Index
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Accenture, 217
Achieving results, 225
Adeptness in relationships, 270
Adversity, handling, 53, 55 (See also Resilience)
American Foundation for the Blind, 79
Amoros, Sandy, 89
Anticipation, 191
Appreciation, 190–191
Aristophanes, 13
Asking questions, 220
Assertiveness, of managers, 141
Association endorsements, 178–181
Attitude:
of job applicants, 157
toward work, 89
Aurora, 216
Authenticity:
and imitation of others, 245
Automotive News, 109
Banana Republic, 188
Bank of America, 217
Beattie, John, 242–243
Belief(s):
fighting for, 49–50
in leaders and in followers, 223
living, 159
seeing the world through, 191–192
in self and others, 145
vision based on, 223
Benny, Jack, 198
Berra, Yogi, 89
Biden, Joe, 24
Bodine, Geoff, 206–207
Bogar, Tim, 204
Bogues, Muggsy, 202–203
Boxer, Barbara, 5–6
Boy Scouts, 57–59
Brain, exercising, 248
Brandt, Alyson, 6–7
Brice, Fanny, 198
Brooklyn College, 73
Brooklyn Dodgers, 18–24, 33, 50–52, 81–82, 89–90, 99–100
Brooklyn Dodgers (film), 99
Brown v. Board of Education, 72
Bryant, Fred, 191
Buick Motor Division, General Motors, 108–109
Buse, Paul, 180
Caliper:
association endorsements of, 178–181
end of partnership with David, 177
as expression of Greenberg, 186–187
and global financial crisis, 233–241
Greenberg on future of, 247–249
growth of, 117–125
improving services of, 135–140
international growth of, 165–170, 172
niche of, 135–140
origin of, 105–110
personal personality profile from, 275–276
Princeton offices for, 197, 233
study of women in business by, 216–221
success of, 185
website of, 275–276
and welfare to work initiatives, 151–157
Campbell, Joseph, 83
Cancer, 249–253
Captain Midnight (radio show), 198
Casey, Hugh, 51
Celler, Emanuel, 77–78
Challenges:
at Caliper, 233–241
to conventional wisdom, 127, 128
for first-time managers, 140–145
as tests that help define us, 80, 237
Change:
sensing need for, 225
in work habits, 257
Chicago Cubs, 200
Chicago White Sox, 200
Churchill, Winston, 269
City College, 61, 71–75, 77, 248, 249
City of Angels (film), 191
Clark, Kenneth, 72
Cleveland Cavaliers, 199
by managers, 143
of potential leaders, 256–258
Collective spirit, 75
Collins, Jim, 221
Commitment:
incremental, 113
of managers, 144
Communication:
at Caliper during economic downturn, 239–240
in global marketplace, 171
for leadership, 225
listening, 22, 110–111, 219, 220, 224
by managers, 142
nonvisual cues, 8
by radio announcers, 21–22
visual cues, 7–8
(See also Conversations)
Communist affiliations, 77–78
Competence, confidence and, 25–26
Competitiveness, 195, 206–207, 210–213
within an organization, 211
of Caliper employees, 241
fear and, 207
in sports vs. in business, 208–210
for success, 205
of superior athletes, 200–201
Compromising, 44
Concerns, addressing, 142
Confidence, 25–29
and competence, 25–26
and flow, 66
nurturing, 28
for persuasiveness, 113
questions about, 29
of women leaders, 220
Confidence (Rosabeth Moss Kanter), 25
Conflict management, 143
Connecting, 3–15
constant, 37
cultural factors in, 167
Greenberg’s abilities for, 5–9
by leaders, 9–10
as management style, 37–38
through empathy, 11–15
through engagement, 10
and voice, 11
by George Washington, 112
Continual learning, 144
Conversations:
with employees, 256
for focusing your leadership story, 268
meaningful, 9
Core belief:
living, 159
vision based on, 223
Core messages, 73–74
Cost of building a business, 253–254
Costas, Bob, 21
“Crucible experiences,” 55, 244–245
Csikszentmihalyi, Mihaly, 63, 66
Cultural differences, 165–172
Culture:
performance, 205
of talent identification and development, 255
Czech Republic, 169–170
Dalton, Laurie, 174
Days of Thunder (film), 206
Decision making, 129–130
Declaring your goals, 91
Defeats, 53
Delegation, 225
Deloitte & Touche, 217
Dependability, 40
Deutsche Bank, 217
Developing talent, 240
Developmental Guide (Caliper), 275
DiMaggio, Joe, 51
Diplomacy, 44
Direction, sense of, 36–38
Disadvantaged groups:
Greenberg’s research on, 78–79
Discipline, external vs. internal, 201
Duckworth, Angela, 64–65
Durante, Jimmy, 198
Durocher, Leo, 19
Earnhardt, Dale, Sr., 206
Economic Opportunity Act, 152
