Index
Note: Figures are indicated by page numbers in italics.
Action planning, 188, 218, 231, 241–243, 242, 256, 298
Active listening, 31
Adaptability: in DANCE, 230
project execution and, 149
team, in change management, 262–273
Aggression: humor and, 179
in negotiation, 89
Aggressive people, 147
Agile methodology, 141, 149–150, 169–170, 170, 188
Agnew, Wes, 312
Agreeable people, 148
Ajam, Mounir A., 311–313
Alexander, Moira, 79
Alpha, 124
Ambiguity, 165
Analysis skills, 164
Approach, in negotiation, 84, 84
Associations, networking and, 65
Attitude: adjustment, 54–55
motivation and, 46
in negotiation, 86–89
networking and, 64–65
personal skills and, 52–55
Authority: in change management, 259
competence and, 111
customer escalation and, 303
decision making and, 56–57
influence and, 58
key players and, 259
leadership and, 39
legitimacy vs., 106
organizational support and, 237. See also Power
Balestrero, Gregory, 140
BATNA (Best Alternative to Negotiated Agreement), 89, 90
Blasco Pastor, Núria, 131–132, 188–190
Blomquist, T., 120
Bonghez, Simona, 265–267
Boyatzis, Richard, 218
Bracey, Hyler, 50
Branding, personal, 216
Breen, Bill, 202
Brown, Dan, 321
Buckholtz, Thomas J., 151–152
Business analysis skills, 163–165
Buyer types, 278
Buy-in, 34
Cabanis-Brewin, Jeannette, 114–116
Campbell, Joseph, xi
Case study: change management skills, 257–262, 258, 259
environment skills, 234–235
negotiating skills, 93–94
personal skills, 51–52
project management skills, 156–158
project portfolio management, 195–196
CBPM. See Commitment-based project management (CBPM)
Challenging customers, 302–303
Chamberlain, Joshua Lawrence, 35
Change control, 255–257
Change management skills, 7
and adaptability, 262–273
adaptation in, 253
alertness in, 253
behavioral patterns in, 260
and change assessment tool, 250–251
change control vs., 255–257
and change management process, 251–255, 254, 258, 258–259
and change readiness, 250
flexibility in, 253
and generational changes, 273
and identification of project key players, 259
and implementation plan development, 259–260
improvisation in, 253
and leadership, 260
and motivation to change, 249–250
and reactions to change, 260
and reasons for change, 247–248
and recognition of change process by others, 265–273
and resistance to change, 248
and starting position, 272
and team, 260–261
and typical results of change efforts, 247–248
Christensen, Clayton M., 309
Cialdini, Robert B., 58
Civil War, 35
Climate: organizational, 218
team, 38
Closing project, 160–163
Coalition building, 107–108
Cohen, Dennis, 215
Collaboration: difficult people and, 130
negotiation and, 102
networking and, 63
and project planning, 146
sales planning and, 277
social responsibility and, 226
and team “set point,” 130
Collins, Jim, 16
Commitment: coalition building and, 107–108
conflict management and, 49
courage and, 32
in force field diagram, 233, 233
leadership and, 12
management, 230–232
profession and, 40
project attitude and, 53
public, 58
sponsor, 283
winning, to project goals, 48
Commitment-based project management (CBPM), 150. See also Agile methodology
Communication: attitude and, 53
best practices for, 67
and management of executives, 19
millennials and, 78
in multicultural teams, 219–220
multicultural teams and, 62
negotiation and, 86, 87, 88, 89
power and, 124
project culture and, 223
project planning and, 145–147
sponsor, 243
in virtual teams, 221
Competition, 119–120, 128, 167, 257–258, 304–305
Complainers, 147
Conflict: culture and, 129
goals and, 129
needs and, 129
perceptions and, 129
resources and, 129
sources of, 128–129
values and, 129
Conflict management skills, 7, 49
avoidant, 178
compromising, 179
confronting, 178
constructive contention and, 136, 136–138
difficult people and, 129–131, 130
forcing, 179
humor and, 178–179
people side of, 131–136
reframing and, 138–139
smoothing, 178
and sources of conflict, 128–129
Consideration, 46–47
Consistency, 58
Constructive contention, 136, 136–138
