Whether executives want to admit it or not, during the course of the average week someone, be it a client, vendor, employee or peer, is attempting to lie to them. People faced with this situation use a variety of methods to attempt to determine whether they’re getting the facts. Few of these methods actually result in separating fact from fiction. Author, keynote speaker and world-renowned body language expert Janine Driver offers a better way to pull the truth out of others in her book You Can’t Lie to Me: The Revolutionary Program to Supercharge Your Inner Lie Detector and Get to the Truth. This book is now available in multiple digital formats as a Soundview Executive Book Summary.
Driver stakes a claim for her expertise by offering “The BS Barometer,” a combination of tools that help readers understand the nature of detecting deception. One surprising point is the critical importance of the emotional investment of the person attempting to discover deceit. Driver writes that emotional investment is “the biggest predictor of your success. You must have as much skin in the game as the liar does. Why you want to know is just as important as what you want to know.” Recognizing what could be gained or lost by allowing a lie to persist will power executives to stop it in its tracks.
You Can’t Lie to Me provides a five-step program for advanced lie detection. Each step is given a name that will register with fans of true crime novels or police procedural media: Gathering Intel, The Wiretap, The Stakeout, The Full Body Surveillance, and The Interrogation. With unique insights on body language, verbal cues and facial expressions, Driver creates a communication method that, if thoroughly read and carefully practiced, can give executives a secret advantage in their daily interactions.
Some of the most difficult parts of an executive’s job can result from ordinary situations. A simple conversation with an employee can reveal a problem that will affect the entire organization. A mishandled pitch in a meeting dooms an idea for a game-changing product to fail. Soundview has three new summaries that provide executives with the skills to turn those pivotal moments into extraordinary opportunities.
by Janine Driver
You Can’t Lie to Me by Janine Driver. What if you could increase your salary by 15 percent and kick problems and worries to the curb simply by learning how to detect a lie the moment it starts? What if you had an easy-to-use test that tipped you off the instant someone held something back from you? No machine built to date has proven more effective than a well-trained human lie detector, says world-renowned body language expert Janine Driver, a former federal law enforcement investigator who has trained agents at the ATF, CIA, and FBI. In You Can’t Lie To Me, Driver teaches you how to protect yourself from liars and manipulators.
by Lina M. Echeverria
Idea Agent by Lina M. Echeverria. There is perhaps no leadership challenge more daunting than managing creativity — and more urgent than delivering breakthrough innovation. How do you harness some of the most passionate, intelligent people in your organization without stifling them? How do you simultaneously unleash their energy and channel it into something tangible? In Idea Agent, Lina M. Echeverría offers seven proven principles through which new ideas come to fruition.
by Lee LeFever
The Art of Explanation by Lee LeFever. You’ve done the hard work. Your product or service works beautifully — but something is missing. People just don’t see the big idea — and it’s keeping you from being successful. Your idea has an explanation problem. The Art of Explanation is for business people, educators and influencers who want to improve their explanation skills and start solving explanation problems. In this summary, author Lee LeFever provides a guide to helping audiences fall in love with your ideas, products or services through better explanations in any medium.
All of the above summaries are now available in multiple digital formats.
During the course of a day, executives spend a portion of time thinking about the “what” involved in various actions: What does the executive need to do? What did employees do? What are customers doing? Rarely does anyone take the time to analyze the “why” of what we do. Fortunately, Duke University professor and author Dan Ariely provides readers with one of the most thought-provoking examinations of the “why” behind decision making in his book Predictably Irrational: The Hidden Forces That Shape Our Decisions. The Soundview Executive Book Summary of this book is now available for download.
While Ariely’s book is not specifically written for a business audience, the benefits to an executive reader are tremendous. It is easy to read through the various social science experiments and see the applications to marketing, sales and customer service. What becomes clear to executives who read Predictably Irrational is that Ariely’s book offers additional suggestions for areas such as performance and workplace culture.
