The First 90 Days (65 page)

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Organizational Strategy
(Cambridge: Harvard University Press, 1998).

4. Building “ambidextrous” organizations that can do both of these well is a challenge. See Michael L. Tushman and Charles O’Reilly III,
Winning Through Innovation: A Practical Guide to Leading
Organizational Change and Renewal,
rev. ed. (Boston: Harvard Business School Press, 2002).

1. Our work has focused on how the leaders of senior teams can more effectively manage decision making. The first fruits of this collaboration are contained in A. Edmondson, M. Roberto, and M.

Watkins, “A Dynamic Model of Top Management Team Effectiveness: Managing Unstructured Task Streams,”
Leadership Quarterly
14, no. 3 (Spring 2003).

2. For a discussion of the importance of perception of fairness in process, see W. Chan Kim and Renée . Mauborgne, “Fair Process: Managing in the Knowledge Economy,”
Harvard Business
Review,
July–ugust 1997.

1. See D. Krackhardt and J. R. Hanson, “Informal Networks: The Company Behind the Chart,”

Harvard Business Review,
July–August 1993.

2. David Lax and Jim Sebenius coined this term. See David Lax and James Sebenius, “Thinking Coalitionally,” in
Negotiation Analysis,
ed. H. Peyton Young (Ann Arbor: University of Michigan Press, 1991), and James Sebenius, “Sequencing to Build Coalitions: With Whom Should I Talk First?” in
Wise Choices: Decisions, Games, and Negotiations,
ed. Richard J. Zeckhauser, Ralph L. Keeney, and James K. Sebenius (Boston: Harvard Business School Press, 1996).

1. See Ronald Heifetz,
Leadership Without Easy Answers
(Cambridge, MA: Belknap Press, 1994), 251.

2. For an in-depth exploration of managerial biases, see Max Bazerman,
Judgment in Managerial
Decision Making,
5th ed. (New York: Wiley, 2001).

3. See Heifetz,
Leadership Without Easy Answers.

4.
This was originally developed as a model of anxiety. See R. M. Yerkes and J. D. Dodson, “The Relation of Strength of Stimulus to Rapidity of Habit Formation,”
Journal of Comparative
Neurology and Psychology
18 (1908): 459–482. Naturally, this model has limitations and is most useful as a metaphor. For a discussion of limitations, see “How Useful Is the Human Function Curve?” at
http://www.trance.dircon.co.uk/curve.html.

5. For a discussion of “going to the balcony” in the context of negotiation, see
chapter 1
of William Ury,
Getting Past No: Negotiating Your Way from Confrontation to Cooperation
(New York: Bantam Doubleday, 1993).

6. W. Chan Kim and Renée A. Mauborgne, “Fair Process: Managing in the Knowledge Economy,”

Harvard Business Review,
July–August 1997.

1. Helen Handfield-Jones, “How Executives Grow,”
McKinsey Quarterly
1 (2000).

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.

Recommended Reading

Crafting Strategy

Brandenberger, Adam, and Barry Nalebuff.
Co-opetition.
New York: Doubleday, 1996.

Ghemawat, Pankaj, with David J. Collis, Gary P. Pisano, and Jan W. Rivkin.
Strategy and the Business Landscape
.

Reading, MA: Addison-Wesley, 1999.

Porter, Michael.
On Competition
. Boston: Harvard Business School Press, 1998.

Watkins, Michael, Mickey Edwards, and Usha Thakrar.
Winning the Influence Game: What Every Business Leader
Should Know About Government
. New York: Wiley, 2001.

Designing Organizations

Kaplan, Robert S., and David P. Norton.
The Strategy-Focused Organization: How Balanced Scorecard Companies
Thrive in the New Business Environment
. Boston: Harvard Business School Press, 2001.

Nadler, David, and Michael L. Tushman, with Mark B. Nadler.
Competing by Design: The Power of Organizational
Architecture
. New York: Oxford University Press, 1997.

Managing Change

Kotter, John P.
Leading Change
. Boston: Harvard Business School Press, 1996.

Schein, Edgar H.
Organizational Culture and Leadership
. 2d ed. San Francisco: Jossey-Bass, 1992.

Tushman, Michael L., and Charles O’Reilly III.
Winning Through Innovation: A Practical Guide to Leading
Organizational Change and Renewal
. Rev. ed. Boston: Harvard Business School Press, 2002.

Negotiating and Persuading

Cialdini, Robert.
Influence: The Psychology of Persuasion
. Rev. ed. New York: Morrow, 1993.

Stone, Douglas, Bruce Patton, and Sheila Heen.
Difficult Conversations: How to Discuss What Matters Most
. New York: Viking, 1999.

Ury, William.
Getting Past No: Negotiating Your Way from Confrontation to Cooperation
. New York: Bantam Doubleday, 1993.

Watkins, Michael.
Breakthrough Business Negotiation: A Toolbox for Managers
. San Francisco: Jossey-Bass, 2002.

Leading and Team Building

Bazerman, Max.
Judgment in Managerial Decision Making
. 5th ed. New York: Wiley, 2002.

Heifetz, Ronald A., and Marty Linsky.
Leadership on the Line: Staying Alive Through the Dangers of Leading
. Boston: Harvard Business School Press, 2002.

Hill, Linda A.,
Becoming a Manager: How New Managers Master the Challenges of Leadership,
2nd ed. Boston: Harvard Business School Press, 2003.

Katzenbach, Jon R., and Douglas K. Smith.
The Wisdom of Teams: Creating the High-Performance Organization
.

Boston: Harvard Business School Press, 1993.