In organizations today, getting work done requires political and collaborative skills. That’s why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from those over whom you have no official authority by offering them help in the form of the “currencies” they value. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.

This book provides recent ideas, insights, facts, evidence, frameworks, and perspectives on how and why entrepreneurial families are successful over generations. The book focuses on how families successfully implement entrepreneurship across generations. That success, it argues, requires entrepreneurship at the level of the family, not only in the businesses the family owns and manages. Written by noted academics and consultants who are authorities on family entrepreneurship, the chapters provide a comprehensive exploration of the characteristics of successful entrepreneurial families, their motivations, how they behave over time, and, suggestions for how business families can encourage and sustain entrepreneurship. This comprehensive look at family entrepreneurship will serve as a fundamental reference text for family business consultants, owners, and scholars.

There is a new business landscape, where companies are increasingly being judged on their ability to generate _social value_. But there is no off-the-shelf solution for the leaders and change makers in this new domain. Creating social value is a journey, and each company must chart its own path through uncertain and complex terrain. We invite you to discover how the entrepreneurial leaders profiled in this book have become trailblazers, using strategy and innovation to generate profits and social value simultaneously.Creating Social Value provides insights into the motivations and preoccupations of groundbreaking entrepreneurial leaders as they look to activate change not just within their companies, but also in their sectors, value chains and even through co-creating partnerships with their competitors. Such change requires fundamentally new styles of leadership and business design where companies seek to be generative rather than extractive.This book also bears witness to the emergence of new language to describe these innovative concepts. Working with and sharing ideas with social entrepreneurs and entrepreneurs inside, the authors became aware of the building blocks of a new lexicon with the power to inspire and positively influence the culture of an organization. Many of the leaders included in this book have driven change by harnessing the power of language to reroute their company’s direction.For example, The Campbell Soup Company has created _destination goals_ to describe the long-term vision of the company to nourish its customers, employees and neighbours. Roshan has worked on _nation building_, creating physical infrastructure in Afghanistan, a country decimated by war. UPS has worked to understand its impact on the planet, building a _materiality matrix_ of the issues that matter to its stakeholders, while working to create a culture that fosters social innovation and seeks to understand _constructive dissatisfaction_. Ford is redefining its mission, imagining a different future in which it provides _mobility solutions_, rather than only manufacturing cars. Ford is working with Toyota to co-create technologies to combat climate change.This book sets out a manifesto for Social Value Creation, which is defined as a strategy that combines a unique set of corporate assets (including innovation capacities, marketing skills, managerial acumen, employee engagement, scale) in collaboration with the assets of other sectors and firms to co-create breakthrough solutions to complex economic, social and environmental issues that impact the sustainability of both business and society. Social innovation differs from corporate responsibility in two significant ways: it is strategic and it leverages a wide range of corporate assets and core competencies.Creating Social Value has been designed as a manual for change. It will be essential reading for business students, entrepreneurs and all of those wishing to effect positive, generative change in larger organizations.

The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your ideas, products, or services. In their classic book, Influence Without Authority, Allan Cohen and David Bradford provided a universal model of how to influence someone you don't control. Influencing Up applies those ideas to problematic bosses and other powerful people, with sophisticated tactics for building partnerships with them. If you're afraid of retaliation or just unclear as to how to change a senior person's behavior, don't stay paralyzed. Influencing Up gives you the tools to bridge the power gap. Offers practical advice about how to turn your relationship with your boss into a partnership in which both parties benefit Explains what powerful people care about Shows how to overcome power gaps by developing more partner-like relationships Learn what a great partnership with your boss can do for your career—and your mental health!

