Book Review – Getting To Yes With Yourself By William Ury

IGetting to yes with yourselff you haven’t heard the William Ury, the author of this book, know that he is someone worth exploring. I previously read one of his books titled, The Power of a Positive NO. You can read my review of that book here. My experience of that book meant I could not resist picking this one up. Ury writes about negotiation and he has worked as a mediator and negotiation advisor. He wrote his first book on the subject with the late Roger Spencer titled, Getting To Yes: Negotiating Agreement Without Giving In, over three decades ago, so when Ury writes about negotiation, he has a wealth and depth of experience and knowledge he’s writing from.

In Getting To Yes With Yourself, Ury looks at negotiation from a different perspective and he calls this book the prequel he should have written before he’s other books. He believes that in negotiation situations, the biggest obstacle is often not the other person, but ourselves. According to Ury, it’s a good step before any discussion involving a degree of negotiation to first negotiate with ourselves. This involves asking ourselves key questions about what we really want from the negotiation and also being honest about how we react in difficult exchanges with others.

To teach us this concept of ‘getting to yes with yourself’, Ury has created a six-step framework with the necessary actions. Each step in the framework forms a chapter in the book. I have briefly introduced each step below.

  1. Put yourself in your shoes: Ury describes the purpose of this chapter as understanding your worthiest opponent which is YOU. Instead of judging yourself, listen intently to your own needs just as you would in a negotiation situation to your opponent’s.
  2. Develop your inner BATNA: When we are in conflict with others, our default stance is to blame the other person. In this chapter Ury is challenging us to do the opposite and take responsibility for our lives and relationships, and to make a commitment to take care of our own needs irrespective of the other person’s actions. That’s why we need to develop our inner BATNA (Best Alternative To a Negotiated Agreement). Ury tells us how to do that in this chapter.
  3. Reframe your picture: The advice here is to let go of our fear of scarcity and see life as being on our side even when things don’t seem to be going well. This is about developing a different life outlook.
  4. Stay in the zone: Don’t get consumed by resentment with the past or anxiety with the future. Stay in the moment, in the present which is the only place where you can act to make things better.
  5. Respect them even if: This is a challenging area, but Ury is teaching us to respect others even when they disrespect us. In other words, don’t meet rejection with rejection or attack with attack.
  6. Give and receive: Don’t fall into the trap of a win-lose mindset where you only focus on meeting your own needs. Work to devise win-win-win solutions where you give first before receiving.

This is not a large book with just 177 pages of reading content, but it is a practical one. Ury encourages us to practices the skills distilled into the six steps till we master them. When you read a book like this, you may not be able to grasp or remember everything. It is important that you take something away from it. Two lessons that have already stuck with me are from the fifth and sixth steps. I want to learn to respect people despite the way they may treat me. I also want to learn to give first before receiving.

I wonder what you will learn if you read this book.

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Book Review – What the CEO wants you to know

What your CEOWhat the CEO wants you to know is a book written in 2001 (an updated version was published in 2017, but this is a review of the older one), but it’s by no means dated. Written by Ram Charan, an adviser to senior executives and former teacher at Harvard and Northeastern universities in the USA, this book may have old illustrations, but the principles are timeless.

The main focus of the book is explaining what great CEOs do which have been summarised by the author as:

  • Understand the basic building blocks of a business and use them to figure out how your company makes money and operates as a total business.
  • Decide what to do, despite the flutter of day-to-day business and the complexity of the real world.

This is not a big book, it has just 137 pages of reading content written in simple-to-understand and engaging language. What I particular like about this book are the short stories Ram drops in to illustrate some of the principles he’s teaching. The book has nine chapters split across four parts. I have written very brief descriptions of what’s in each chapter below.

Part 1 – The universal language of business

Chapter one – What Jack Welch and street vendors share: The essence of business thinking – The title of this chapter says it all. What do CEOs and street vendors have in common? Apart from the scale of the venture, Ram asserts that the basics of business are similar. They need finance to build or buy their products, they need to sell, make profit and market their products.

Chapter two – every business is the same inside: Cutting through to cash, margin, velocity, growth and customers – A core aspect of business is discussed here, and it’s the act of money making. Three aspects of money making covered are:

  1. Cash generation: This is about answering questions such as, does the business generate enough cash? What are the sources of cash generation? How is the cash being used? According to Ram, a business person who can’t answer these questions will fail in their business.
  2. Return on assets: Assets are what is invested in a business and these can range from money to more physical assets like land. A successful business must be able to generate a reasonable return from the assets. For instance, a person who gets a loan to start their business has to not only generate enough returns to cover the loan repayments, but also make a profit
  3. Growth: This is about the growth of a business. A business that isn’t growing will be overtaken by competitors and may eventually fold up.

Chapter three – Understanding your company’s total business – How the pieces come together – Here Ram emphasizes how important it is for all individual components of a business  to come together to facilitate business success. The business components that need to come together are, cash generation, margin, velocity, return on assets, growth and customers.

Part 2 – Business acumen in the real world

Chapter four –  The world has complexity, leaders provide clarity – figuring out business priorities: The premise of this chapter is that CEOs use the same business sense as street vendors to cut through business complexity to deliver outcomes. According to Ram:

They use their business acumen to determine clear, specific priorities, or action items, that make money in the real world and create wealth for stockholders and owners.