Contention, constructive, 136, 136–138
Coping skills, 73–74
Counseling, as personal skill, 48
Covey, Stephen R., 185
Cravens, K. S., 77
Creativity, 264
Crowdsourcing, 297–299
Crowe, Andy, 57
Cuban missile crisis, 138
Culture: conflict and, 129
gender and, 220
humor and, 175–177
listening and, 31
and multicultural teams, 62, 219–220
organizational, 53
organization skills and, 188–190
Customer(s): benefits sharing with, 306
credibility, 305
dealing with, 305–306
difficult, 302–303
escalation, 303–304; identity, 297
orientation, 296–304
risk sharing and, 305–306
Customer knowledge, 7
competition and, 304–305
project outcomes and, 293–294
Customer value proposition (CVP), 313
CVP. See Customer value proposition (CVP)
Cynicism, 22
DANCE, 229–230
Decision making: ethical, 41–42, 225
humor and, 179
personal skills and, 56–57
Delegation, 17–18
as personal skill, 48–49
Difficult people, 129–131, 130, 147–148
Digitalization, 308–310
Directness, 47
Disruption, 308–310
Divine, D. V., 78
Documentation skills, 163–164
Donner party, 251–252
Drucker, Peter, 272
Duggal, Jack, 137
EASI. See Environmental Assessment Survey Instrument (EASI)
EBO. See Emerging Business Opportunities (EBO)
EDMF. See Ethical Decision-Making Framework (EDMF)
Edwards, Bruce, 166–167
Effective leadership, 27–31
Elicitation skills, 164
Emerging Business Opportunities (EBO), 202
Emotional quotient (EQ), 73–74
Emotional security, 264
Emotions, management of, 16
Energy management, 16–17
Environmental Assessment Survey Instrument (EASI), 188, 235, 241
Environment skills, 6
and action planning, 241–243, 242
case study, 234–235
and chaos, 226–229
and DANCE, 229–230
and force field analysis, 232, 232–241, 233, 236, 239
and ideal environment, 230
and management commitment, 230–232
and multicultural teams, 219–220
and project culture, 222–224
and role of sponsors, 243–245, 244
and social responsibility, 224–226
and virtual teams, 220–222
EQ. See Emotional quotient (EQ)
Escalation, customer, 303–304
Ethical decision making, 41–42, 225
Ethical Decision-Making Framework (EDMF), 41–42
Ethics: case study, 42–43
organizational, 313–318
power and, 124–125
Eubanks, David, 320–321
Evans, Lisa, 81
Example: leadership by, 18–19
management by, 46
Excellence, project, 165–167
Execution of projects: innovation management in, 151–154
principles in, 152–153
Executives, management of, 19–21
Executive summary, 286
Eye contact, 31
Facilitation skills, 164
Fairness, 39
Fear: change and, 249
virtual teams and, 222
Financial skills, 214–215
First-impression game, 22
Follow up, 68
Force field analysis, 232, 232–241, 233, 236, 239
Frame, J. Davidson, 110–111
Fraser, Iain, 210–212
Fun, 6. See also Humor
Galavant (television series), 35–36
Galbraith, Q., 159
Geary, Brent, 93–94
Gender, 220
Generational changes, 273
Generational skills, 74–81
George, Bill, 14
Githens, Greg, 215–216
Gladwell, Malcolm, 255
Goals, conflict and, 129
Godin, Seth, 292
Goldman, Daniel, 73
Goleman, Daniel, 218
Governance, 213–214
Graham, Robert J., 154–155, 202–203, 215
Greenleaf, Robert, 310
“Green” organizations, 191–194, 192
“Greenvenience,” 194
Hall, Aaron, 195
Hamel, Gary, 202
Harter, J. K., 77
Heart, management from, 49–51
Heritage, 313–318
Hewlett, Bill, 30
Higher voice, 145
Hillson, David, 147–148, 175–176
Hodson, Nicholas, 308
Honesty, 39
Hope, 21
Hormones, humor and, 181
Humor, 6
communication and, 177
conflict management and, 178–179
culture and, 175–177
decision making and, 179
for diffusion of tension, 172–173
as distraction, 181
effectiveness and, 172–173
effects of, on project management, 173–175, 175
efficiency and, 172–173
hard skills and, 180–181
hormones and, 181
as internal workout, 181
leadership and, 178
motivation and, 179–180
negotiation and, 180
perspective and, 181–182
physical release and, 181
problem solving and, 179
research on, 181–182
social benefits of, 182
stress management and, 179
team management and, 177–178
Identity, customer, 297
