Learn the Rules of the Executive Suite! If you are in middle management, to get anything done you must present your ideas to decision makers, and those presentations can be brutal. The stakes are high—one presentation can make or break a career—but the rules are utterly unclear. Tactics and techniques that work well with peers, subordinates, and immediate supervisors can actually work against you when presenting up the chain. Speaking Up is an indispensable resource for anyone who needs to know how to present to those at the highest levels. Psychologist and coach Frederick Gilbert offers revelatory insights into the minds of the men and women at the top—information that is crucial to understanding what they’re looking for from presenters. Based on ten years of research and hundreds of interviews, Speaking Up features extensive comments from executives explaining exactly what they want and don’t want in a presentation and includes nine chapters containing QR codes for free videos on the chapter topics. This is a must-read book for surviving high-stakes meetings. “I wish I had access to these insights when I was on the other side of the table. Now I will recommend this book to my entire management team.” —John Kispert, CEO, Spansion “Speaking Up is to presentations what the Boy Scout motto is to life: be prepared.” —Todd Lutwak, Partner, Andreessen Horowitz, and former Vice President of Seller Experience, eBay “Impressive in its breadth and yet very much ‘on point.’” —Don Eilers, Managing Director, Vanguard Ventures “Speaking Up has outstanding insights for successful presentations not only in the boardrooms of corporate America but also in the briefing rooms within the Department of Defense.” —Winston Copeland, Jr., President, WWC Consulting, and Rear Admiral, US Navy (Retired)

If you are in middle management, to get anything done you must present your ideas to decision makers, and those presentations can be brutal. The stakes are high—one presentation can make or break a career—but the rules are utterly unclear. Tactics and techniques that work well with peers, subordinates, and immediate supervisors can actually work against you when presenting up the chain.

Speaking Up is an indispensable resource for anyone who needs to know how to present to those at the highest levels. Psychologist and coach Frederick Gilbert offers revelatory insights into the minds of the men and women at the top—information that is crucial to understanding what they're looking for from presenters. Based on ten years of research and hundreds of interviews, Speaking Up features extensive comments from executives explaining exactly what they want and don't want in a presentation and includes nine chapters containing QR codes for free videos on the chapter topics. This is a must-read book for surviving high-stakes meetings.

Presenting to senior decision makers can be a terrifying "through the looking glass" moment. The stakes are high-one presentation can make or break a career-but the rules are utterly unclear. This book is an indispensable resource for anyone who wants to thrive, not just survive, in a top-level meeting.

A factory worker is fired because her boss disagrees with her political bumper sticker. A stockbroker feels pressure to resign from an employer who disapproves of his off-hours political advocacy. A flight attendant is grounded because her airline doesn't like what she's writing in her personal blog. Is it legal to fire people for speech that makes employers uncomfortable, even if the content has little or nothing to do with their job or workplace? For most American workers, the alarming answer is yes. Speechless takes on the state of free expression in the American workplace, exploring its history, explaining how and why Americans have come to take freedom of speech for granted, and demonstrating how employers can legally punish employees for speaking their minds. Bruce Barry shows how constitutional law erects formidable barriers to free speech in workplaces, while employment law gives employers wide latitude to suppress speech with impunity--even speech that is unrelated to the job or the company. Employers, with rights of property ownership over not just what they manage but how they manage, can decide just how much employee speech they will tolerate. Workers have little choice but to accept conditions of employment or go elsewhere. Barry argues that a toxic combination of law, conventional economic wisdom, and accepted managerial practice has created an American workplace in which freedom of speech--that most crucial of civil liberties in a healthy democracy--is something you do after work, on your own time, and even then (for many), only if your employer approves. Barry proposes changes both to the law and to management practice that would expand employees' expressive rights without jeopardizing the legitimate interests of employers. In defense of freer speech in and around the workplace, Barry argues that a healthy democracy depends in part on the experience of liberty at work. Workplaces are key venues for shared experience and public discourse, so workplace speech rights matter deeply for advancing citizenship, community, and democracy in a free society.

A factory worker is fired because her boss disagrees with her political bumper sticker. A stockbroker feels pressure to resign from an employer who disapproves of his off-hours political advocacy. A flight attendant is grounded because her airline doesn't like what she's writing in her personal blog. Is it legal to fire people for speech that makes employers uncomfortable, even if the content has little or nothing to do with their job or workplace? For most American workers, the alarming answer is yes.

