Persuade, Don't Push!


Surely you know plenty of people who need to make a change, but despite your most well-intentioned efforts, they resist because people fundamentally fear change. As a salesman, father, friend, and consultant, Rob Jolles knows this scenario all too well. Drawing on his highly successful sales background and decades of research, he lays out a simple, repeatable, predictable, and ethical process that will enable you to lead others to discover for themselves what and why they need to change. Whether you hope to make a sale or improve a relationship, Jolles's wise advice—illustrated through a bevy of sometimes funny, sometimes moving, always illuminating stories—will help you ensure that changing someone's mind is never an act of coercion but rather one of caring and compassion.

Persuade, Don’t Push! Surely you know plenty of people who need to make a change, but despite your most well-intentioned efforts, they resist because people fundamentally fear change. As a salesman, father, friend, and consultant, Rob Jolles knows this scenario all too well. Drawing on his highly successful sales background and decades of research, he lays out a simple, repeatable, predictable, and ethical process that will enable you to lead others to discover for themselves what and why they need to change. Whether you hope to make a sale or improve a relationship, Jolles’s wise advice—illustrated through a bevy of sometimes funny, sometimes moving, always illuminating stories—will help you ensure that changing someone’s mind is never an act of coercion but rather one of caring and compassion.

Current books on influence usually show how to get what YOU want-that's actually manipulation, according to Rob Jolles. Jolles paints the dividing line between influencing for good and manipulating for selfish reasons and shares the questions and trust exercises that make influence the key to creating positive change.

This new expanded second edition is an international bestseller with over 200,000 copies sold and translated into 15 languages that shows you—no matter your age or skill, your job or training—how to come up with more ideas, faster and easier.
 
Jack Foster's simple five-step technique for solving problems and getting ideas takes the mystery and anxiety out of the idea-generating process. It's a proven process that works. You'll learn to condition your mind to become "idea-prone," utilize your sense of humor, develop your curiosity, visualize your goals, rethink your thinking, and overcome your fear of rejection.
 
This expanded edition of the inspiring and enlightening classic features new information on how to turn failures to your advantage and how to create a rich, idea-inducing environment. Dozens of new examples and real life stories show that anyone can learn to get more and better ideas.

This new expanded second edition is an international bestseller with over 200,000 copies sold and translated into 15 languages that shows you—no matter your age or skill, your job or training—how to come up with more ideas, faster and easier.
 
Jack Foster's simple five-step technique for solving problems and getting ideas takes the mystery and anxiety out of the idea-generating process. It's a proven process that works. You'll learn to condition your mind to become "idea-prone," utilize your sense of humor, develop your curiosity, visualize your goals, rethink your thinking, and overcome your fear of rejection.
 
This expanded edition of the inspiring and enlightening classic features new information on how to turn failures to your advantage and how to create a rich, idea-inducing environment. Dozens of new examples and real life stories show that anyone can learn to get more and better ideas.

This new expanded second edition is an international bestseller with over 200,000 copies sold and translated into 15 languages that shows you-no matter your age or skill, your job or training-how to come up with more ideas, faster and easier.

Utilizing Dr. Martin Luther King's Beloved Community framework, activists will be empowered to create change and equity through fierce yet compassionate dialogue against racism and systematic white supremacy.

Can a person be both fierce and compassionate at once? Directly challenge racist speech or actions without seeking to humiliate the other person? Interrupt hateful or habitual forms of discrimination in new ways that foster deeper change? Dr. Roxy Manning believes it's possible—and you can learn how.

In this book, Dr. Manning provides a new way to conceive of antiracist conversations, along with the practical tools and frameworks that make them possible. Her work is grounded in the idea of Beloved Community, as articulated by Dr. Martin Luther King, Jr., as a goal to aspire to and even experience now, in the present, when we refuse to give up on the possibility of human connection within ourselves, with potential allies, and with those whose words and actions create harm. This book fuels courage and provides tools to confront everyday forms of racism. It walks the reader through an effective, efficient model of dialogue that utilizes concepts of nonviolent communication and helps normalize talking about racism instead of treating it like a "third rail," strictly avoided or touched at one's peril.

Readers will

• Be empowered to identify what kind of antiracist conversation they want to have-for example, do they only want to be heard, or do they want to negotiate a change in policy?
• Learn how to engage in antiracist conversations whether they are the Actor (person who says or does something racist), the Receiver (the target of racism), or the Bystander.
• Learn how to notice the underlying needs and values that motivate all human actions and how those values can open up pathways to transformation.

