The Catalyst : How to Change Anyone's Mind

Chip Heath And Dan Heath

Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives?The primary obstacle is a conflict that's built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller Made to Stick. Psychologists have discovered that our minds are ruled by two different systems - the rational mind and the emotional mind - that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort - but if it is overcome, change can come quickly.In Switch, the Heaths show how everyday people - employees and managers, parents and nurses - have united both minds and, as a result, achieved dramatic results:- The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients (see page 242)- The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping (see page 130)- The manager who transformed a lackadaisical customer-support team into service zealots by removing a standard tool of customer service (see page 199)In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. Switch shows that successful... Leer más…

Godin, Seth

"The only way to get what you're worth is to stand out, to exert emotional labor, to be seen as indispensable, and to produce interactions that organizations and people care deeply about." In bestsellers such as Purple Cow and Tribes, Seth Godin taught readers how to make remarkable products and spread powerful ideas. But this book is different. It's about you - your choices, your future, and your potential to make a huge difference in whatever field you choose. There used to be two teams in every workplace: management and labor. Now there's a third team, the linchpins. These people invent, lead (regardless of title), connect others, make things happen, and create order out of chaos. They figure out what to do when there's no rule book. They delight and challenge their customers and peers. They love their work, pour their best selves into it, and turn each day into a kind of art. Linchpins are the essential building blocks of great organizations. Like the small piece of hardware that keeps a wheel from falling off its axle, they may not be famous but they're indispensable. And in today's world, they get the best jobs and the most freedom. Have you ever found a shortcut that others missed? Seen a new way to resolve a conflict? Made a connection with someone others couldn't reach? Even once? Then you have what it takes to become indispensable, by overcoming the resistance that holds people back. Linchpin will show you how to join the likes of ... \*Keith Johnson, who scours... Leer más…

Heath, Chip, Heath, Dan

**The __New York Times__ bestselling authors of __Switch__ and __Made to Stick__ explore why certain brief experiences can jolt us and elevate us and change us—and how we can learn to __create__ such extraordinary moments in our life and work.**While human lives are endlessly variable, our most memorable positive moments are dominated by four elements: elevation, insight, pride, and connection. If we embrace these elements, we can conjure more moments that matter. What if a teacher could design a lesson that he knew his students would remember twenty years later? What if a manager knew how to create an experience that would delight customers? What if you had a better sense of how to create memories that matter for your children? This book delves into some fascinating mysteries of experience: Why we tend to remember the best or worst moment of an experience, as well as the last moment, and forget the rest. Why “we feel most comfortable when things are certain, but we feel most alive when they’re not.” And why our most cherished memories are clustered into a brief period during our youth. Readers discover how brief experiences can change lives, such as the experiment in which two strangers meet in a room, and forty-five minutes later, they leave as best friends. (What happens in that time?) Or the tale of the world’s youngest female billionaire, who credits her resilience to something her father asked the family at the dinner table. (What was that simple question?) Many of... Leer más…

Annie Duke

Wall Street Journal bestseller! Poker champion turned business consultant Annie Duke teaches you how to get comfortable with uncertainty and make better decisions as a result. In Super Bowl XLIX, Seahawks coach Pete Carroll made one of the most controversial calls in football history: With 26 seconds remaining, and trailing by four at the Patriots' one-yard line, he called for a pass instead of a hand off to his star running back. The pass was intercepted and the Seahawks lost. Critics called it the dumbest play in history. But was the call really that bad? Or did Carroll actually make a great move that was ruined by bad luck? Even the best decision doesn't yield the best outcome every time. There's always an element of luck that you can't control, and there is always information that is hidden from view. So the key to long-term success (and avoiding worrying yourself to death) is to think in bets: How sure am I? What are the possible ways things could turn out? What decision has the highest odds of success? Did I land in the unlucky 10% on the strategy that works 90% of the time? Or is my success attributable to dumb luck rather than great decision making? Annie Duke, a former World Series of Poker champion turned business consultant, draws on examples from business, sports, politics, and (of course) poker to share tools anyone can use to embrace uncertainty and make better decisions. For most people, it's difficult to say "I'm not sure" in a world that values and,... Leer más…

