Quotes

Influence, Page 360

…members of individualistic societies – particularly older members – need to be alert to influence tactics that begin by requesting just a small step. Those small, cautious steps can lead to big, blind leaps.

Management, Page 360

…entrepreneurship and innovation can be achieved by any business. But they must be consciously striven for.

Management, Page 360

…the entrepreneurial, the new, has to be organized separately from the old and existing.

The Messy Middle, Page 360

…you are not your work. Your work, or your art, is something you’ve made. It can fail, be sold, or be left behind, but it can’t be you.

The Enthusiastic Employee, Page 361

Besides being wasteful and debilitating, much of the conflict in organizations is needless and irrational.

The Enthusiastic Employee, Page 361

Much of the discord between groups in organizations… does not stem from an inherent incompatibility of interests, but from a perception that such incompatibility exists.

Management, Page 361

The people responsible for an existing business will… always be tempted to postpone action on anything new, entrepreneurial, or innovative until it is too late.

Management, Page 361

Even though the new project… does not rank with existing products, somebody in top management must have the specific assignment to work on tomorrow as an entrepreneur and innovator.

Thinking, Fast and Slow, Page 361

Salespeople quickly learn that manipulation of the context in which customers see a good can profoundly influence preferences.

The Enthusiastic Employee, Page 363

The foundation for success is that both parties trust that they share common goals.