Many of our business decisions are shaped by errors of logic and flawed judgments that distort our

understanding of the real reasons for a company’s or a CEO’s performance. In this book,

Rosenzweig identifies and explores nine popular business “delusions.”

The Halo Effect…and the Eight Other Business Delusions That Deceive Managers.

Phil Rosenzweig. 2007. Free Press. New York

“It’s the reward system, stupid!” Too many times, executives and organizations are frustrated by poor outcomes
despite what appeared to be well-defined tasks and job descriptions. Steven Kerr, in a classic Academy of
Management Journal article, provides numerous examples of mixed messages. No wonder our best employees become

cynical and leave!

On the Folly of Rewarding A while Hoping for B. Academy of Management Executive, 1995; 9: 7-16.

The Abilene Paradox, through the use of an ironic and funny anecdote, helps to explain why organizations can make

bad business decisions even when there is “consensus”.

The Abilene Paradox. Jerry B. Harvey. 1996, Jossey-Bass, San Francisco.

Our Iceberg Is Melting is a simple fable about doing well in an ever-changing world. Based on the work by leadership

and change expert, John Kotter, this book engagingly illustrates how Kotter’s Eight Steps can lead to necessary

changes within organizations.

Our Iceberg is Melting. John Kotter and Holger Rathgeber. 2005, St. Martins, New York.

Two classics clearly and succinctly describe critical principles to utilize prior, during, and after negotiations.

Robert Fisher and William Ury. Getting to Yes: Negotiating Agreement Without Giving In. Second Edition. 1991.

Penguin. New York

William Ury. Getting Past No: Negotiating Your Way from Confrontation to Cooperation. 1993.

Penguin. New York.