Daniel H. Pink

First, let me make it clear that Pink's targeted audience is an uneducated majority or a group looking for a quick read. He paints his argument in a black-and-white fashion, ignoring complexities, probably angering more sophisticated readers. In addition, he seems to be writing to a "right-brained" audience to reinforce thinking rather than to create converts. Reason is, his arguments are not supported with factual data, but rather with anecdotes. Although they read well, "left-brainers" will be disappointed if looking for any type of intellectual thesis. Also, if you're shopping at Barnes & Noble, it will be found in "self-help," a section that is less hard science and more motivational. Reading Pink's book in this context will make it more enjoyable, because all in all, it's not a terrible book.It does make several big blunders. 1) It underestimates the capabilities of our Asian counterparts, reducing them to machines basically, while overestimating our own potential. 2) It encourages individuals to go into design fields, which economically, there is no demand for. Not to say it's not important, it's definitely a value-added function, but either the demand is being met or companies will have to find a way to make it a larger competitive advantage that can translate into $$. Apple has done it, but other companies have not.On the other hand, it does have good overarching messages (when you read through the crap).1) Society should focus on value-added activities because... Leer más…

Chip; Heath, Dan Heath, Chip Heath, Dan Heath

NEW YORK TIMES BESTSELLER • The instant classic about why some ideas thrive, why others die, and how to make your ideas stick. “Anyone interested in influencing others—to buy, to vote, to learn, to diet, to give to charity or to start a revolution—can learn from this book.”— The Washington Post Mark Twain once observed, “A lie can get halfway around the world before the truth can even get its boots on.” His observation rings true: Urban legends, conspiracy theories, and bogus news stories circulate effortlessly. Meanwhile, people with important ideas—entrepreneurs, teachers, politicians, and journalists—struggle to make them “stick.” In Made to Stick , Chip and Dan Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the human scale principle, using the Velcro Theory of Memory, and creating curiosity gaps. Along the way, we discover that sticky messages of all kinds—from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony—draw their power from the same six traits. Made to Stick will transform the way you communicate. It’s a fast-paced tour of success stories (and failures): the Nobel Prize-winning scientist who drank a glass of bacteria to prove a point about stomach ulcers; the charities who make use of the Mother Teresa Effect; the elementary-school teacher whose simulation actually prevented racial prejudice. Provocative, eye-opening, and often... Leer más…

Martin Lindstrom; Paco Underhill

It was a brisk September night. I was unprepared for the weather that day, wearing only a tan cashmere sweater underneath my sports jacket. I was still cold from the walk from my hotel to the pier as I boarded the crowded cruise ship on which I was going to meet Martin Lindstrom for the first time. He had spoken that day at a food service conference held by the Gottlieb Duttweiler Institute, the venerable Swiss think tank, and David Bosshart, the conference organizer, was eager for us to meet. I had never heard of Martin before. We moved in different circles. However, I had seen BRANDchild, Martin's latest book, in the JFK airport bookstore before I flew into Zurich. Anyone seeing Martin from twenty feet away might mistake him for someone's fourteen-year-old son, being dragged reluctantly to meeting after meeting with his father's overweight graying business associates. The second impression is that somehow this slight blond creature has just stepped into the spotlight-you wait for the light to fade, but it doesn't. Like a Pre-Raphaelite painting there is a glow that emanates from Martin as if he was destined to be on stage. No, not as a matinee idol, but as some god waif. The man exudes virtue. Close up, he is even more startling. I've never met anyone with such wise eyes set in such a youthful face. The touch of gray and the slightly crooked teeth give him a unique visual file:///D:/000004/Buy\_\_ology.html 2 of 83 08/08/2009 10:45 signature. If he weren't a business... Leer más…

Denaker, Susan;grant, Adam;sandberg, Sheryl;sanders, Fred

****“Reading __Originals__ made me feel like I was seated across from Adam Grant at a dinner party, as one of my favorite thinkers thrilled me with his insights and his wonderfully new take on the world.” —Malcolm Gladwell, #1 __New York Times__ bestselling author of __Outliers__ and __The Tipping Point__“__Originals__ is one of the most important and captivating books I have ever read, full of surprising and powerful ideas.It will not only change the way you see the world; it might just change the way you live your life. And it could very well inspire you to change your world.” —Sheryl Sandberg, chief operating officer of Facebook and #1 __New York Times__ bestselling author of __Lean In__The __New York Times__ bestselling author of __Give and Take__ examines how people can champion new ideas—and how leaders can encourage originality in their organizations**** With __Give and Take__, Adam Grant not only introduced a landmark new paradigm for success but also established himself as one of his generation’s most compelling and provocative thought leaders. In __Originals__ he again addresses the challenge of improving the world, but now from the perspective of becoming original: choosing to champion novel ideas and values that go against the grain, battle conformity, and buck outdated traditions. How can we originate new ideas, policies, and practices without risking it all? Using surprising studies and stories spanning business, politics, sports, and entertainment, Grant... Leer más…

