This concise introduction to Organisational Behaviour has been developed specifically for short courses and/or non-specialist business students. It focuses on the core topics of the discipline in a detailed and engaging way, providing a readable introduction to the key theory and offering real-life examples to show its application in practice. Written for students on undergraduate and postgraduate degree programmes, this text is particularly suitable for students of non-business disciplines (e.g. engineering, IT, social sciences and others) who are taking an introductory module in business.

Im Vertrieb komplexer Produkte und Lösungen, wie etwa der IT- und Telekommunikationsbranche, sind Verkäufer besonders gefordert: Beim Kunden gibt es mehrere Ansprechpartner, zahlreiche Optionen stehen zur Auswahl, und es ist oft schwierig, die Lösungen miteinander zu vergleichen. Wer hier punkten will, kommt ohne systematische Vorgehensweise nicht aus. Robert Klimke und Manfred Faber, beide erfahrene Berater, beschreiben in diesem Buch die Besonderheiten im System- und Lösungsvertrieb. Sie liefern 30 aufeinander aufbauende Schritte für den erfolgreichen Vertriebsprozess. Verkaufsleiter, Vertriebsdirektoren und Key Account Manager erfahren, wie sie die für sie „richtigen“ Kunden identifizieren und ihren Zielmarkt bestimmen,  eine einzigartige Lösung für den Kunden in ihrem Angebot entwickeln, Verkaufsgespräche optimal vorbereiten und überzeugend präsentieren. Praktische Beispiele, Schaubilder und Checklisten erleichtern die Umsetzung in die Praxis. Ein wertvoller Ratgeber für mehr Kunden, mehr Abschlüsse und mehr Umsatz im Lösungsvertrieb! Neu in der 2. Auflage: Effektive Nutzung von einfachen Vertriebskennziffern, Pipeline- und Forecast-Zuverlässigkeit, Vertrieb im Homeoffice. „Ein spannendes Buch. Den Autoren gelingt ein erstaunlicher Spagat: Sie reduzieren die real existierende Komplexität, ohne zu banalisieren. Sie demonstrieren die Vielschichtigkeit heutiger Vertriebsherausforderungen und liefern gleichzeitig konkrete Handlungsempfehlungen für Praktiker. Sie denken Vertrieb neu und bleiben ihrer systemischen Professionalität treu. Ein mutiges Buch, ein anderes Buch.“ Marc Minor, Institut für systemische Führungskultur, Heroldberg

Wer in Einkauf und Vertrieb punkten will, muss in Verhandlungen das Beste fur das eigene Unternehmen herausholen. Doch viele kennen keine Methodik, die ihnen zuverlassig zum Erfolg verhilft. Dieses Buch stellt ein leicht erlernbares und schnell umsetzbares Verhandlungssystem vor, mit dem es gelingt, Verhandlungspartner geschickt zu beeinflussen und auch schwierige Falle zu meistern.Mitarbeiter in Einkauf und Vertrieberfahren, wie sie souveran in die erste Runde starten, die Fuhrung ubernehmen, gekonnt den Verhandlungsrahmen bestimmen und ihre Angebote attraktiv gestalten. Ein kompakter Kurs mit konkreten Handlungsanweisungen fur alle, die in ihren Verhandlungen bessere Konditionen und mehr Profit erzielen wollen Ausserdem: Die 7 goldenen Regeln als Sofort-Programm.

Neu in der 2. Auflage: Erfolgreich verhandeln in Gruppen wie man die Rolle des Leaders ubernimmt.

Das Buch lasst keine Fragen offen, welche Schritte eine Verhandlung durchlauft und wie man sich hier richtig verhalt. ...] Lesenswert

"www.pressearbeit.de"""

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Bei der Nachfolgeregelung in Familienunternehmen geht es nicht nur um die juristische und ökonomische Abwicklung, sondern um einen vielschichtigen familiären und damit emotionalen persönlichen Klärungsprozess. Während viele Bücher die rechtlichen Fragen behandeln, geht dieser Ratgeber besonders auf die emotionalen Hintergründe und Einflüsse ein, die den Übergang blockieren bzw. fördern können. Der erfahrene Autor beschreibt konstruktive Wege des emotionalen Klärungsprozesses und bietet konkrete Orientierungs- und Handlungshilfen durch emotionale Selbsterkundungen und eine achtsam gestaltete Nachfolge. Auch die 2., aktualisierte Auflage ist wieder ein sehr persönlicher Begleiter, um auch das Geschehen der Gefühle bei der Nachfolge in Familienunternehmen zu meistern – damit die Nachfolge gelingt.