Co-authored by HRH Princess Alia, the eldest daughter of the late King Hussein of Jordan, and the artist and author Peter Upton,ERoyal HeritageEtells the story of the Arab horse in Jordan, from the early days of the Bedouin tribes to the 21st century, a story closely associated with the Hashemite family of Jordan, direct descendants of the Prophet. The account also tells of the Arab Revolt of 1916, in which the Emirs Ali, Abdullah, Feisal and Zeid, withET E Lawrence, drove the Ottomans out of the region, and how some of the Hashemite mares became the foundation stock of the Royal Stud in Jordan.ERoyal HeritageEcovers many other adventures including the traumatic events which nearly led to the loss of the StudOs precious mares and describes how, despite these setbacks, the Royal Stud has flourished. In 1987 Princess Alia, Director of the Royal Stud, organised the first Arab horse show to be held in Arabia entitled OThe Arab Horse at Home.O It was an event which inspired other Arab countries to organise horse shows of their own. Princess Alia includes many fascinating personal reminiscences: about the horses she holds so dear, the people involved in the Stud through the years, the famous and infamous, family and friends, heads of state and handlers. The work is richly illustrated with paintings, drawings and rare photographs from old archives and private collections, as well as up-to-date portraits of the Stud and its horses. Peter Upton gives an in-depth account of the horses themselves; the breeding, lineage and preservation of the hugely important Jordanian bloodlines. A story of legend, romance and war,ERoyal HeritageEtells with passion for the first time the remarkable saga of the Arab horse in Jordan.

Sleep and Affect: Assessment, Theory, and Clinical Implications synthesizes affective neuroscience research as it relates to sleep psychology and medicine. Evidence is provided that normal sleep plays an emotional regulatory role in healthy humans. The book investigates interactions of sleep with both negative and positive emotions, along with their clinical implications. Sleep research is discussed from a neurobiological, cognitive, and behavioral approach. Sleep and emotions are explored across the spectrum of mental health from normal mood and sleep to the pathological extremes. The book, additionally, offers researchers a guide to methods and research design for studying sleep and affect. This book will be of use to sleep researchers, affective neuroscientists, and clinical psychologists in order to better understand the impact of emotion on sleep as well as the effect of sleep on physical and mental well-being. - Contains neurobiological, cognitive, and behavioral approaches - Explains methods for examining sleep and affect - Summarizes research on sleep and specific affect states - Translates research for clinical use in treating disorders

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

"Great fortunes which have been created by bankers, merchants, and investors are the result of ignoring these monthly fluctuations in commodity and security prices, and of striving to anticipate and profit by the major movements coming every few years. These major movements can be foretold if one will spend the necessary time and money in studying fundamental conditions. Therefore a fortune is within the grasp of every reader of this book who has and uses the necessary figures." - From the Preface Among entrepreneurs and businessmen alike, Roger Babson is considered one of the foremost authorities in the field of business forecasting, and his philosophy and statistical expertise continue to influence the investment community today. A model of comparative statistical analysis, this classic text still holds remarkable value to beginning and experienced investors alike. It expertly encompass in an understandable and succinct manner an array of topics including: . Two Classes of Statistics, . Increase in Funds Invested According to Fundamental Trends, . Price Fluctuations and Purchasing Range and Commodity Market Since 1860, . The Law of Equal and Opposite Reaction, Theory of Babsonchart, . Wealth, New Building, Check Transactions, Failures, Labor Conditions . Banking, Foreign Trade and Exchange, Gold and Commodity Prices, . Effect of War on Business Conditions and much more. ALSO AVAILABLE FROM COSIMO CLASSICS: Babson's Instincts and Emotions: Should They Be Suppressed or Harnessed? and Business Fundamentals: How to Become a Successful Business Man. American entrepreneur, statistician, and author ROGER WARD BABSON (1875-1967) founded Massachusetts' Babson College, in 1919, and the state'sGravity Research Foundation in 1948. A prolific writer who explored a wide variety of topics; his books include Fundamentals of Prosperity, The Future of the Churches, Religion and Business, and Gravity: Our Enemy No. 1.

Published in 1974, The Science and Politics of I.q. is a valuable contribution to the field of Education.