Here, Bruce Barry reveals how employers and courts are eroding workers' ability to express themselves on and off the job—with damaging consequences for individuals, their employers, and civil society as a whole. He explains how the law and accepted management practice stifle free speech on the job, why employers make repressive choices, and what workers can do to protect themselves. And he shows that not only are our rights as employees being diminished, but also our effectiveness as citizens—as participants in the civic conversations that make democracy work.

In this troubling analysis of recent trends in the workplace, Vanderbilt professor of management and sociology Bruce Barry shows how Americans' increasing willingness to sacrifice basic freedoms while on the job undermines both our productivity as workers and our individual and collective ability to cultivate and participate in a free society.

Our world is at a crossroads; we must choose between two alternatives. The first is capitalism as we know it today-an amoral culture of short-term self-interest, profit maximization, emphasis on shareholder value, isolationist thinking, and profligate disregard of long-term consequences. Based on narrow assumptions about human nature and motivation, this system is unsustainable, a monster set to consume itself. The second alternative is "spiritual capital"-a values-based business culture in which wealth is accumulated in order to generate a decent profit while acting to raise the common good. Rather than emphasizing shareholder value, spiritual capital emphasizes "stakeholder value," where stakeholders include the whole human race, present and future, and the planet itself. Spiritual capital nourishes and sustains the human spirit. The crucial question is how we can move from one alternative to the other-how we can move from present-day business capitalism to Spiritual Capital. Danah Zohar and Ian Marshall introduce the concept of spiritual intelligence (SQ), and describe how it can be used to shift individuals and our culture from a state of acting from lower motivations (fear, greed, anger, and self-assertion) to one of acting from higher motivations (exploration, cooperation, power-within, mastery, and higher service). Zohar and Marshall describe how this shift actually happens a given organizational culture. They look in depth at the issues that dominate corporate culture and how they are influenced by the processes of SQ transformation and discuss the leadership elite who must be the ones to bring about and embody this cultural shift. Finally, Zohar and Marshall argue that spiritual capital is still a valid and workable form of capitalism and detail what we, as individuals, can do to make it happen.

Our capitalist culture and the business practices that operate within it are in crisis. Capitalism as we know it today—an amoral culture of short-term self-interest, profit maximization, emphasis on shareholder value, isolationist thinking, and profligate disregard of long-term consequences—is an unsustainable system, a monster set to consume itself.

Danah Zohar and Ian Marshall argue that a critical mass of individuals acting from higher motivations can make a difference. They offer a radically new philosophy for corporate governance that alters the meaning and purpose of business and wealth creation. They describe a values-based business culture that focuses on the accumulation of “spiritual capital” rather than material capital. Rather than strictly benefiting shareholders, spiritual capital benefits all stakeholders—including the whole human race, present and future, and the planet itself. Spiritual capital nourishes and sustains the human spirit.

Danah Zohar and Ian Marshall introduce the concept of spiritual intelligence (SQ), and describe how it can be used to shift individuals and our culture from a state of acting from lower motivations (fear, greed, anger, and self-assertion) to one of acting from higher motivations (exploration, cooperation, power-within, mastery, and higher service). They show how this shift actually happens in a given organizational culture. They look in depth at the issues that dominate corporate culture and examine the role of the leadership elite who must be the ones to bring about and embody this cultural shift. Finally, Zohar and Marshall argue that spiritual capital is a valid and workable form of capitalism and detail what we, as individuals, can do to make it happen.

Our world is at a crossroads; we must choose between two alternatives. The first is capitalism as we know it today-an amoral culture of short-term self-interest, profit maximization, emphasis on shareholder value, isolationist thinking, and profligate disregard of long-term consequences. Based on narrow assumptions about human nature and motivation, this system is unsustainable, a monster set to consume itself. The second alternative is "spiritual capital"-a values-based business culture in which wealth is accumulated in order to generate a decent profit while acting to raise the common good. Rather than emphasizing shareholder value, spiritual capital emphasizes "stakeholder value," where stakeholders include the whole human race, present and future, and the planet itself. Spiritual capital nourishes and sustains the human spirit. The crucial question is how we can move from one alternative to the other-how we can move from present-day business capitalism to Spiritual Capital.
Danah Zohar and Ian Marshall introduce the concept of spiritual intelligence (SQ), and describe how it can be used to shift individuals and our culture from a state of acting from lower motivations (fear, greed, anger, and self-assertion) to one of acting from higher motivations (exploration, cooperation, power-within, mastery, and higher service). Zohar and Marshall describe how this shift actually happens a given organizational culture. They look in depth at the issues that dominate corporate culture and how they are influenced by the processes of SQ transformation and discuss the leadership elite who must be the ones to bring about and embody this cultural shift. Finally, Zohar and Marshall argue that spiritual capital is still a valid and workable form of capitalism and detail what we, as individuals, can do to make it happen.