Influence: authority and, 58
consistency and, 58
humor and, 179–180
law of, 33
legitimacy and, 106
liking and, 58
listening and, 31
organizational awareness and, 73
as personal skill, 47–52, 57–61, 60
political environment and, 110, 123
as political skill, 6
power and, 124
reciprocity and, 58
reframing and, 138
scarcity and, 58
social validation and, 58
stakeholder analysis and, 146. See also Power
Information, in negotiation, 84, 84
Information overload, 221
Information resources management (IRM), 153
Initiation of projects: outcomes in, 141–142
outputs in, 141–142
problem statement in, 142
project planning and, 145–147
and project success, 142–143
risk facilitation and, 147–148
vision in, 143–145
Inner voice, 145
Innovation management, 151–154
Insecurity, 22
Integrity crimes, 122–123
Intuition, 34
IRM. See Information resources management (IRM)
James, Vicki, 190–191
Joint Application Development (JAD) sessions, 164
Joke, 172. See also Humor
Juli, Thomas, 143–144
Kawasaki, Guy, 292
Kennedy, John F., 138
Kerzner, Harold, 167
Key competitors, 304–305
Keyes, C. L., 77
Key performance indicators (KPIs), 86
Khan, Zahid, 86
Kleiner, Art, 109–110
Knapp, M., 214
Know-it-alls, 148
Knowledge, 39
Kouzes, J., 39
KPIs. See Key performance indicators (KPIs)
Lahn, Bruce, 217
Langley, Mark, 3–5
Larrauri, Nicole, 79–81
Lauridsen, Robert, xiii
Leadership, 5–6
addition and, 34
change management and, 260
code of ethics for, 38–43
effective, 27–31
empowerment and, 34
by example, 18–19
high-performance teams and, 37–38
humor and, 178
influence and, 33
integration of roles in, 21–27
intuition and, 34
laws of, 33–34
navigation and, 33
political skills and, 122–123
process and, 33
respect and, 34
of self, 14–17
servant, 310–313
of team, 12
Lin, K., 78
Listening: customer escalation and, 303
to customers, 297
in effective leadership, 31
and multicultural teams, 219–220
as personal skill, 48
in PMI Talent Triangle, 5. See also Communication
Looping behaviors, 121, 121–123
Love, for projects, 24–27
Lumpkin, Susan, 112
Malak, Daniel, 79
Management, 6
of emotions, 16
of energy, 16–17
by example, 46
of executives, 19–21
from heart, 49–51
of priorities, 16
self, 165
of team, 12
of thoughts, 17
of time, 16
Mancuso, Lorraine, 55
Margules, Cindy, 72–73
Market forces, 306–308
Market segment, 304
Market size, 304
Market trends, 294–296
Maxwell, John, 33
McKee, Annie, 218
Mediation, 35
Meisner, Remco, 31, 91, 123, 181, 267–271, 299–301, 307–308
Millennials, 74–81
Modeling, visual, 164
Moeller, Leslie H., 308
Moodiness, 22
Moore, Geoffrey, 306–307
Motivation: to change, 249–250
humor and, 179–180
as personal skill, 46–47
Mourkogiannis, Nikos, 166
Multicultural teams, 62, 219–220
Needs, conflict and, 129
Negative people, 148
benefits of, 84–85
humor and, 180
project success and, 85–86
Negotiation: approach in, 84, 84
attitudes on, 86–89
BATNA (Best Alternative to Negotiated Agreement), 89, 90
bottom line in, 101
case study, 93–94
closure in, 101–102
concessions in, 101
hard, 89
intimidation tactics in, 101
issues to be negotiated in, 85, 95
knowing status in, 97–98
limiting authority in, 99
opening offer in, 100
patience in, 96–97
positivity in, 96
preparation for, 84–89, 91, 97
principled, 89
process, 89–90
soft, 89
statement of needs in, 93
testimonials on, 86–89
trial balloons in, 99
Networking: associations and, 65
attitude and, 64–65
follow up and, 68
organizations and, 65
as personal skill, 48, 63–70, 64, 67
references and, 66
serving others and, 65
O’Brochta, Michael, 124–125, 262–264, 310–311
Oishi, S., 77
Oliver, E. G., 77
Organizational awareness, 73
Organizational climate, 218
Organizational culture, 53
Organizational dynamics, 206–209
Organizational ethics, 313–318
Organizational structure, 186–188
Organizations, networking and, 65
Organization skills, 6
culture and, 188–190
financial skills and, 214–215
governance and, 213–214
and “green” organizations, 191–194, 192
organizational structure and, 186–188
people and, 188–190