Sean Ellis, Founder Of Growthhackers.com & Morgan Brown

**The definitive playbook by the pioneers of Growth Hacking, one of the hottest business methodologies in Silicon Valley and beyond.** It seems hard to believe today, but there was a time when Airbnb was the best-kept secret of travel hackers and couch surfers, Pinterest was a niche web site frequented only by bakers and crafters, LinkedIn was an exclusive network for C-suite executives and top-level recruiters, Facebook was MySpace’s sorry step-brother, and Uber was a scrappy upstart that didn’t stand a chance against the Goliath that was New York City Yellow Cabs. So how did these companies grow from these humble beginnings into the powerhouses they are today? Contrary to popular belief, they didn’t explode to massive worldwide popularity simply by building a great product then crossing their fingers and hoping it would catch on. There was a studied, carefully implemented methodology behind these companies’ extraordinary rise. That methodology is called Growth Hacking, and it’s practitioners include not just today’s hottest start-ups, but also companies like IBM, Walmart, and Microsoft as well as the millions of entrepreneurs, marketers, managers and executives who make up the community of GrowthHackers.com. Think of the Growth Hacking methodology as doing for market-share growth what Lean Start-Up did for product development, and Scrum did for productivity. It involves cross-functional teams and rapid-tempo testing and iteration that focuses __customers__:... Leer más…

Ariely, Dr. Dan

The provocative follow-up to the New York Times bestseller Predictably Irrational Why can large bonuses make CEOs less productive? How can confusing directions actually help us? Why is revenge so important to us? Why is there such a big difference between what we think will make us happy and what really makes us happy? In his groundbreaking book Predictably Irrational, social scientist Dan Ariely revealed the multiple biases that lead us into making unwise decisions. Now, in The Upside of Irrationality, he exposes the surprising negative and positive effects irrationality can have on our lives. Focusing on our behaviors at work and in relationships, he offers new insights and eye-opening truths about what really motivates us on the job, how one unwise action can become a long-term habit, how we learn to love the ones we're with, and more. Drawing on the same experimental methods that made Predictably Irrational one of the most talked-about bestsellers of the past few years, Ariely uses data from his own original and entertaining experiments to draw arresting conclusions about how—and why—we behave the way we do. From our office attitudes, to our romantic relationships, to our search for purpose in life, Ariely explains how to break through our negative patterns of thought and behavior to make better decisions. The Upside of Irrationality will change the way we see ourselves at work and at home—and cast our irrational behaviors in a more nuanced light. Leer más…

Another Fantastic Book By Dan Ariely

The __New York Times__ bestselling author of __Predictably Irrational__ and __The Upside of Irrationality__ returns with thought-provoking work to challenge our preconceptions about dishonesty and urge us to take an __honest__ look at ourselves. * Does the chance of getting caught affect how likely we are to cheat? * How do companies pave the way for dishonesty? * Does collaboration make us more honest or less so? * Does religion improve our honesty? Most of us think of ourselves as honest, but, in fact, we all cheat. From Washington to Wall Street, the classroom to the workplace, unethical behavior is everywhere. None of us is immune, whether it's the white lie to head off trouble or padding our expense reports. In __The (Honest) Truth About Dishonesty__, award-winning, bestselling author Dan Ariely turns his unique insight and innovative research to the question of dishonesty. Generally, we assume that cheating, like most other decisions, is based on a rational cost-benefit analysis. But Ariely argues, and then demonstrates, that it's actually the irrational forces that we don't take into account that often determine whether we behave ethically or not. For every Enron or political bribe, there are countless puffed rÉsumÉs, hidden commissions, and knockoff purses. In __The (Honest) Truth About Dishonesty__, Ariely shows why some things are easier to lie about; how getting caught matters less than we think; and how business practices pave the way for unethical behavior,... Leer más…