He uses a number of examples from Ford, Apple, GM and Kmart to illustrate this principle.

Chapter five – wealth is more than making money – Seeing the business like an investor:  This chapter focuses mainly on the importance of  the price-earning or PE ratio. Ram writes about what it is, where it came from, how to manage it and how to boost it. He uses some real examples to illustrate this.

Part three – Getting things done

Chapter six – Growing people takes courage – Making matches, fixing mismatches: This is my favourite part of the book as it’s about developing people. The emphasis is on getting things done through others which is a crucial aspect of good leadership. Here’s a quote from the book on the subject:

Personality alone is not what makes a company deliver. It takes insight into how the organization really works and how to link people’s actions and decisions to the right priorities. 

According to Ram, this requires the right people to be in the right jobs and when people are placed into jobs they are not fit for, dealing with the mismatch promptly. The latter part of the chapter focuses on business and behavioural coaching.

Chapter seven – Making groups decisive – designing social operating mechanisms : The term “social operating mechanisms” used by Ram in this chapter sounds very technical, but it refers to a system of coordinating the efforts of all individual staff so they work for the good of the organisation as a whole. That is what this chapter is about and an example from Walmart and the late Sam Walton is used to illustrate how it may work in practice. Some more information on how to design social operating mechanisms is also provided.

Chapter eight – What to do and how to do itA CEO with an edge in execution: Having an edge in execution or successfully executing business priorities requires a number of factors coming together and according to Ram:

An edge in business execution comes from having the right people in jobs, synchronising their efforts and releasing  and channelling their energy toward the right set of business priorities

Ram also expresses that while business acumen into the organisation helps a leader to select the right priorities, insight into the organisation and people is necessary to get energy aligned for the purpose of successfully executing the priorities. Ram again uses an example from a former CEO of a company called EDS to explain this concept.

Part four – Your personal agenda

Chapter nine – Your part in the big picture – Rekindling the spirit of the lemonade stand:

This is the last chapter in the book and it’s really a review of what was covered in the previous eight chapters. It also contains some key questions to answer around assessing the total business and cutting through complexity.

The one lesson for me

A habit I am developing is to curate one lesson from each book I go through. My lesson  from this book is from chapter six, growing people takes courage. It’s around the difference between business coaching and behavioural coaching. To be honest I wasn’t aware there was a difference between the two. In my next post I will write a brief summary about my learning on that topic.

Book Review – Fostering Creativity

Fostering creativityThis is another book in the Harvard Pocket Mentor series, titled Fostering Creativity and written by Dorothy Leonard, a professor at Harvard Business school. Among other lessons this book aims to help us understand how to:

  • Identify opportunities for innovative solutions
  • Develop an environment conducive to creativity
  • Move a team from brainstorming to project execution

This book has just 78 pages and the content, which is really useful, is split into two main sections, the reading content titled Fostering Creativity: The Basics and a section with extra tools titled , Tips and Tools. I review both sections very briefly below.

Fostering Creativity: The Basics

 This section has five topical areas.

What is creativity?

This is a good start for a book on creativity as the author takes the time to define what creativity is. Here’s the definition used:

A process of developing and expressing novel ideas that are likely to be useful.

This is contrasted with innovation defined as:

The embodiment, combination, and / or synthesis of knowledge in original, relevant, valued new products, processes, or services.

Personally I found this definition on innovation to be unclear. But then author does clarify that innovation is the end process of creativity. Continue reading

Book Review – Pocket Mentor: Managing Time

Managing TimeThis book was written by Melissa Raffoni, who is the founder of Professional Skills Alliance. As is the case with the pocket mentor series , there are no chapters and the content is split across a number of topical sections, each of which I have briefly reviewed below. This book has just 92 pages of content which include the main topics and a separate section with tips and tools that I have also reviewed below.

Following are the topics and a brief review of each one.

 

Section 1 – How to leverage your time: asses and plan

This section contain three sub-topics.

How to look at the big picture

Two questions are answered here which are:

  • What’s the value of leveraging your time?
  • Why do we do what we do?

Also the importance of looking strategically at the big picture is discussed. Time leveraging is described as spending time wisely on activities that move you closer to your goals and is differentiated from managing time which are the day to day processes used to leverage time. The first step in leveraging time is to define one’s priorities and added to that is to be clear about why you do what you do. Answering questions such as, are you using your time to accomplish what you want? Are you simply running in place?, can help with this. Continue reading

Book Review – Pocket Mentor: Managing Teams

Managing TeamsHarvard Business Review’s (HBR) Pocket Mentor series provides pocket sized books on various topics for management and leadership. Overall there are aout 40 books in the series covering topics such as, coaching people, creating a business plan, delegating work and leading people

Over the next couple of weeks I will be reviewing ten of these books so get ready. The first one I’m reviewing in this post is titled, Managing Teams. This book written by Anne Donnellon is a mini 91 paged book with quick tools and tips around managing teams. As it is with the pocket mentor series, the book doesn’t have chapters, but rather topics which provide quick content that is easy to grasp and I believe apply. Tere is no in depth or mind bending stuff here, just simple information that you can start using. Continue reading