Boost lead generation, improve pipeline conversion and build loyalty with clients using this guide to designing a successful end-to-end B2B marketing buyer journey. Changes in B2B buying have heralded a new age of B2B marketing. Transforming the B2B Buyer Journey offers a new way of thinking that accommodates the many nuances in buyer behaviour. It provides a step-by-step guide to mapping the buyer journey, aligning channels, metrics and tactics according to their needs at each stage. The framework shows how to get more value out of brand investments, choosing and using technology and how to gauge return on investment. It also shows how to develop marketing as a real lever for business growth and how to reengineer marketing's relationship with sales. Written by a highly experienced and award-winning Chief Marketing Officer, as well as containing case studies and examples from organizations including PwC, Accenture, EY, Salesforce, ServiceNow and NCR, it features tips and templates as well as common pitfalls to avoid. This is an essential resource for ambitious B2B marketing professionals looking to achieve the competitive edge and change the traditional marketing relationship with buyers.

Is your message getting through? The right communication tactics can motivate your people&#8212and fuel your business. Get more of the ideas you want, from the authors you trust, with HBR's 10 Must Reads on Communication (Vol. 2). We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you get your message across&#8212whether you're speaking face-to-face or connecting with someone across the world. With insights from leading experts including Erin Meyer, Heidi Grant, and Douglas Stone, this book will inspire you to: Power your organization through conversation Unlock value in your organization by asking better questions Improve your ability to give&#8212and receive&#8212advice Achieve better outcomes in cross-cultural negotiations Create smart, effective data visualizations Spark collaboration, learning, and innovation using digital tools This collection of articles includes: "Leadership Is a Conversation," by Boris Groysberg and Michael Slind; "The Surprising Power of Questions," by Alison Wood Brooks and Leslie K. John; "A Second Chance to Make the Right Impression," by Heidi Grant; "The Art of Giving and Receiving Advice," by David A. Garvin and Joshua D. Margolis; "Find the Coaching in Criticism," by Sheila Heen and Douglas Stone; "Visualizations That Really Work," by Scott Berinato; "What Managers Need to Know About Social Tools," by Paul Leonardi and Tsedal Neeley; "Be Yourself, But Carefully," by Lisa Rosh and Lynn Offermann; "How to Preempt Team Conflict," by Ginka Toegel and Jean-Louis Barsoux; "Getting to Si, Ja, Oui, Hai, and Da," by Erin Meyer; and "Cultivating Everyday Courage," by James R. Detert. HBR's 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR's 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever�changing business environment.

"a provocative new book" -- The New York Times AI-centric organizations exhibit a new operating architecture, redefining how they create, capture, share, and deliver value. Marco Iansiti and Karim R. Lakhani show how reinventing the firm around data, analytics, and AI removes traditional constraints on scale, scope, and learning that have restricted business growth for hundreds of years. From Airbnb to Ant Financial, Microsoft to Amazon, research shows how AI-driven processes are vastly more scalable than traditional processes, allow massive scope increase, enabling companies to straddle industry boundaries, and create powerful opportunities for learning--to drive ever more accurate, complex, and sophisticated predictions. When traditional operating constraints are removed, strategy becomes a whole new game, one whose rules and likely outcomes this book will make clear. Iansiti and Lakhani: Present a framework for rethinking business and operating models Explain how "collisions" between AI-driven/digital and traditional/analog firms are reshaping competition, altering the structure of our economy, and forcing traditional companies to rearchitect their operating models Explain the opportunities and risks created by digital firms Describe the new challenges and responsibilities for the leaders of both digital and traditional firms Packed with examples--including many from the most powerful and innovative global, AI-driven competitors--and based on research in hundreds of firms across many sectors, this is your essential guide for rethinking how your firm competes and operates in the era of AI.