personal branding and, 216
project portfolio management and, 194–210
and sponsor management, 190–191
strategic management and, 197
strategic thinking and, 215–216
and “toxic” organizations, 191–194, 192
value and, 210–213
Orientation, customer, 296–304
Outcomes, project, 293–294
P2O2, 89
Packard, Dave, 30
Parallel processing, 221
Passion, 61–63
Pells, David, 64
Perceptions, conflict and, 129
Perfectionism, 22
Perry, Katy, 104
Persistence, 61–63
Personal branding, 216
Personal skill(s), 6
attitude and, 52–55
case study, 51–52
conflict management as, 49
consideration as, 46–47
coping skills as, 73–74
counseling as, 48
for dealing with individuals, 48–49
for dealing with teams, 49
decision making and, 56–57
delegation as, 48–49
directness as, 47
generational skills as, 74–81
listening as, 48
with millennials, 74–81
motivation as, 46–47
negotiation as, 49
networking as, 48, 63–70, 64, 67
passion and, 61–63
patience and, 61–63
persistence and, 61–63
power use as, 48
project attitude and, 53, 53–54
rapport building as, 48
strengths and, 70–73
trust building as, 48
winning commitment as, 48
Phillips, Michael, 159
Pinto, Jeffrey K., 108
Planning, political, 109–121
PMO. See Project management office (PMO)
Political environment, 109–110
Political jungle, 111–116
Political skills, 6
coalition building and, 107–108
competence and, 110–111
credibility and, 110–111
influence and, 106
integrity crimes and, 122–123
leadership and, 122–123
legitimacy and, 106–109
looping behaviors and, 121, 121–123
planning and, 109–121
positive politics and, 106
power and, 106
relationship building and, 110–111
stakeholder behavior and, 111
and truth to power, 123–124
Politics, as ever-present, 108–109
POO. See Project office of one (POO)
POO Code, 321–332
Positive attitude, 46
Positive politics, 106
Positivity, in negotiation, 96
Posner, B., 39
Powell, Colin L., 172
Power: appropriate use of, 48
coalition building and, 107
credibility and, 110
ethics and, 124–125
in negotiation, 83, 84, 84, 90
personal skills and, 48
political environment and, 109
speaking truth to, 123–124
understanding, 124–125. See also Authority; Influence
Presentation skills, 284–285, 285
Pricing, in proposal, 286, 287
Pride, 22
PRINCE2, 214
Principles, in project execution, 152–153
Priority management, 16
Problem statement, 142
Professional development, 36–37
Professionalism, ethics vs., 39–40
Project closing, 160–163
Project environment, 218. See also Environment skills
Project excellence, 165–167
Project execution: innovation management in, 151–154
principles in, 152–153
Project initiation: outcomes in, 141–142
outputs in, 141–142
problem statement in, 142
project planning and, 145–147
and project success, 142–143
risk facilitation and, 147–148
vision in, 143–145
Project Management Institute (PMI), 5
Project management office (PMO), 72, 118–121
Project management skills, 6
Agile methodology in, 169–170, 170
business analysis skills in, 163–165
case study, 156–158
closing in, 160–163
competency and, 168–169
control vs. results in, 154–160, 156–158
courage in, 158–159
documentation skills in, 163–164
elicitation skills in, 164
and execution of projects, 149–154
facilitation skills in, 164
and initiation of projects, 141, 141–145
innovation management in, 151–154
project closing in, 160–163
project excellence in, 165–167
relationship-building skills in, 164–165
specification skills in, 163–164
visual modeling in, 164
Project office of one (POO), xi, 2
Project outcome life cycles, 215
Project outcomes, 293–294
Project portfolio management: case study, 195–196
execution of, 198–199
executive beliefs and, 196–197
executive expectations and, 196–197
executive support for, 195–196
modern management practice compatibility with, 200–201
organization skills and, 194–210
selling, to executives, 198
sustaining discipline in, 200
training, 199–200
upper management support in, 197–198
Project reviews, 161–163
Project sponsorship, 190
Project success, 142–143