The Economist Group, 217
Education, integrated vs. segregated, 78–81, 90
Eisenhower, Dwight D., 27
Ellis Greenberg Company, 76
Emotional intelligence, 14, 257, 270
Emotional Intelligence (Daniel Goleman), 14
Empathy, 11–15
of Caliper employees, 241
in emotional intelligence, 270
and need to persuade, 103–104, 109
questions about, 15
of salespeople, 103–104
and skepticism, 171
of women leaders, 217
Empowering others, 225
Engagement:
connecting through, 9–10
and flow, 63–68
with stories, 267
of top performers, 205
Enterprise Rent-A-Car, 217
Entrepreneur(s), 192–196
characteristics of, 186–188, 193–195
Greenberg as, 185
Greenberg on, 185–189
Greenberg’s advice to, 253–255
provocativeness of, 127
risk taking by, 195
types of, 187–189
Environment, created by leaders, 46, 74, 211, 224–225
Erikson, Erik, 266
Ernst & Young, 217
Experience, as hiring qualification, 127–128
Explanatory style, 160
External structure, 141
Failure, 53
and entrepreneurism, 192–193
handling, 54
having enough money to survive, 253–254
(See also Rejection)
Faulkner, Henry, Jr., 109
The Faulkner Organization, 109
Fear(s):
and competitiveness, 207
courage and, 83
of Greenberg, 252–253
in hiring, 125
Feedback, from managers, 142
Fernández-Aráoz, Claudio, 14
Fighting for what you believe, 49–50
Fitzsimmons, Fat Freddie, 19, 51
Flourish (Martin Seligman), 64
Flow (Mihaly Csikszentmihalyi), 63
Flow, grit and, 63–68
Ford Motor Company, 105
Fortune, 249
Framing, 162
Freud, Anna, 72
Friedman, Thomas, 217
Future leaders, identifying and developing, 222–223, 255–259
gategroup, North America, 174
General Electric, 105
General Motors, 108
Generativity, 266
George, Bill, 14, 245, 261, 266
Georgie (Caliper client), 155
Gimbels, 156
Gladwell, Malcolm, 226
Global financial crisis:
Caliper’s response during, 233–241
learning from, 244
Goal orientation, 91–96
Goals:
achieving, 146
declaring, 91
as symbols of success, 93
testing, 91
Goldstein, Kurt, 72
Goodwin, Doris Kearns, 228
Grable, Betty, 21
Greenberg, Alex, 215
Greenberg, Herb, xiii, xiv, 76
ability to connect with people, 5–9
and assessment of women in business, 216–221
and association endorsements, 178–181
on bad bosses, 226
at Boy Scout camp, 57–59
at Brooklyn College, 73
on Brooklyn–Manhattan rivalry, 32, 33
bullies’ attacks on, 46–50
and Caliper’s early growth, 117–125
and Caliper’s international expansion, 165–172
at camp for the blind, 49
on childhood messages, 83
on competitiveness, 210–212
on confidence, 25–26
on connecting, 37
on creating an environment, 224–225
on dealing with mistakes, 223
on developing future leaders, 222–223
and Dodgers, 17–25, 81–82, 99–100
early education of, 43–48, 60–62
early entrepreneurism of, 182–183
at Ellis Greenberg Company, 76
on emotional intelligence, 270–271
on empathy, 11–14
on employees’ growth potential, 158–159
on engagement, 10
entrepreneurial spirit of, 79
on entrepreneurism, 185–189
on entrepreneurs, 192–195
family reactions to blindness of, 183–185
fears of, 252–253
on future of Caliper, 247–249
on giving back, 249
on his blindness, 3–4, 35–37, 251
illness of, 249–253
on improving Caliper’s services, 135–140
and integrated vs. segregated education, 78–81
leadership story of, 262–264
on leadership style, 228–230
and Lionel Goldman, 59
listening and memory skills of, 45–46
on management, 140–144
management style of, 37–38
marriage to Sunny, 215
mastoid operation, 33–34
and McCarthy hearings, 77–78
memorization by, 61
and Mets, 100–101
on motivation and goal setting, 92–94
on never being satisfied, 146–148
and New Opportunities Program, 152–153
at New York City Department of Welfare, 75–76
at New York University, 75, 76, 78
onset of blindness, 34–35
on passion and persistence, 67
passion and persistence of, 64
people’s impressions of, 3–4, 6–7
PhD research of, 78–81
on planning, 189
prejudice experienced by, 87–88
on qualities leaders need, 223–226
radio station owned by, 197–198
and response to global financial crisis, 233–241
on righting social wrongs, 74
on rising to challenges, 244
on risk taking, 131–132
on savoring, 190
sensing of opportunities by, 97–110
as sole owner of Caliper, 177–178
on spending time with top performers, 242–244
