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 The
Story Factor: Inspiration, Influence, and Persuasion through the
Art of Storytelling
What's your story? Who are you? Where do you come from? When you seek
to influence others you face these questions and more. Whether you're
proposing a risky new venture, trying to close a deal, or leading
a charge against injustice, you have a story to tell. Tell your story
well and you will create a shared experience with your listeners that
can have profound and lasting results.
In The Story Factor, Annette Simmons reminds us that the oldest tool
of influence is also the most powerful—through the words, gestures,
tone, and rhythm of story you can captivate an audience of skeptical,
resistant, nay-sayers and simultaneously construct a believable picture
for your ideas and goals. In this hyper-competitive, techno-centric,
and results-oriented environment it is easy to forget that all organizations
are social systems and that work is personal—learning to tap into
the personal element through story gives you a key to the social system.
Alignment improves, problems get solved, group decisions are easier
to make, and trust develops in ways and in places you might never
thought possible.
Over one hundred stories drawn from the front lines of business and
government, as well as myths, fables, and parables from around the
world, illustrate how story can be used to persuade, motivate, and
inspire in ways that cold facts, bullet points, and directives can't.
These stories, combined with practical storytelling techniques show
anyone how to become a more effective communicator. From "who
I am" to "I-know-what-you're thinking," Simmons identifies
the six stories you need to know how to tell and demonstrates how
they can be applied.
As master storyteller Doug Lipman notes in the foreword, Annette Simmons
articulates "the emerging realization in the business community
that thriving organizations need whole persons working for them -
that anything less cheats both the individual and the firm."
Let The Story Factor be your inspiration for transforming your relationships
with colleagues, bosses, employees, customers, and even adversaries
so that each story you are living right now - work, personal, and
community - becomes the kind of success story you will enjoy telling
for years to come.
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"The Story Factor is full of
entertaining and useful stories to enhance our ability
to communicate effectively. It will be very useful to
teachers and managers alike."
Edgar E. Schein, Sloan Fellows Professor of Management,
Emeritus, and Senior Lecturer, MIT Sloan School of Management
"From the beginning of history, human life and
leadership have been centered on stories—the stories of
our past, who we are today, and what we may yet become.
Telling stories and listening to other people’s stories
shapes the meaning of our experiences and helps us awaken
hidden capacity. The Story Factor provides valuable tools
for using storytelling as a means for self-discovery and
as a springboard for creating a more meaningful and successful
future. This is vital new reading."
Robert K. Cooper, Ph.D., author of Executive EQ: Emotional
Intelligence in Leadership & Organizations
"As the author herself notes, you can't make someone listen;
you can only entice, inspire, cajole, stimulate or fascinate.
Stories do that; so does this book. It's a pleasure to
dive into and an extremely useful tool for the would-be
influencer or change builder."
Art Kleiner, author of Schools That Learn and The Age
of Heretics
"Annette Simmons' writing has a fairytale quality of
generosity that magically reintroduces us to wisdom we
already have."
Cheryl De Ciantis, Artist-in-Residence, Center for Creative
Leadership
"In these times of diminishing faith and waning
optimism, we need to learn more about the power of story.
This wonderful book—written from the heart to the hearts,
minds, souls and locked up memories of readers—will unleash
your capacity to be more effective in whatever your line
of work. Everyone who cares about positive change at an
individual, organizational or global level should experience
The Story Factor."
Gail C. Christopher, Executive Director, Innovations
in American Government, John F. Kennedy School of Government,
Harvard University
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 Territorial
Games: Understanding and Ending Turf Wars at Work
By Annette Simmons (AMACOM, 1997)
Power. Position. Property. The names of the game throughout human
history. And our drive to conquer and acquire new territory -
intangible or not - certainly shows in our hyper-competitive workplaces.
Organizations are ablaze with battles over information, relationships
and authority - and everyone is fighting for psychological survival.
These turf wars are some of the most productivity and morale-squashing
activities that employees engage in.
Territorial Games analyzes 10 of these insidious and instinctual
acts of gamesmanship - such as "camouflage, "occupation,"
"shunning," "intimidation," - and it supplies
positive strategies for combating territorial behavior.
Written from the perspective of a behavioral scientist and drawn
from interviews, the book explains how to:
Understand the roots of territoriality
Recognized the signs and symptoms of territorial games
Focus on organizational goals rather than individual turf wars
Apply counter-strategies to change destructive behavior
Order the book from your local bookstore or though on-line bookstores
like Amazon.com or Barnes and Noble Online bookstore
View the Power Point presentation - territorial.ppt
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"You will recognize yourself and
others in the clear mirror Simmons holds up. Laugh, groan,
then take heart, because she also gives honest answers
that will help you foster deep organizational collaboration.