Proposal preparation, 285–288
Psychological safety, 38
Purpose, 39
Questioning skills, 278–280
Rapport, 48
Rasberry, Salli, 159
Readiness, change, 250
Reagan, Ronald, 82
Reciprocity, 58
Redmann, Amber, 3
References, networking and, 66
Reframing, 138–139
Relationship building, 110–111
Relationship-building skills, 164–165
Relationship development, 34–36
Requests for proposal (RFPs), 92, 283, 285–288
Requirements workshops, 164
Resistance to change, 248
Resources: conflict and, 128, 129
management and, 12
networking and, 64
portfolio management and, 201
project planning and, 145–146
sacrifice and, 25
sales skills and, 282
vision and, 144
social, 224–226
Reviews, project, 161–163
Revitalization cycles, 219
RFPs. See Requests for proposal (RFPs)
Richards, Ann, 105
Risk facilitation, 147–148
Risk sharing, 305–306
Rosenblum, Jack, 50
Sacrifice, 34
Safety, psychological, 38
Sales skills, 7
and buyer types, 278
closure in, 280
emotion and, 275–276
“in the game,” 276–277
objections and, 283
presentation skills in, 284–285, 285
proposal preparation in, 285–288
and questioning skills, 278–280
resources in, 282
and sales planning, 277–278
and sales process, 280, 280–283
and sponsor commitment, 283
summarization in, 282
upper management support and, 276
Sanchez, Yunive Moreno, 125
Sanford, Aubrey, 50
Sangin, Martina, 308
Scarcity, 58
Schlappi, Mike, 52–53
Schmidt, F. L., 77
Schweitzer, Albert, 54
Self-leadership, 14–17
Self-management, 165
Self sharing, 21–22
Sensitivity training, 277
Servant leadership, 310–313
Service-mindedness, 264–265
Shakespeare, William, 45
Sharing, of self, 21–22
Silent people, 148
Sinek, Simon, 33
Skills, 4
analysis, 164
business analysis, 163–165
change management, 7
coping, 73–74
documentation, 163–164
elicitation, 164
environment, 6
facilitation, 164
financial, 214–215
generational, 74–81
humor and, 177–180
organization, 6
personal, 6
political, 6
project management, 6
questioning, 278–280
relationship-building, 164–165
sales, 7
specification, 163–164. See also Change management skills; Conflict management skills; Environment skills; Negotiating skills; Organization skills; Personal skill(s); Political skills; Project management skills; Sales skills
Smith, S. D., 159
Snyder, W. M., 225
Social responsibility, 224–226
Social validation, 58
Solera, Jose, 149–151, 302–303
Specification skills, 163–164
Split groups, 221–222
SPO. See Strategic project office (SPO)
Sponsors: negotiation with, 94–104, 102
SRAA (sense, respond, adapt, adjust), 229–230
Stacey, R. D., 228
Stakeholder behavior, 111
Stallers, 148
Stewart, J. S., 77
Storytelling, 159
Strategic management, 197
Strategic project office (SPO), 121
Strategic thinking, 215–216
Stress management, humor and, 179
Success, project, 142–143
Successful voice, 145
Surowiecki, James, 298
Synchronicity, 222
Taylor, Peter, 319–320
Team(s): in change management, 260–261, 262–273
gender and, 220
high-performance, 37–38
humor and, 177–178
leadership of, 12
management of, 12
personal skills for dealing with, 49
virtual, 220–222
Technical component, of proposal, 286–287
Technology: change management and, 258, 262
disruption and, 308–310
innovation and, 152
Thiry, Michel, 65
Thompson, Mark, 165–166
Thompson, Michael, 169–170
Thoughts, management of, 17
Time management, 16
Timing, in negotiation, 84, 84
Tingley, Robyn, 78
Toxic organizations, 191–194, 192
Trends, market, 294–296
Trueblood, Roy, 50
Truth to power, 123–124
Tuchman, Barbara, 203
Turner, J. Rodney, 120
Unhappy voice, 145
Value: elements of, 211
organization skills and, 210–213
types, 211
Value proposition, 312
Values: coalition building and, 107
conflict and, 129
courage and, 158
ethics and, 38–39
Virtual teams, 220–222
Vision, 12, 75, 121, 121, 143–145, 223, 227, 233, 315–317
Visual modeling, 164
Voice, in vision, 145
Weaver, Janice L., 132–136, 139
Wenger, E. C., 225
Werner, J. P., 78
Whitten, Neal, 26
Why, 33
Wiefling, Kimberly, 91
Wong, Zachary, 129
Youth, Howard, 114