten voor een sterker hr-beleid

Employee engagement, what else?

Social Sciences (R0)

&lt;p&gt;Grounded in institutional theories, this volume offers a framework for understanding the evolution of corporate governance in the six leading Latin American countries, namely Argentina, Brazil, Chile, Colombia, Mexico, and Peru.&lt;/p&gt;&lt;p&gt;Applying inductive qualitative methods, it postulates the notion of&amp;nbsp;&lt;i&gt;governing&lt;/i&gt;&amp;nbsp;as a dynamic, emergent and contextual process and traces its evolution and adaption to the different configurations of institutional logics in each country and the region as a whole over several decades.&lt;/p&gt;&lt;p&gt;Adopting corporate governance scandals as the lens through which to observe institutional change in each country, this book reveals the sources of societal transformations, identifying key lessons as well as meaningful setbacks along the way.&lt;/p&gt;&lt;p&gt;This edited collection helps appreciate the role and interactions of corporate elites, stakeholders and watchdogs, including the visible hands of government and multinational corporations, presenting comparisons across the countries, the region and the broader evolution of governing practices around the globe.&lt;/p&gt;&lt;p&gt;The result is a book combining scholarly rigor and practical relevance, looking to serve as an emerging markets benchmark guide for practitioners, researchers and thinktanks alike.&lt;/p&gt;

Jonathan Callund

Gonzalo Jiménez-Seminario

Neil Pyper

The Importance of Scandals to Institute Change

Corporate Governing in Latin America

&lt;p&gt;Most boards are faced with the paradox of growth. Organic growth is slow and can be difficult in mature markets. M&amp;amp;A provides more rapid growth but is higher risk in terms of outcome. Businesses need growth not just to satisfy investors but to create market power and scale economies. This book helps to navigate the difficult terrain faced by boards wishing to grow through acquisition. It identifies which strategies are more likely to be effective and how the chosen strategy largely determines the form of integration. Taking a step-by-step approach, this book guides readers through the key decisions and likely business outcomes. Each chapter is accompanied by lessons which are helpful in summarising and consolidating the key issues.&lt;/p&gt;

&lt;p&gt;This book tackles key topics, such as:&lt;/p&gt;

&lt;p&gt;M&amp;amp;A performance and risks&lt;/p&gt;

&lt;p&gt;Strategic growth options&lt;/p&gt;

&lt;p&gt;Improving integration performance&lt;/p&gt;

&lt;p&gt;Learning from private equity&lt;/p&gt;

&lt;p&gt;M&amp;amp;A process and business valuation&lt;/p&gt;

&lt;p&gt;Future of private equity&lt;/p&gt;

&lt;p&gt;Performance driven governance&lt;/p&gt;

&lt;p&gt;Grounded in cutting-edge theory and combined with engaging, real world case studies and practical exercises and lessons, this is an indispensable guide not only for MBA and Executive students, but also for anyone likely to be involved in setting strategy and the process of buying, selling or integrating a business.&lt;/p&gt;


John Colley

Mergers and Acquisitions that Deliver Growth-Learning from Private Equity

The Unwritten Rules of M&A

Built to Outlast

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