Das Buch zeigt welche Rolle Präsentationen in Projekten einnehmen und welche Elemente eine erfolgreiche Präsentation kennzeichnen. Kenntnisse über die Aufnahme, Verarbeitung und Speicherung von Informationen, Denkstile, Aspekte der Wahrnehmung und die Art und Weise, wie der Mensch Informationen verarbeitet und lernt, werden erläutert. Die Präsentationsvorbereitung, die Präsentationshilfsmittel, der persönliche Auftritt und die Visualisierung der Kernbotschaften einer Präsentation, mit Praxisbeispielen, stehen im Vordergrund. So gelingt es Ihnen, wirkungsvoll zu präsentieren und Ihre (Projekt)Ziele zu erreichen.

An accessible, practical, step-by-step guide that supplements Getting Things Done by providing the details, the how-to's and the practices to apply GTD more fully and easily in daily life The incredible popularity of Getting Things Done revealed people's need to take control of their own productivity with a system that reduces the stress of staying on top of it all. Around the world hundreds of certified trainers and coaches are engaged full time in teaching the process, supported by a grassroots movement of Meetup groups, LinkedIn groups, Facebook groups, podcasts, blogs and dozens of apps based on it. While Getting Things Done remains the definitive way to gain perspective over work and create the mental space for creativity and mindfulness, The Getting Things Done Workbook enhances the original by providing an accessible guide to the GTD methodology in workbook form. The workbook divides the process into small, manageable segments to allow for easier learning and doing. Each chapter identifies a challenge the reader may be facing - such as being overwhelmed by too many to-do lists, a messy desk or email overload - and explains the GTD concept to address. The lessons can be learned and implemented in almost any order, and whichever is adopted will provide immediate benefits. This handy instructional manual will give both seasoned GTD users and newcomers alike clear action steps to take to reach a place of sustained efficiency.

Interested in exploring opportunities for meaningful work in the nonprofit sector? The Idealist Guide to Nonprofit Careers for First-time Job Seekers is a comprehensive resource for emerging professionals pursuing their first position in the nonprofit sector. Whether you are a current student, a recent graduate, or someone entering the workforce for the first time, this book will provide you with indispensable advice, relevant strategies, and nonprofit-specific resources to strengthen your job search. Written by nonprofit career experts, The Idealist Guide is designed to be easily accessible and convenient to read. Topics Include: * Why Nonprofit? * Mastering a Job Search * Self and Career Assessment * Networking Strategies * Job Search Tools * Evaluating Organizational Culture * Interviews and First Impressions * Negotiating the Best Deal * Myths and Facts About Nonprofits * Nonprofit Speak 101 Written by the staff of Idealist.org with guest sections by other nonprofit experts. Idealist.org is the leading organization in the field of nonprofit careers. Idealist.org runs the website where people and organizations can exchange resources and ideas, locate opportunities and supporters, and take steps to turn their good intentions into action.

Does it seem like you never have enough time to get everything done? Keeping on top of your tasks, deadlines, and work schedule can be daunting. "Managing Time" quickly walks you through the basics. You'll learn to:
- Assess how you spend your time "now"
- Prioritize your tasks
- Plan the right time to work on each one
- Avoid procrastination and interruptions

About HBR's 20-Minute Manager Series:
Don't have much time? Get up to speed fast on the most essential business skills with HBR's 20-Minute Manager series. Whether you need a crash course or a brief refresher, each book in the series is a concise, practical primer that will help you brush up on a key management topic.
Advice you can quickly read and apply, for ambitious professionals and aspiring executives--from the most trusted source in business. Also available as an ebook.

Einfuhrung.- DEFINE.- Projekt initiieren, Projekt abgrenzen, Projekt managen.- MEASURE.- Kunden und deren Bedurfnisse identifizieren.- Kundenbedurfnisse strukturieren und priorisieren.- Kundenbedurfnisse spezifizieren.- ANALYZE.- Grobkonzept entwickeln.- Grobkonzept evaluieren.- Grobkonzept finalisieren.- DESIGN.- Feinkonzept entwickeln.- Feinkonzept evaluieren.- Lean-Prozess entwickeln und evaluieren.- VERIFY.- Implementierung vorbereiten.- Prozess implementieren.- Prozess ubergeben.- Anhang: DMADV-Phasenmodell und Ausklappseiten."