Dan Ariely; Illustrations By Matt R. Trower

Payoff investigates the true nature of motivation, our partial blindness to the way it works, and how we can bridge this gap. With studies that range from Intel to a kindergarten classroom, Ariely digs deep to find the root of motivation--how it works and how we can use this knowledge to approach important choices in our own lives. Along the way, he explores intriguing questions such as: Can giving employees bonuses harm productivity? Why is trust so crucial for successful motivation? What are our misconceptions about how to value our work? How does your sense of your mortality impact your motivation?, "--Baker & Taylor Read more... Abstract: Payoff investigates the true nature of motivation, our partial blindness to the way it works, and how we can bridge this gap. With studies that range from Intel to a kindergarten classroom, Ariely digs deep to find the root of motivation--how it works and how we can use this knowledge to approach important choices in our own lives. Along the way, he explores intriguing questions such as: Can giving employees bonuses harm productivity? Why is trust so crucial for successful motivation? What are our misconceptions about how to value our work? How does your sense of your mortality impact your motivation?, "--Baker & Taylor Leer más…

Jim Collins And Morten T. Hansen

The new question Ten years after the worldwide bestseller Good to Great , Jim Collins returns with another groundbreaking work, this time to ask: Why do some companies thrive in uncertainty, even chaos, and others do not? Based on nine years of research, buttressed by rigorous analysis and infused with engaging stories, Collins and his colleague, Morten Hansen, enumerate the principles for building a truly great enterprise in unpredictable, tumultuous, and fast-moving times. The new study Great by Choice distinguishes itself from Collins’s prior work by its focus not just on performance, but also on the type of unstable environments faced by leaders today. With a team of more than twenty researchers, Collins and Hansen studied companies that rose to greatness—beating their industry indexes by a minimum of ten times over fifteen years—in environments characterized by big forces and rapid shifts that leaders could not predict or control. The research team then contrasted these “10X companies” to a carefully selected set of comparison companies that failed to achieve greatness in similarly extreme environments. The new findings The study results were full of provocative surprises. Such as: The best leaders were not more risk taking, more visionary, and more creative than the comparisons; they were more disciplined, more empirical, and more paranoid. Innovation by itself turns out not to be the trump card in a chaotic and uncertain world; more important is the ability to... Leer más…

Seth Godin

`Perception is stronger than reality' is the basis of this book. According to the marketing guru Seth Godin who is the author of this book-whatever is being sold (a religion, a candidate, a widget, a service) is being purchased because it creates an emotional want, not because it fulfills a simple need. His premise is that successful marketers don't talk about features or even benefits. Instead, they tell stories. Stories about their products that pander to consumers' self-regard and worldview. Stories we want to believe. The best thing about this book is that it does away with all jargon and complex marketing theories and models. A few quotations from the book just to give you a flavour of Godin's wisdom: "If consumers have everything they need, there's nothing to left to buy except what they want. And the reason they buy stuff they want is because of the way it makes them feel." "The myth of product superiority in business-to-business products is just that. The people who buy for business are people first, and they buy things that get them promoted, that make them feel safe and secure or that give them a sense of belonging. They are not buying a product, but the justification, the story." "When the Fortune 500 started hiring vice presidents to spend their billions of dollars on information technology, it appeared that all five hundred of these CIOs had the same worldview. Pretty soon, though, alert competitors discovered that some of them wanted to hear stories about... Leer más…

Tom Kelley, David Kelley, David Kelley, Tom Kelley, David Kelley

**IDEO founder and Stanford d.school creator David Kelley and his brother Tom Kelley, IDEO partner and the author of the bestselli**ng** __The Art of Innovation__**,** have written a powerful and compelling book on unleashing the creativity that lies within each and every one of us.**Too often, companies and individuals assume that creativity and innovation are the domain of the "creative types." But two of the leading experts in innovation, design, and creativity on the planet show us that each and every one of us is creative. In an incredibly entertaining and inspiring narrative that draws on countless stories from their work at IDEO, the Stanford d.school, and with many of the world's top companies, David and Tom Kelley identify the principles and strategies that will allow us to tap into our creative potential in our work lives, and in our personal lives, and allow us to innovate in terms of how we approach and solve problems. It is a book that will help each of us be more productive and successful in our lives and in our careers. Leer más…