Sales has always been a high burnout profession. These days, with the intense focus on quarterly earnings reports, there is more pressure on sales professionals than ever before. The relentless push for immediate results can leave salespeople exhausted, frustrated, and wondering why they ever got themselves into this business. And it can leave sales organizations with a serious turnover problem. SPROUT! was written by two long-time sales veterans to help their fellow professionals rediscover enthusiasm for their chosen profession and to help sales organizations retain top talent. Vengel and Wright use a page-turning story to outline a new strategy for sales, one that will make salespeople better able to cope with the inevitable ups and downs and take a more effective, long-term approach. As the book begins, Marsha Molloy has had it. Once a top pharmaceutical sales representative so crackerjack her nickname was Marsha Money, she's been laid low by a tough economy and just plain exhaustion. The once-hungry top producer has seemingly lost her touch and grown indifferent to a sales culture that appears to value faxes, emails, and cell phone chats instead of the relationship building that had been her forte. An avid gardener on a visit to her local nursery, Marsha runs into Bob Rawlings, the store's new owner and an ex-sales professional himself. They begin to chat, and Marsha mentions her career frustrations. Bob replies that he'd had the same problem, but found that the more he began treating his business like his garden, the better his business grew - and a happier, more relaxed salesman appeared. Marsha is intrigued but puzzled - how could sales be like gardening? Bob takes Marsha under his wing and, with the assistance of several other salespeople he's mentored, teaches her the secrets of his sales garden. By using the authors' sales garden metaphor to change their whole way of thinking about sales, and by adhering to the easy, practical steps outlined in SPROUT! salespeople can beat the career blues, increase their sales, and sustain themselves for the long term.

Marsha Molloy has had it. Once a top medical products sales representative so crackerjack her nickname was Marsha Money, she's been laid low by a tough economy and just plain exhaustion. The former top producer has seemingly lost her touch and grown indifferent to a sales culture that appears to value faxes, e-mails, and cell phone chats instead of the relationship building that had been her forte.

Enter Bob Rawlings, the owner of Marsha's local gardening store. In Bob's 30 plus years as a successful sales professional, he experienced the same career frustrations, but found that if he treated his business like his garden, his business grew—and a happier, more relaxed salesman appeared. Bob teaches Marsha the secrets of his sales garden, helping her to recharge her career.

The clever sales garden metaphor will change you the way you think about sales. By adhering to the easy, practical steps outlined in Sprout!, you, too, can beat career blues, increase your sales, and sustain yourself for the long term.
 

Sales has always been a high burnout profession. These days, with the intense focus on quarterly earnings reports, there is more pressure on sales professionals than ever before. The relentless push for immediate results can leave salespeople exhausted, frustrated, and wondering why they ever got themselves into this business. And it can leave sales organizations with a serious turnover problem.

SPROUT! was written by two long-time sales veterans to help their fellow professionals rediscover enthusiasm for their chosen profession and to help sales organizations retain top talent. Vengel and Wright use a page-turning story to outline a new strategy for sales, one that will make salespeople better able to cope with the inevitable ups and downs and take a more effective, long-term approach.

As the book begins, Marsha Molloy has had it. Once a top pharmaceutical sales representative so crackerjack her nickname was Marsha Money, she's been laid low by a tough economy and just plain exhaustion. The once-hungry top producer has seemingly lost her touch and grown indifferent to a sales culture that appears to value faxes, emails, and cell phone chats instead of the relationship building that had been her forte. An avid gardener on a visit to her local nursery, Marsha runs into Bob Rawlings, the store's new owner and an ex-sales professional himself. They begin to chat, and Marsha mentions her career frustrations. Bob replies that he'd had the same problem, but found that the more he began treating his business like his garden, the better his business grew - and a happier, more relaxed salesman appeared. Marsha is intrigued but puzzled - how could sales be like gardening? Bob takes Marsha under his wing and, with the assistance of several other salespeople he's mentored, teaches her the secrets of his sales garden.

By using the authors' sales garden metaphor to change their whole way of thinking about sales, and by adhering to the easy, practical steps outlined in SPROUT! salespeople can beat the career blues, increase their sales, and sustain themselves for the long term.