Veränderungsprozesse belasten in vielen Unternehmen Führungskräfte und Mitarbeiter. Ähnlich wie im Leistungssport ist auch in der Wirtschaft, neben Wissen und Training, die mentale Stärke der Organisation für den Erfolg entscheidend. Interessenkonflikte um Macht und Geld, kulturelle Unterschiede, persönliche Hoffnungen und Ängste der Schlüsselpersonen rufen „emotionale Viren“ hervor, die eine „mentale Verschmutzung“ des Unternehmens nach sich ziehen. Die beiden erfahrenen Berater zeigen anschaulich, wie ein Unternehmen zur mentalen Stärke geführt werden kann. Das Prinzip der „emotionalen Viren“ dient dabei als Grundlage, um die Selbstheilungskräfte der Organisation zu aktivieren. Ein innovativer und international bewährter Ansatz, anschaulich und kurzweilig dargestellt - eine originelle und nützliche Lektüre.

This fully revised and updated edition of the bestselling Chief Data Officer’s Playbook offers new insights into the role of the CDO and the data environment. Written by two of the world’s leading experts in data driven transformation, it addresses the changes that have taken place in ‘data’, in the role of the ‘CDO’, and the expectations and ambitions of organisations. Most importantly, it will place the role of the CDO into the context of a c-suite player for organisations that wish to recover quickly and with long-term stability from the current global economic downturn. New coverage includes: the evolution of the CDO role, what those changes mean for organisations and individuals, and what the future might hold a focus on ethics, the data revolution and all the areas that help readers take their first steps on the data journey new conversations and experiences from an alumni of data leaders compiled over the past three years new chapters and reflections on being a third generation CDO and on working across a broad spectrum of organisations who are all on different parts of their data journey. Written in a highly accessible and practical manner, The Chief Data Officer’s Playbook, Second Edition brings the most up-to-date guidance to CDO’s who wish to understand their position better; to those aspiring to become CDO’s; to those who might be recruiting a CDO and to recruiters to understand an organisation seeking a CDO and the CDO landscape.

You'll get there faster if you just slow down Master Your Mind offers a bit of perspective and a lot of insight for anyone seeking long-term success. Success in business is spelled M-O-R-E: better results, faster growth, more revenue, greater efficiency. Do more. Make more. Achieve more. And do it now. Eventually, ambition turns to stress, then to frenzy, then to emptiness as once-ambitious workers endlessly trudge the hamster wheel chasing the next promotion. While top-level performance is the holy grail of business at all levels, there is another, much better way to achieve it: slow down. Yes, you read that right—S-L-O-W. This is your permission to jump off of the hamster wheel. Slowing down is not a luxury, it is a necessity. A frenetic brain simply doesn’t perform at optimal levels. By maintaining a snail's pace, you actually achieve better results—at rocket speed—because you're firing on all cylinders. You'll think of new things, approach old problems from new perspectives, and breathe a breath of fresh air into everything you do. This book shows you how to achieve this state of steady, sustainable fire, and how to get further by crawling than you ever did while attempting to fly. Learn how slowing down can lead to better, faster results Achieve optimal performance thought patterns Enhance your creativity and effectiveness Build energy, revenue, and good health in a self-sustaining way You know you're capable of more, but the stress is eating away at your body, your brain, and your soul. Relax, take a deep breath, and buckle down. Clear your mind, and then put it to work. Stop juggling and start doing. Master Your Mind shows you how to supercharge your trajectory by taking it S-L-O-W.

You aspire to lead with greater impact. The problem is you're busy executing on today's demands. You know you have to carve out time from your day job to build your leadership skills, but it's easy to let immediate problems and old mind-sets get in the way. Herminia Ibarra--an expert on professional leadership and development and a renowned professor at INSEAD, a leading international business school--shows how managers and executives at all levels can step up to leadership by making small but crucial changes in their jobs, their networks, and themselves. In Act Like a Leader, Think Like a Leader, she offers advice to help you: * Redefine your job in order to make more strategic contributions * Diversify your network so that you connect to, and learn from, a bigger range of stakeholders * Become more playful with your self-concept, allowing your familiar--and possibly outdated--leadership style to evolve Ibarra turns the usual "think first and then act" philosophy on its head by arguing that doing these three things will help you learn through action and will increase what she calls your outsight--the valuable external perspective you gain from direct experiences and experimentation. As opposed to insight, outsight will then help change the way you think as a leader: about what kind of work is important; how you should invest your time; why and which relationships matter in informing and supporting your leadership; and, ultimately, who you want to become. Packed with self-assessments and practical advice to help define your most pressing leadership challenges, this book will help you devise a plan of action to become a better leader and move your career to the next level. It's time to learn by doing.

