Book Summaries

The Principles of Persuasion.
By Professor Robert B. Cialdini.

This excellent book shows us through evidence how we can persuade and be persuaded when certain conditions are in place. The evidence suggests that there are 6 clear relational aspects which are more likely to enable you to persuade and influence others. The book has a focus on the type of relationship you need to build up in order to be influential. Read on if you want to be more persuasive…

The Leadership Pipeline
By Charan, Drotter, Noel

Leadership is a requisite for success for a company, and yet in many companies the leadership 'pipeline' has run dry. This book helps leaders and potential leaders to recognise how to work through the leadership pipeline and it shows organisations how leadership can be developed at every level.

Leading Geeks
How to manage and lead people who deliver Technology

In today's business environment, many organizations are becoming technology led, and 'geeks' drive technology. The author describes 'geeks' as those people who research, develop, design, test, install and support technology. The book challenges the assumption that there is a 'one-size fits all' approach to leadership. Instead he recognises the value of cultural difference, and his focus is on the pervading culture that is often associated with technology based workplaces.

"Team Development Manual" - Mike Woodcock

This model is based on the work of Mike Woodcock, and suggests that there are nine building blocks of effective teams:

  • Clear objectives and agreed goals
  • Openness and confrontation
  • Support and trust
  • Co-operation and conflict
  • Sound working and decision-making procedures
  • Appropriate leadership
  • Regular review
  • Individual development
  • Sound inter-group relations
Read more…
"The New Leaders" - (Goleman, Boyatzis & McKee; Little, Brown)

In The New Leaders, the authors make a strong case for the claim that the primary task of leaders is to manage the emotional life of their organisations so that people feel positive about their work.. Read more…

"Creating Contagious Commitment" - by Andrea Shapiro

'Creating Contagious Commitment' simultaneously provides a solid foundation and helps the reader to think out-of-the-box to create contagious, sustainable change. Illustrations and examples of change initiatives bring the concepts to life and make it easy for the reader to apply them immediately to his or her own change initiative. Read more…

"Getting to yes – Negotiating an agreement" - by Roger Fischer, William Ury & Bruce Patton

This is a straightforward no-nonsense strategy for negotiation which provides a few simple principles designed to guide you, no matter what tricks your adversaries try. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone. Read more…

"How to Win Friends and Influence People" - by Dale Carnegie

This classic (that has sold over 15 million copies) opened the world's eyes to the importance of 'influence' within both personal and work relationships. Although almost 70 years old the principles evoked by Carnegie are as relevant today as they were then. The reason why that this book has stood the test of time is that Carnegie had an understanding of human nature that will never be outdated. Read more…

"The Tipping Point - How little things can make a big difference" - by Malcolm Gladwell

'The tipping point' is that magic moment when an idea, trend or social phenomenon crosses a threshold, tips, and spreads like wildfire. Malcolm Gladwell brilliantly shows how easy it is to cause group behaviour to tip by making small changes in our immediate environment - a profoundly hopeful idea that demonstrates how one imaginative person, applying a well-placed lever, can move the world. Read more…