The Challenge: To Create More Value in All Negotiations

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1/-1
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SP 500 1/-1 Every 2 weeks! Source
Richard Foster (via Rita McGrath/HBR/12.26.13
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I am often asked by would-be entrepreneurs
seeking escape from life within huge corporate
structures, How do I build a small firm for
myself? The answer seems obvious Source
Paul Ormerod, Why Most Things Fail Evolution,
Extinction and Economics
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I am often asked by would-be entrepreneurs
seeking escape from life within huge corporate
structures, How do I build a small firm for
myself? The answer seems obvious Buy a very
large one and just wait. Paul Ormerod, Why
Most Things Fail Evolution, Extinction and
Economics
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Two First Things BEFORE First Things
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Conrad Hilton
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CONRAD HILTON, at a gala celebrating his career,
was called to the podium and asked, What were
the most important lessons you learned in your
long and distinguished career? His answer
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Remember to tuck the shower curtain inside the
bathtub.
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EXECUTION IS STRATEGY. Fred Malek
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1/48
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READY.FIRE.AIM.H. Ross Perot (vs Aim! Aim!
Aim! /EDS vs GM/1985)
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EXPERIMENT FEARLESSLYSource BusinessWeek,
Type A Organization Strategies How to Hit a
Moving TargetTactic 1RELENTLESS TRIAL AND
ERROR Source Wall Street Journal, cornerstone
of effective approach to rebalancing company
portfolios in the face of changing and uncertain
global economic conditions (11.08.10)
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1/48WTTMSW
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WHOEVER TRIES THE MOST STUFF WINS
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LONG Tom Peters EXCELLENCE!
Medtronic EMEAC FY-15 Annual Kickoff
Meeting/Frankfurt/03 June 2014 (Slides at
tompeters.com also see our 23-part Master
Compendium at excellencenow.com)
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Steve, youre costing me a hundred nanoseconds.
100B/Millisecond Can you at least cross it
diagonally?
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1/721 The greatest shortcoming of the human
race is our inability to understand the
exponential function. Albert A. Bartlett
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IoT/The Internet of Things IoE/The Internet of
Everything M2M/Machine-to-Machine Ubiquitous
computing Embedded computing Pervasive
computing Industrial Internet Etc.
More Than 50 BILLION connected devices by
2020 Ericsson Estimated 212 BILLION connected
devices by 2020IDC By 2025 IoT could be
applicable to 82 TRILLION of output or
approximately one half the global economyGE
The WAGs to end all WAGs!
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Internet of Things The algorithms created by
Nests machine-learning expertsand the troves of
data generated by those algorithmsare just as
important as the sleek materials carefully
selected by its industrial designers. By tracking
its users and subtly influencing their behaviors,
Nest Learning Thermostat transcends its
pedestrian product category. Nest has similar
hopes for what has always been a prosaic device,
the smoke alarm. Yes, the Nest Protect does what
every similar device doesgoes off when smoke or
CO reaches dangerous levelsbut it does much
more, by using sensors to distinguish between
smoke and steam, Internet connectivity to tell
you where the danger is, a calculated tone of
voice to convey a personality, and warm lighting
to guide you in the darkness. In other words,
Nest isnt only about beautifying the thermostat
or adding features to the lowly smoke detector.
Were about creating the conscious home, said
Nest CEO Fadell. Left unsaid is a grander
vision, with even bigger implications, many
devices sensing the environment, talking to one
another, and doing our bidding
unprompted. Source Where Theres Smoke ,
Steven Levy, Wired, NOV 2013
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Walmart SV 1,500
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Just like other members of the board, the
algorithm gets to vote on whether the firm makes
an investment in a specific company or not. The
program will be the sixth member of DKV's
board.
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NO OPTION Avoiding Commodity Hell Service on
Steroids
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Lou, with all the money Ive spent with you guys
on the best this or that, in fact this AND
that, why in the hell hasnt my business been
transformed?