Cheryl DeCiantis, Artist in Residence, Center for Creative
Leadership
"Simmons presents a very powerful and psychologically
accurate model of the human characteristics that result
in much disorder in organizations. She highlights a more
effective path for dealing with these problems."
James N. Farr, Ph.D. Founder and Chairman, Farr Associates,
Inc.
"I have seen the ah-hahs that come from learning about
territorial games; our people will never again look at
this behavior in the same way."
Ken Matthews, Vice President and CFO, Chatham Steel
Corp.
"Simmons writes about the maneuvers of corporate power
with the clarity of a scientists and the compassion of
one who has experience the battle firsthand. A must read
for anyone wanting to climb the ladder of success without
crushing others along the way."
Alan Downs, Author of Corporate Executions and Beyond
the Looking Glass |
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 A
Safe Place for Dangerous Truths: Using Dialogue to Overcome Fear
and Distrust at Work
By Annette Simmons (AMACOM, 1999)
In one recent survey, 93% of people admitted to lying regularly at
work. Maybe they are scared of losing their jobs. Maybe they don't
trust their colleagues or don't want to "rock the boat."
Whatever the reason, this poisonous world of half-truths, strategic
omissions, and doctored information is crippling organizations. To
function optimally, companies must break through and get better information
faster. They need to create an environment where people feel safe
telling the truth - no matter how disturbing.
As Simmons says, "When people in a group improve their ability
to talk to each other they spontaneously improve their ability to
work together. When they learn how to discuss the undiscussable they
learn how to solve the unsolvable."
Since most of us have gotten into trouble for telling the truth at
one time or another "we too quickly conclude that telling the
truth is a bad idea. We decide to stay beneath the radar and either
end up bitter and resentful unexpectedly explode and cause a scene.
We need a third alternative."
A Safe Place for Dangerous Truth: Using Dialogue to Overcome Fear
and Distrust describes an alternative where a workgroup takes time
out on a regular basis to a.) slow things down and b.) suspend the
norms of "politeness and pretending" long enough so that
people can tell the truth. Annette points out that in this world where
"being busy is such a status symbol," we must carve out
a time for refection and dialogue. "People looking for the 'right
time' to discuss a dangerous truth never find it because the workplace
never slows down enough for people to calmly deal with dangerous truths."
This book describes an alternative that routinely introduces 'thinking
time' back into the workplace.
Order the book from your local bookstore or though on-line bookstores
like Amazon.com or Barnes and Noble Online bookstore.
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"Finally an organizational communication
breakthrough for the info-millenium...a practical and
flexible approach to achieve 'real' trust at the very
foundation of our organizations. Simmons' methods transcend
typical teamwork platitudes with an actual step-be-step
model for unleashing powerful honest dialogue resulting
in creative solutions at the deepest possible level."
David Finch, President/CEO, ATCOM Business Telephone
Systems
"In this book, Annette Simmons deals with the "how-to"
of dialogue (e.g. how man people, how often, how to get
started) but the real contribution of this book is her
own voice that rings through with stories and metaphors
that help us see the significance of dialogue for our
work lives."
Nancy M. Dixon, Associate Professor of Administrative
Sciences, The George Washington University
"I have been a fan of Annette Simmons for some time
now. I have had the privilege of experiencing her dialogue
process, and felt it's power and efficacy both personally
and within my organization. She is a rare and gifted teacher
who both lives and practices what she writes about. Her
new book is powerful, lucid, and engaging. She offers
to all who have the courage to follow her writing a process
which indeed creates a safe place for truth telling, as
well as more elegant and graceful ways of living and learning."
Robert (Dusty) Staub, CEP Staub-Peterson, Inc. Author
of The Heart of Leadership and The Seven Acts of Courage
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International Translation Information
Chinese (contact/order through the agent):
Shanghai People's Publishing House
C/O Asia Pacific Management Institute
Attn: Cindy Xu
Fax: 86 21 6875 5859
E-ml: apmiss@public6.sta.net.cn
Japanese (contact/order through the agent):
Toppan
C/O The Asano Agency
Attn: Kiyoshi Asano
Fax: 81 3 3943 7637
E-ml: asano-ag@mx2.alpha-web.ne.jp
Spanish: McGraw-Hill Interamericana - Mexico
Attn: Susana Gil
Fax: 52 5 628 5303
E-ml: susy_gil@mcgraw-hill.com
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