Book Titles

People don’t stumble on success; they choose it.

…the higher we climb the organizational totem pole, the more superstitious we become.

Any human, like any animal, tends to repeat behavior that is followed by positive reinforcement. The more we achieve, the more reinforcement we get.

People will do something – including change their behavior – only if it can be demonstrated that doing so is in their own best interests as defined by their own values.

Everyone, even the biggest ego in the room, has a hot button that can be pushed – and that button is self-interest. All we have to do is find it.

If you press people to identify the motives behind their self-interest it usually boils down to four items: money, power, status, and popularity. These are the standard payoffs for success.

If you know what matters to you, it’s easier to commit to change. If you can’t identify what matters to you, you won’t know when it’s being threatened.

…people only change their ways when what they truly value is threatened. It’s in our nature. It’s the law.

…avoiding mistakes is one of those unseen, unheralded achievements that are not allowed to take up our time and thought.

…many times avoiding a bad deal can affect the bottom line more significantly than scoring a big sale.