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You are headed for commodity hell if you dont
have services.Lou Gerstner, on IBMs coming
revolution
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IBMtoIBM
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Planetary Rainmaker-in-Chief!CEO Sam
Palmisanos strategy is to expand techs borders
by pushing usersand entire industriestoward
radically different business models. The payoff
for IBM would be access to an ocean of
revenuePalmisano estimates it at 500 billion a
year that technology companies have never been
able to touch. Fortune
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If I could have chosen not to tackle the IBM
culture head-on, I probably wouldnt have. My
bias coming in was toward strategy, analysis and
measurement. In comparison, changing the attitude
and behaviors of hundreds of thousands of people
is very, very hard. Yet I came to see in my time
at IBM that culture isnt just one aspect of the
game IT IS THE GAME. Lou Gerstner, Who Says
Elephants Cant Dance
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THE GIANT STALKING BIG OIL How Schlumberger Is
Rewriting the Rules of the Energy Game. IPM
Integrated Project Management strays from
Schlumbergers traditional role as a service
provider and moves deeper into areas once
dominated by the majors. Source BusinessWeek
cover story, January 2008
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Rolls-Royce now earns more from tasks such as
managing clients overall procurement strategies
and maintaining aerospace engines it sells than
it does from making them. Economist
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UPS to UPS
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Its all about solutions. We work with
customers on creating and running better,
stronger, cheaper supply chains. Bob Stoffel,
UPS senior exec
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The business of selling is not just about
matching viable solutions to the customers that
require them. Its equally about managing the
change process the customer will need to go
through to implement the solution and achieve the
value promised by the solution. One of the key
differentiators of our position in the market is
our attention to managing change and making
change stick in our customers organization.Je
ff Thull, The Prime Solution Close the Value
Gap, Increase Margins, and Win the Complex Sale
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When I was in medical school, I spent hundreds
of hours looking into a microscopea skill I
never needed to know or ever use. Yet I didnt
have a single class that taught me communication
or teamwork skillssomething I need every day I
walk into the hospital. Peter Pronovost, Safe
Patients, Smart Hospitals
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I am hundreds of times better here than in my
prior hospital assignment because of the support
system. Its like you were working in an
organism you are not a single cell when you are
out there practicing. quote from Dr. Nina
Schwenk, in Chapter 3, Practicing Team
Medicine, from Leonard Berry Kent Seltman,
Management Lessons From Mayo Clinic
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PSF
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The Professional Service Firm50 Fifty Ways to
Transform Your Department into a Professional
Service Firm Whose Trademarks are Passion and
Innovation!
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HCare CIO Technology Executive (workin in a
hospital) Or/to Full-scale, Accountable (life
or death) Member-Partner of XYZ Hospitals
Senior Healing-Services Team (who happens to be a
techie)
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The PSF35 The Client
Experience11. Always team with client full
partners in achieving memorable results
(Wanted Chimeras of Moonstruck
Minds!)12. We will seek assistance Anywhere to
assemble the Best-in- Planet Team for the
Project13. Client Team Members routinely declare
that working with us was the Peak
Experience of my Career14. The jobs not done
until implementation is 100.00 complete
(Those who dont get it must go)15.
IMPLEMENTATION IS NOT COMPLETE UNTIL THE
CLIENT HAS EXPERIENCED CULTURE CHANGE16.
IMPLEMENTATION IS NOT COMPLETE UNTIL
SIGNIFICANT TECHNOLOGY TRANSFER HAS TAKEN
PLACE-ROOT (Teach a man to fish )17. The
Final Exam DID WE MAKE A DRAMATIC,
LASTING, GAME-CHANGING DIFFERENCE?
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this will be the womans century
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Research suggests that to succeed, start by
promoting women. Nicholas Kristof, Twitter,
Women, and Power, NYTimes, 1024.13
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McKinsey Company found that the international
companies with more women on their corporate
boards far outperformed the average company in
return on equity and other measures. Operating
profit was 56 higher. Nicholas Kristof,
Twitter, Women, and Power, NYTimes, 1024.13
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AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measure TITLE/ Special
Report/ BusinessWeek
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Womens Negotiating
StrengthsAbility to put themselves in their
counterparties shoesComprehensive, attentive
and detailed communication styleEmpathy that
facilitates trust-buildingCurious and attentive
listeningLess competitive attitudeStrong
sense of fairness and ability to
persuadeProactive risk managerCollaborative
decision-makingSource Horacio Falcao, Cover
story/May 2006, World Business, Say It Like a
Woman Why the 21st-century negotiator will need
the female touch
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TAKE THIS QUICK QUIZ Who manages more things
at once? Who puts more effort into their
appearance? Who usually takes care of the
details? Who finds it easier to meet new
people? Who asks more questions in a
conversation? Who is a better listener? Who
has more interest in communication skills? Who
is more inclined to get involved? Who
encourages harmony and agreement? Who has
better intuition? Who works with a longer to
do list? Who enjoys a recap to the days
events? Who is better at keeping in touch
with others?Source/from the back cover
Selling Is a Womans Game 15 Powerful Reasons
Why Women Can Outsell Men, Nicki Joy Susan
Kane-Benson
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Forget CHINA, INDIA and the INTERNET Economic
Growth Is Driven by WOMEN. Source Headline,
Economist
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• W gt 2X (C I)
• Women now drive the global economy. Globally,
  they control about 20 trillion in consumer
  spending, and that figure could climb as high as
  28 trillion in the next five years. Their 13
  trillion in total yearly earnings could reach 18
  trillion in the same period. In aggregate, women
  represent a growth market bigger than China and
  India combinedmore than twice as big in fact.
