Built To Win

Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

Lost two Cy Young winners in two years, signed a forty-seven-year-old to be his starting first baseman, played seventeen rookies in 2005, and still took his team to the playoffs: baseball is John Schuerholz's world, and everyone else is just playing in it. In Built to Win, the legendary general manager takes you behind the scenes of the Braves' front office—the most successful in baseball since 1990—and shows how his unique philosophies and leadership techniques have helped Atlanta achieve something no team in sports has ever come close to accomplishing. He candidly peels back the curtain, taking you to his first World Series with the Kansas City Royals and the other moments that defined his career, including his eventual departure to the league doormat Atlanta Braves. No sooner did Schuerholz arrive than they won their first title in 1991—and the rest is history. You'll be there on the incredible night in 1992 when Schuerholz improbably traded for Barry Bonds-only to have the deal nixed at the eleventh hour. You'll see how through shrewd negotiation he swooped in to sign reigning Cy Young-winner Greg Maddux out from under the free-spending Yankees. You'll hear how he dealt with the horrific comments made by John Rocker, helping the Braves overcome the biggest PR nightmare in team history to win yet another division crown. Through the eyes of one of the game's sharpest executives, you'll see why Moneyball only scrapes the tip of Schuerholz's time-tested theories, as well as how he developed the premier scouting system in the majors and a free agent strategy that led the Braves to the top of the heap-fourteen years running. And in the end, you'll see what the rest of the baseball world has known for the better part of two decades: that through the brilliance of John Schuerholz, the Braves have lived with one motto, and one motto alone: "All We Do Is Win."

Struggling to ensure that the customer is at the center of all your business does? This book is your guide to putting the "customer" in customer experience. Not sure what that means? Well, for starters, too many executives believe they are delighting their customers. Why wouldn't they think that?! When they focus on growth, those customer acquisition numbers are pretty sweet, but they don't tell the real story. Prioritizing customer retention is critical. But you can't just throw technology at it, give it some lip service, and call it a day. Retention is hard work! You've got to understand who your customers are and what problems they are trying to solve or what jobs they are trying to do. Then you've got to use that understanding to design an experience that helps customers achieve their goals. That's the key to putting the customer in customer experience! Ultimately, you need to bring the customer voice into all meetings, decisions, processes, and designs. The customer must be at the center of all you do. After all, it's all about the customer! In this book, I cover the three approaches to customer understanding: surveys and data, personas, and journey mapping. I could've written the whole book about journey mapping, but there's so much more to building a customer-centric business than journey mapping. The culture must first be deliberately designed to put the customer at the heart of the business. And all foundational elements of a CX transformation must be in place to make that happen. With that knowledge, read this book and: Learn about the three approaches you must use to understand your customers, why you must use them, and how they work together. Create an action plan to ensure insights gleaned from these three approaches are implemented in your organization. Develop and assign personas to your customers in order to better understand their needs, goals, problems to solve, and jobs to be done. Learn the difference between touchpoint maps and journey maps and how touchpoint maps can still be a valuable asset in your customer experience toolbox. Understand why journey mapping is called the backbone of customer experience management - and how to make it so in your organization. Set up and facilitate your own current-state and future-state journey mapping workshops with customers. Set up and facilitate service blueprint workshops with internal stakeholders. Find out how to put the customer at the heart of your business. And more!

Apply timeless, biblical insights to overcome organizational chaos Over 47% of leaders say that chaos is pervasive in their organizations. Though disorder can feel overwhelming at times, human beings are actually designed to overcome and conquer chaos. In Built to Beat Chaos: Biblical Principles for Leading Yourself and Others, renowned teacher, coach, speaker, and best-selling author Gary Harpst delivers an insightful and practical discussion of how to transform chaos into order by relying on strategies drawn directly from the Bible. You’ll learn how to find fulfillment and success by leaning into your innate ability to calm the madness and control chaos by: Understanding the fundamental processes underlying how we put things together for a purpose Discovering why everyone is biblically called to leadership and the dynamics of self-leadership Applying biblical principles to transform your organization through action An invaluable roadmap for board members, executives, managers, pastors, and other organizational leaders, Built to Beat Chaos is the straightforward, practical, and biblically grounded business manual that every leader should read.

Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.

Anything in life that is of great value takes hard work and commitment. Building a successful marriage and relationship is no different. What does it take to build a marriage that will last? In Built to Last you will find practical wisdom and biblical principles that will help you have a successful marriage and relationship. This book is an excellent read—not only for married couples, but for singles as well. If you are engaged or planning on getting married in the future, you want to read this book. Do you check the pulse of your relationship? This book covers a variety of topics that couples deal with on a regular basis. Regardless of where you are in your marriage or relationship, it is not over; it is only the beginning. There is still work to be done. Your marriage and relationship can last. This book will take you to the next level in understanding the composition and sustainability of your marriage and relationship. With God all things are possible. If you are going to build it, then it must be Built to Last.

Aerospace giant Rockwell Collins typified the old-fashioned corporate approach to organizational learning: lackluster offerings in bland classroom settings, with little connection to the needs of employees or the goals of the company. Enter Cliff Purington and Chris Butler, who in three years transformed Rockwell into a full-fledged learning organization. With a strategy-based and technology-driven learning approach, a 400 percent increase in offerings, 24/7 access for 17,000 worldwide employees, and cost savings of $23 million, Rockwell is lauded and emulated by organizations all over the world. For this vital book, Purington and Butler have organized their revolutionary approach into 10 clear steps that can similarly transform any company. Readers will learn new ways to build relationships, define core learning objectives, present a solid business case, and implement programs and assess their value. Each step offers detailed processes to follow, and explains what worked (and what didn’t), revealing the secrets behind Rockwell’s stunning transformation.

Our mission is to help "One Million Families" become an example to their community of how powerful it is to be a wealth builder and live by CASH ONLY. Despite the current condition of your finances, this book will assist you in creating a wealthy mindset and lifestyle with a greater sense of ease and well-being. In this book you will learn how to: * Develop the wealth builders mindset * Create a financial plan that will lead you to financial success * Save to invest in income earning opportunities * Avoid the ten causes of financial failure * Get your financial house in order