Examples of antiracist conversations highlight different ways to initiate dialogue, raise awareness, speak one's truth, and make clear, doable requests or demands for change.

Drawing on her experience as a clinical psychologist, a nonviolent communication practitioner, and an Afro-Caribbean immigrant, Dr. Manning provides a model of antiracist dialogue with practical applications for individuals and organizations.

Utilizing Dr. Martin Luther King's Beloved Community framework, activists will be empowered to create change and equity through fierce yet compassionate dialogue against racism and systematic white supremacy.

Can a person be both fierce and compassionate at once? Directly challenge racist speech or actions without seeking to humiliate the other person? Interrupt hateful or habitual forms of discrimination in new ways that foster deeper change? Dr. Roxy Manning believes it's possible—and you can learn how.

In this book, Dr. Manning provides a new way to conceive of antiracist conversations, along with the practical tools and frameworks that make them possible. Her work is grounded in the idea of Beloved Community, as articulated by Dr. Martin Luther King, Jr., as a goal to aspire to and even experience now, in the present, when we refuse to give up on the possibility of human connection within ourselves, with potential allies, and with those whose words and actions create harm. This book fuels courage and provides tools to confront everyday forms of racism. It walks the reader through an effective, efficient model of dialogue that utilizes concepts of nonviolent communication and helps normalize talking about racism instead of treating it like a "third rail," strictly avoided or touched at one's peril.

Readers will

• Be empowered to identify what kind of antiracist conversation they want to have-for example, do they only want to be heard, or do they want to negotiate a change in policy?
• Learn how to engage in antiracist conversations whether they are the Actor (person who says or does something racist), the Receiver (the target of racism), or the Bystander.
• Learn how to notice the underlying needs and values that motivate all human actions and how those values can open up pathways to transformation.

Examples of antiracist conversations highlight different ways to initiate dialogue, raise awareness, speak one's truth, and make clear, doable requests or demands for change.

Drawing on her experience as a clinical psychologist, a nonviolent communication practitioner, and an Afro-Caribbean immigrant, Dr. Manning provides a model of antiracist dialogue with practical applications for individuals and organizations.

Utilizing Dr. Martin Luther King's Beloved Community framework, activists will be empowered to create change and equity through fierce yet compassionate dialogue against racism and systematic white supremacy.

Can a person be both fierce and compassionate at once? Directly challenge racist speech or actions without seeking to humiliate the other person? Interrupt hateful or habitual forms of discrimination in new ways that foster deeper change? Dr. Roxy Manning believes it's possible-and you can learn how.

In this book, Dr. Manning provides a new way to conceive of antiracist conversations, along with the practical tools and frameworks that make them possible. Her work is grounded in the idea of Beloved Community, as articulated by Dr. Martin Luther King, Jr., as a goal to aspire to and even experience now, in the present, when we refuse to give up on the possibility of human connection within ourselves, with potential allies, and with those whose words and actions create harm. This book fuels courage and provides tools to confront everyday forms of racism. It walks the reader through an effective, efficient model of dialogue that utilizes concepts of nonviolent communication and helps normalize talking about racism instead of treating it like a "third rail," strictly avoided or touched at one's peril.

Readers will
• Be empowered to identify what kind of antiracist conversation they want to have-for example, do they only want to be heard, or do they want to negotiate a change in policy?
• Learn how to engage in antiracist conversations whether they are the Actor (person who says or does something racist), the Receiver (the target of racism), or the Bystander.
• Learn how to notice the underlying needs and values that motivate all human actions and how those values can open up pathways to transformation.

Examples of antiracist conversations highlight different ways to initiate dialogue, raise awareness, speak one's truth, and make clear, doable requests or demands for change.

Drawing on her experience as a clinical psychologist, a nonviolent communication practitioner, and an Afro-Caribbean immigrant, Dr. Manning provides a model of antiracist dialogue with practical applications for individuals and organizations.

Every day we work with others to solve problems and make decisions, but the experience is often stressful, frustrating, and inefficient. In How to Make Collaboration Work, David Straus, a pioneer in the field of group problem solving, introduces five principles of collaboration that have been proven successful time and again in nearly every conceivable setting.
Straus draws on his thirty years of personal and professional experience to show how these principles have been applied by organizations as diverse as Ford Motor Company, the U.S. Environmental Protection Agency, Harvard Business School Publishing, Boston Public Schools, Kaiser Permanente, the city of Denver, and many others.
How to Make Collaboration Work shows how collaboration can become a joy rather than a chore-a kind of chemical reaction that releases far more energy than it consumes.