Business ethics is a staple in the news today. One of the most difficult ethical questions facing managers is to whom are they responsible? Organizations can affect and are affected by many different constituencies—or “stakeholders”—but who are these stakeholders? What sort of managerial attention should they receive? Is there a legal duty to attend to stakeholders or is such a duty legally prohibited due to the shareholder wealth maximization imperative? In short, for whose benefit ought a firm be managed?

Stakeholder Theory and Organizational Ethics provides the most comprehensive, theoretical treatment of the stakeholder framework to date. Robert Phillips provides an extended defense of stakeholder theory as the preeminent theory of organizational ethics today.

Business ethics is a staple in the news today. One of the most difficult ethical questions facing managers is, To whom are they responsible? Organizations can affect and are affected by many different constituencies-these groups are often called stakeholders. But who are these stakeholders? What sort of managerial attention should they receive? Is there a legal duty to attend to stakeholders or is such a duty legally prohibited due to the shareholder wealth maximization imperative? In short, for whose benefit ought a firm be managed? Despite the ever growing importance of these questions, there is no comprehensive, theoretical treatment of the stakeholder framework currently in print. In Stakeholder Theory and Organizational Ethics, Robert Phillips provides an extended defense of stakeholder theory as the preeminent theory of organizational ethics today. Addressing the difficult question of what the moral underpinning of stakeholder theory should be, Phillips elaborates a "principle of stakeholder fairness" based on the ideas of the late John Rawls-the most prominent moral and political philosopher of the twentieth century. Phillips shows how this principle clarifies several long-standing questions in stakeholder theory, including: Who are an organization's legitimate stakeholders? What is the basis for this legitimacy? What, if any, are the limits of stakeholder theory? What is the relationship between stakeholder theory and other moral, political, and business ethical theories? Applying research from many related disciplines, Stakeholder Theory and Organizational Ethics is an overdue response to several long-standing and fundamental points of contention within business ethics and management theory.

Business ethics is a staple in the news today. One of the most difficult ethical questions facing managers is, To whom are they responsible? Organizations can affect and are affected by many different constituencies-these groups are often called stakeholders. But who are these stakeholders? What sort of managerial attention should they receive? Is there a legal duty to attend to stakeholders or is such a duty legally prohibited due to the shareholder wealth maximization imperative? In short, for whose benefit ought a firm be managed?
Despite the ever growing importance of these questions, there is no comprehensive, theoretical treatment of the stakeholder framework currently in print. In Stakeholder Theory and Organizational Ethics, Robert Phillips provides an extended defense of stakeholder theory as the preeminent theory of organizational ethics today. Addressing the difficult question of what the moral underpinning of stakeholder theory should be, Phillips elaborates a "principle of stakeholder fairness" based on the ideas of the late John Rawls-the most prominent moral and political philosopher of the twentieth century. Phillips shows how this principle clarifies several long-standing questions in stakeholder theory, including: Who are an organization's legitimate stakeholders? What is the basis for this legitimacy? What, if any, are the limits of stakeholder theory? What is the relationship between stakeholder theory and other moral, political, and business ethical theories?
Applying research from many related disciplines, Stakeholder Theory and Organizational Ethics is an overdue response to several long-standing and fundamental points of contention within business ethics and management theory.

No More Hate! All Are Welcome!


“Stigma” is a simple two-syllable word, yet it carries the weight of negative and often unfair beliefs that we hold about those who are different from us. Stigmas lock people into stereotyped boxes and deny us all the right to be our authentic and whole selves. Dr. Pernessa Seele, a longtime public health activist who started one of the first AIDS education programs in the 1980s, has crafted a proven method to address stigma. This powerful book confronts stereotype development, shows how to undo the processes and effects of stigma, and explains how we can radically change cultural thinking on the individual, interpersonal, and societal levels to put an end to stigmatization once and for all.

No More Hate! All Are Welcome!


“Stigma” is a simple two-syllable word, yet it carries the weight of negative and often unfair beliefs that we hold about those who are different from us. Stigmas lock people into stereotyped boxes and deny us all the right to be our authentic and whole selves. Dr. Pernessa Seele, a longtime public health activist who started one of the first AIDS education programs in the 1980s, has crafted a proven method to address stigma. This powerful book confronts stereotype development, shows how to undo the processes and effects of stigma, and explains how we can radically change cultural thinking on the individual, interpersonal, and societal levels to put an end to stigmatization once and for all.