For example, Ariely suggests that a better method to prevent procrastination is to allow people to voice their preferred path of action to accomplish a goal. This prevents the individual from feeling crushed by a mandate from above while creating the self-imposed restrictions that can help give structure to finishing a task. Ariely admits that this approach may lack the effectiveness of more dictatorial ways of enforcing responsibility, but a more cooperative approach to goals can, as Ariely writes, “help push us in the right direction.” In a bonus bit of business wisdom, he suggests that people can be more successful at meeting deadlines if given training and experience in setting their own timetable.
Predictably Irrational is an entertaining read with insights that can be interpreted and applied to an executive’s own company. Choosing to read Ariely’s book is a decision that can be firmly labeled “rational.”
To learn more about the positive and negative effects of irrational behavior, check out the Soundview Executive Book Summary of Ariely’s follow-up book The Upside of Irrationality.
Influence in the world of business has often been wielded like a club. It is a tool that is roughly crafted and swiftly swung. The end result is achieving one’s goal in a manner that can result in a measure of damage to another individual. Drs. Mark Goulston and John Ullmen emphasize to executives that we now exist in the “post-pushing, post-selling” world of influence. In their book Real Influence: Persuade Without Pushing and Gain Without Giving In, Goulston and Ullmen revise the outdated rules of persuasion and give readers a new, more collaborative way to accomplish what needs to be done. You can now download the Soundview Executive Book Summary of Real Influence in multiple digital formats.
According to the authors, an executive’s ability to influence may be hampered by one of four possible traps. These traps, such as “The Habit Handicap” or “Error Blindness” cause a person to become disconnected while trying to influence others. This disconnect creates a one-way path toward compliance, and it is a path that, even if traveled successfully, can both create resentment and end the potential for future influence.
Real Influence turns the tables on the club-wielding negotiator with a four-step process to turn the one-way path into an open road freely traversed by both parties. Executives will learn to stop the self-centered behaviors that are at the heart of most influencing efforts. Some of the ideas to aid this effort are extensions of findings in Goulston’s previous best-seller Just Listen. The new information in Real Influence enhances the previous book’s teachings and adds a dimension of unique takeaways, such as listening past your personal blind spots. [Editor's note: For a full explanation of listening past your blind spot, check out the Soundview Live webinar featuring Goulston and Ullmen.]
Goulston and Ullmen have crafted one of the few books on influence that removes the skill from the “win/loss” dynamic with which it is commonly associated. Real Influence is a new, improved book on a must-have communication skill. Put down your club and pick up the Soundview Executive Book Summary today.
In one of the most accurate depictions of today’s global business landscape, A.T. Kearney executive and author Paul Laudicina describes society as “a swirl of business, governments, organizations of all kinds and individuals.” While these primary elements have been the ingredients in the recipe for society for centuries, the concentration and blending are at all-time highs. Laudicina takes stock of the state of the global economy in Beating the Global Odds: Successful Decision-Making in a Confused and Troubled World. This essential guide to making sense of the global swirl is now available as a Soundview Executive Book Summary.
The “odds” Laudicina describes may appear stacked against most executives. He outlines the considerable challenge faced by leaders in the majority of organizations. Leaders are tasked with trying to keep up with fast-paced changes in technology, politics and customer expectations while operating within organizations that have long-held operating and decision-making practices. Laudicina also reminds executives of economist Paul Volcker’s three deficits: budget, trade and leadership. Of the three, Laudicina concurs with Volcker that the leadership deficit far outweighs the other two issues, and its ramifications may be the most damaging to the global economy.
Fortunately, Beating the Global Oddsprovides a method for what Laudicina terms “Values-Based Leadership,” as well as the critical importance of scenario planning to a company’s continued vitality. Laudicina does an excellent job of balancing what are traditionally termed “hard” and “soft” leadership skills. For example, a discussion on innovation follows a section on the need for a leader to improve his or her relationships. The equal amount of page space devoted to both sets of abilities is an indicator that Laudicina believes both hard and soft skills are difference makers.