Every day we work with others to solve problems and make decisions, but the experience is often stressful, frustrating, and inefficient. In How to Make Collaboration Work, David Straus, a pioneer in the field of group problem solving, introduces five principles of collaboration that have been proven successful time and again in nearly every conceivable setting. Straus draws on his thirty years of personal and professional experience to show how these principles have been applied by organizations as diverse as Ford Motor Company, the U.S. Environmental Protection Agency, Harvard Business School Publishing, Boston Public Schools, Kaiser Permanente, the city of Denver, and many others. How to Make Collaboration Work shows how collaboration can become a joy rather than a chore-a kind of chemical reaction that releases far more energy than it consumes.

Every day we work with others to solve problems and make decisions, but the experience is often stressful, frustrating, and inefficient. In How to Make Collaboration Work, David Straus, a pioneer in the field of group problem solving, introduces five principles of collaboration that have been proven successful time and again in nearly every conceivable setting.
Straus draws on his thirty years of personal and professional experience to show how these principles have been applied by organizations as diverse as Ford Motor Company, the U.S. Environmental Protection Agency, Harvard Business School Publishing, Boston Public Schools, Kaiser Permanente, the city of Denver, and many others.
How to Make Collaboration Work shows how collaboration can become a joy rather than a chore-a kind of chemical reaction that releases far more energy than it consumes.

You CAN Turn Around A Failing Project!
Poor project results are all too common and result in dissatisfied customers, users, and project staff. With countless people, goals, objectives, expectations, budgets, schedules, deliverables, and deadlines to consider, it can be difficult to keep projects in focus and on track. How to Save a Failing Project: Chaos to Control arms project managers with the tools and techniques needed to address these project challenges. The authors provide guidance to develop a project plan, establish a schedule for execution, identify project tracking mechanisms, and implement turnaround methods to avoid failure and regain control.
With this valuable resource you will be able to:
• Identify key factors leading to failure
• Learn how to recover a failing project and minimize future risk
• Better analyze your project by defining proper business objectives and goals
• Gain insight on industry best practices for planning

You CAN Turn Around A Failing Project!
Poor project results are all too common and result in dissatisfied customers, users, and project staff. With countless people, goals, objectives, expectations, budgets, schedules, deliverables, and deadlines to consider, it can be difficult to keep projects in focus and on track. How to Save a Failing Project: Chaos to Control arms project managers with the tools and techniques needed to address these project challenges. The authors provide guidance to develop a project plan, establish a schedule for execution, identify project tracking mechanisms, and implement turnaround methods to avoid failure and regain control.
With this valuable resource you will be able to:
• Identify key factors leading to failure
• Learn how to recover a failing project and minimize future risk
• Better analyze your project by defining proper business objectives and goals
• Gain insight on industry best practices for planning

The standard on government statements of work just got better!
How to Write a Statement of Work has been a standard reference for government employees and contractors for many years. Now, with this sixth edition, it is even more relevant and useful. Based on the excellent foundation laid by the late Peter Cole, Michael Martin has updated and added material to guarantee this handbook's place in the list of “must haves” for working with government contracts. As in the earlier editions, the emphasis is on providing practical, detailed guidance on writing and preparing a description of government requirements, whether a statement of work (SOW), a performance work statement (PWS), or a statement of objectives (SOO).
Among the many additions to this sixth edition are updates to reflect the current definition of an SOO as well as references and guidance regarding the development and application of the SOO. There is a new chapter on why change management is so important on projects, legal precedents supporting change management, and how to identify when a change occurs using the SOW. This new chapter also includes information on the federal government's Standard Form 30 (SF30) to provide perspective on how change orders are used and applied in the federal government. If you are working in government contracting in any capacity, you should have this book on hand!

The standard on government statements of work just got better!
How to Write a Statement of Work has been a standard reference for government employees and contractors for many years. Now, with this sixth edition, it is even more relevant and useful. Based on the excellent foundation laid by the late Peter Cole, Michael Martin has updated and added material to guarantee this handbook's place in the list of “must haves” for working with government contracts. As in the earlier editions, the emphasis is on providing practical, detailed guidance on writing and preparing a description of government requirements, whether a statement of work (SOW), a performance work statement (PWS), or a statement of objectives (SOO).
Among the many additions to this sixth edition are updates to reflect the current definition of an SOO as well as references and guidance regarding the development and application of the SOO. There is a new chapter on why change management is so important on projects, legal precedents supporting change management, and how to identify when a change occurs using the SOW. This new chapter also includes information on the federal government's Standard Form 30 (SF30) to provide perspective on how change orders are used and applied in the federal government. If you are working in government contracting in any capacity, you should have this book on hand!