  Given those numbers, it would be foolish to
  ignore or underestimate the female consumer. And
  yet many companies do just thateven ones that
  are confidant that they have a winning strategy
  when it comes to women. Consider Dells
• Source Michael Silverstein and Kate Sayre, The
  Female Economy, HBR, 09.09

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Women as Purchasing agents
55 Purchasing managers 42 Wholesale/retail
buyers 52 Employee health-benefit plans
60 Source Martha Barletta/TrendSight
Group/0517.11
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MBWA
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25/50Howards religion (MBWA)Dovs Big 2
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If I had to pick one failing of CEOs, its
that Co-founder of one of the largest
investment services firms in the USA/world
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If I had to pick one failing of CEOs, its that
they dont read enough.
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1 Mouth,2 Ears
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The doctor interrupts after Source
Jerome Groopman, How Doctors Think
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18
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18 seconds!
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Suggested Core Value 1 We are Effective
Listenerswe treat Listening EXCELLENCE as the
Centerpiece of our Commitment to Respect and
Engagement and Community and Growth.
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Business Has to Give People Enriching, Rewarding
Lives
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1/4,096 excellencenow.com Business has to give
people enriching, rewarding lives or it's
simply not worth doing. Richard Branson
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Oath of Office Managers/Servant
Leaders Our goal is to serve our customers
brilliantly and profitably over the long
haul. Serving our customers brilliantly and
profitably over the long haul is a product of
brilliantly serving, over the long haul, the
people who serve the customer. Hence, our job as
leadersthe alpha and the omega and everything
in betweenis abetting the sustained growth
and success and engagement and enthusiasm and
commitment to Excellence of those, one at a time,
who directly or indirectly serve the ultimate
customer. Weleaders of every stripeare in the
Human Growth and Development and Success and
Aspiration to Excellence business. We
leaders only grow when they each and every
one of our colleagues are growing. We
leaders only succeed when they each and
every one of our colleagues are
succeeding. We leaders only energetically
march toward Excellence when they each and
every one of our colleagues are energetically
marching toward Excellence. Period.
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CORPORATE MANDATE 1 2014 Your principal moral
obligation as a leader is to develop the
skillset, soft and hard, of every one of the
people in your charge (temporary as well as
semi-permanent) to the maximum extent of your
abilities. The good news This is also the 1
mid- to long-term profit maximization
strategy!
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1st-Line Bosses Cadre of Productivity
Asset 1!
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People leave managers not companies. Dave
Wheeler
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Hiring.
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development can help great people be even
better but if I had a dollar to spend, Id
spend 70 cents getting the right person in the
door. Paul Russell, Director, Leadership and
Development, Google
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Training Investment 1!
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Gamblin Man Bet
gtgt 5 of 10 CEOs see training as expense rather
than investment. Bet gtgt 5 of 10 CEOs see
training as defense rather than offense. Bet gtgt
5 of 10 CEOs see training as necessary evil
rather than strategic opportunity. Bet gtgt 8
of 10 CEOs, in 45-min tour dhorizon of their
business, would not mention training.
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Promoting 2/year Legacy.
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Promotion Decisionslife and death
decisionsSource Peter Drucker, The Practice
of Management
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Social Business/ Tech
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Biz 2014 Get Aboard the S-Train SM/Social
Media. SX/Social eXecutives. SE/Social
Employees. SO/Social Organization. SB/Social
Business.
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IBM Social Business Markers/2005-2012 433,000
employees on IBM Connection 26,000 individual
blogs 91,000 communities 62,000
wikis 50,000,000 IMs/day 200,000 employees on
Facebook 295, 000 employees/800,000 followers
of the brand 35,000 on Twitter Source IBM
case, in Cheryl Burgess Mark Burgess, The
Social Employee
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Excellence!
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Kevin Roberts Credo1. Ready.
Fire! Aim.2. If it aint broke ... Break it!3.
Hire crazies.4. Ask dumb questions.5. Pursue
failure.6. Lead, follow ... or get out of the
way!7. Spread confusion.8. Ditch your
office.9. Read odd stuff.10. AVOID MODERATION!