Viele Managementansätze haben militärische Wurzeln, doch meist werden sie in der Wirtschaft - anders als beim Militär - nicht stringent angewendet oder nicht in bestehende Führungskonzepte integriert. Der Personalentwicklungsexperte und ehemalige Offizier Erwin Hoffmann sieht das Geheimnis funktionierender Führung gerade in der festen Verankerung einer Führungsphilosophie im Unternehmen, ihrer verbindlichen Umsetzung, verbunden mit der entsprechenden Ausbildung aller Führungspersonen. Das Buch vermittelt die 7 Leitsätze für Manager und die 7x7 Umsetzungsschritte.

How can businesses around the world incorporate the Sustainable Development Goals (SDGs) into their models, policies and practices? The editors of Business in the 21st Century help answer this by bringing together scholars from around the world with chapters examining various industries ranging from finance, hospitality, aviation, tourism, food production and more. With international perspectives, business concepts such as HRM, employee wellbeing, leadership and digitalisation are also researched within the framework of the SDGs. Insights from how to implement such policies in a post-pandemic world are introduced to help businesses navigate the biggest disruption they have faced in decades. Business in the 21st Century provides a valuable framework for scholars, managers, leaders and business stakeholders to help navigate the incorporation of SDGs into the business world, shape strategy, improve practices and create a better business future.

Die Autoren stellen Konzepte für das Balancieren wichtiger Lebensbereiche vor. Neben der Erwerbsarbeit gehören dazu auch Partnerschaft, Familie, Hobbys, gemeinnützige Arbeit und die Gesundheit. Besondere Schwerpunkte bilden die kritische Auseinandersetzung mit den Auswirkungen moderner flexibilisierter Arbeitsstrukturen für die Life Domain Balance sowie eine lebensspannenpsychologische Betrachtung der verschiedenen relevanten Handlungsfelder. Fallbeispiele aus der Praxis veranschaulichen die dargestellten Lösungen.

Managing people is fraught with challenges—even if you're a seasoned manager. Here's how to handle them.

If you read nothing else on managing people, read these 10 articles (featuring “Leadership That Gets Results,” by Daniel Goleman). We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you maximize your employees' performance.

HBR's 10 Must Reads on Managing People will inspire you to:

• Tailor your management styles to fit your people
• Motivate with more responsibility, not more money
• Support first-time managers
• Build trust by soliciting input
• Teach smart people how to learn from failure
• Build high-performing teams
• Manage your boss

This collection of best-selling articles includes: featured article "Leadership That Gets Results" by Daniel Goleman, "One More Time: How Do You Motivate Employees?" "The Set-Up-to-Fail Syndrome," "Saving Your Rookie Managers from Themselves," "What Great Managers Do," "Fair Process: Managing in the Knowledge Economy," "Teaching Smart People How to Learn," "How (Un)ethical Are You?" "The Discipline of Teams," and "Managing Your Boss."

In the history of human progress, the most fruitful developments take place at the intersection of different lines of thoughts. The timeless topic of leadership has for centuries always been dominated by the ideas and philosophies of Western thinkers, business executives and academics. For far too long, the voice from the East has been deafeningly silent. As Asia rises in the global economy, a question that begs an answer is, "What is the leadership tradition of the East and how will it play out globally?" Leadership consultant BH Tan has written an outstanding exposition of the Asian perspective on leadership. He has drawn upon his deep appreciation of Daoist principles to propose a complementary approach to the Western-centric leadership mindset. A lifelong student of Eastern and Western thinking and leadership, he challenges some of our most cherished truths and perspectives. "Either-or" is out. The "both-and" philosophy will lead us to a better future in this complex, chaotic yet interconnected world. This is the essence of leadership paradoxes. When we integrate both streams of thinking, we transcend contradictions and tap into greater possibilities for progress and creativity. This can only help us lead more wisely and courageously. Each of the 25 chapters is fabulously written, easy to read, with plenty of real-life cases drawn from the author's many decades of experience working alongside leaders around the world. This is the author's third book on leadership.