Chip Heath, Dan Heath

**Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives?**The primary obstacle is a conflict that's built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller __Made to Stick__. Psychologists have discovered that our minds are ruled by two different systems - the rational mind and the emotional mind - that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort - but if it is overcome, change can come quickly.In **Switch**, the Heaths show how everyday people - employees and managers, parents and nurses - have united both minds and, as a result, achieved dramatic results:- The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients (see page 242)- The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping (see page 130)- The manager who transformed a lackadaisical customer-support team into service zealots by __removing__ a standard tool of customer service (see page 199)In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. **Switch**... Leer más…

唐纳德·米勒(Donald Miller)

**__New York Times__bestselling author Donald Miller uses the seven universal elements of powerful stories to teach readers how to dramatically improve how they connect with customers and grow their businesses.** Donald Miller’s StoryBrand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides readers with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas, or services. __Building a StoryBrand__ does this by teaching readers the seven universal story points all humans respond to; the real reason customers make purchases; how to simplify a brand message so people understand it; and how to create the most effective messaging for websites, brochures, and social media. Whether you are the marketing director of a multibillion dollar company, the owner of a small business, a politician running for office, or the lead singer of a rock band, __Building a StoryBrand__ will forever transform the way you talk about who you are, what you do, and the unique value you bring to your customers. Leer más…

Christopher Chabris, Daniel Simons

Reading this book will make you less sure of yourself—and that’s a good thing. In The Invisible Gorilla, Christopher Chabris and Daniel Simons, creators of one of psychology’s most famous experiments, use remarkable stories and counterintuitive scientific findings to demonstrate an important truth: Our minds don’t work the way we think they do. We think we see ourselves and the world as they really are, but we’re actually missing a whole lot. Chabris and Simons combine the work of other researchers with their own findings on attention, perception, memory, and reasoning to reveal how faulty intuitions often get us into trouble. In the process, they explain: • Why a company would spend billions to launch a product that its own analysts know will fail• How a police officer could run right past a brutal assault without seeing it• Why award-winning movies are full of editing mistakes• What criminals have in common with chess masters• Why measles and other childhood diseases are making a comeback• Why money managers could learn a lot from weather forecasters Again and again, we think we experience and understand the world as it is, but our thoughts are beset by everyday illusions. We write traffic laws and build criminal cases on the assumption that people will notice when something unusual happens right in front of them. We’re sure we know where we were on 9/11, falsely believing that vivid memories are seared into our minds with perfect fidelity. And as a society, we spend... Leer más…

Daniel H. Pink

Timing is everything. But we don't know much about timing itself. Timing, it's often assumed, is an art; in When, Pink shows that timing is in fact a science. Drawing on a rich trove of research from psychology, biology and economics, Pink reveals how best to live, work and succeed. How can we use the hidden patterns of the day to build the ideal schedule? Why do certain breaks dramatically improve student test scores? How can we turn a stumbling beginning into a fresh start? When should you have your first coffee of the day? Why is singing in time with other people as good for us as exercise? And what is the ideal time to quit a job, switch careers, or get married? In When, Pink distills cutting edge research and data on timing and synthesizes them into a fascinating, readable narrative packed with irresistible stories and practical takeaways that give readers compelling insights into how we can live richer, more engaged lives. Leer más…

Maria Konnikova

"How a New York Times bestselling author and New Yorker contributor parlayed a strong grasp of the science of human decision-making and a woeful ignorance of cards into a life-changing run as a professional poker player, under the wing of a legend of the game It's true that Maria Konnikova had never actually played poker before and didn't even know the rules when she approached Erik Seidel, Poker Hall of Fame inductee and winner of tens of millions of dollars in earnings, and convinced him to be her mentor. But she knew her man: a famously thoughtful and broad-minded player, he was intrigued by her pitch that she wasn't interested in making money so much as learning about life. She had faced a stretch of personal bad luck, and her reflections on the role of chance had led her to a giant of game theory, who pointed her to poker as the ultimate master class in learning to distinguish between what can be controlled and what can't. And she certainly brought something to the table, including a PhD in psychology and an acclaimed and growing body of work on human behavior and how to hack it. So Seidel was in, and soon she was down the rabbit hole with him, into the wild, fiercely competitive, overwhelmingly masculine world of high-stakes Texas Hold'em, their initial end point the following year's World Series of Poker. But then something extraordinary happened. Under Seidel's guidance, Konnikova did have many epiphanies about life that derived from her new pursuit, including how... Leer más…