sports talent assessment of, 198–206
on taking a stand, 74
on teamwork, 24–25
and test for sales potential, 97–99, 101–110
at Texas Tech, 88–90
on trust, 39–40
on unique leadership strengths, 269
on urgency, 173–175
and welfare to work initiatives, 152–157
Greenberg, Holly, 181, 184–185, 263
Greenberg, Jeanne, 181, 215, 216
Greenberg, Linda, 34, 48, 182–184
Greenberg, Rosalind, 33
Greenberg, Sally, 215
Greenberg, Sunny, 215
Greenberg, Zena, 181–183
Grit, flow and, 63–68
Growth potential, of employees, 158–159
Gut feelings, 129–130
Habits, changing, 257
Harvard Business Review, 7, 120, 121, 126
Hemingway, Ernest, 83
Henri, Angelo, 153
Herman, Billy, 50
Hero’s journey, 83–84
Hidden talent, 255
Hierarchy of needs (Maslow), 73
Higbe, Kirby, 51
Hillier, Bob, 197
Hiring, 125–128
for growth potential, 158–159
and responsibilities of positions, 139
in your own image, 157–156
Holman, Nat, 74
Honoring self and others, 144
Hope, 94
Huxley, Aldous, 128
Ibarra, Herminia, 266
Impact, making, 195
Impatience, 174
Inc. magazine, 249
Inclusive leadership style, 220
Independent Insurance Agents and Brokers of America, 178, 180
Inman, Stephen, 170
Institute of Marketing (UK), 165, 166, 172
Insurance salespeople, 98
Intellectual curiosity, 13
Intelligence, 159 (See also Emotional intelligence)
International Paper, 217
Interpersonal skills, of women leaders, 217
Inventors, 187
Jack Armstrong, the All-American Boy (radio show), 198
Job matching, 139
Jobs, Steve, 210–211
Johnson, Lyndon B., 151
Johnson & Johnson, 217
Junior’s, 17–18
Kennedy, Robert, 152
Koch, Ed, 37
Kohler, Laura, 7
Lane, Floyd, 248
Lavagetto, Cookie, 51
Leaders:
authentic, 14
clear sense of purpose created by, 75
confidence of, 26–27
connecting by, 9–10
core messages of, 73–74
different kinds of, 269
empathy of, 14
environment created by, 46, 74, 211, 224–225
factors balanced by, 238
followers for, 223–224
guiding principles of, 79–80
hope instilled by, 94
identifying and developing, 222–223
measuring effectiveness of, 269–270
mentors for, 60
performance culture created by, 205
practice by, 145–146
qualities of, 225–226
women as, 216–221
(See also Leadership traits)
bad, learning from, 226–227
of Eisenhower, 27
emotional intelligence for, 270
as pulling others into a noble and just cause, 75
and pushing vs. leading, 207–208
questions about future of, 259
recognizing potential for, 255–256
Strength Test for, 228–229
by women, 216–221
Leadership stories, 261–268, 272
clarifying, 264–265
defining experiences in, 265–266
engagement with, 267
generativity of, 266–267
of Greenberg, 262–264
as personal narrative, 264
questions for clarifying, 264–265
Leadership style, 221–226, 231
of men vs. women, 220
of women leaders, 217–218
Leadership traits:
competitiveness, 210–213
confidence, 25–29
control, 229–230
courage, 82–85
empathy, 11–15
entrepreneurism, 192–196
goal orientation, 91–96
grit and flow, 63–68
looking within, 269–271
never being satisfied, 146–149
optimism, 159–163
persuasiveness, 110–114
resilience, 52–56
rising to challenges, 244–246
risk taking, 130–134
succession, 255–259
trust, 39–41
urgency, 173–176
Learned Optimism (Martin Seligman), 160
Lehman Brothers, 234
The Life Cycle Completed (Erik Erikson), 266
The light within, 273
Lincoln, Abraham, 228–229
Listening, 22
as basis of leading, 224
in persuading, 110–111
Lloyds TSB, 217
Looking within, 269–271
Los Angeles Dodgers, 99–100
Losses, effects of, 52
Lyubomirsky, Sonja, 161
Management, 140–145
connecting in, 37–38
as leadership skill, 225
Managers:
bad, learning from, 226–227
behaviors of, 141–142
evaluation of visual cues by, 7–8
first time, lessons for, 140–145
leadership skills of, 221–222
and perception of job responsibilities, 139
personality attributes of, 141
Maria (Caliper employee), 153
Maslow, Abraham, 73
Mathew, Sara, 218–220
Mayer, David, 97–98, 152, 188, 190
and Caliper’s international expansion, 165, 172
end of partnership with, 177
and growth of Caliper, 118–123
and improvement of Caliper’s services, 135, 136, 139
and origin of Caliper, 105–110
and sales potential assessment development, 101–104
Mays, Willie, 101
McAdams, Dan, 266–267
McCain, John, 83
McCarthy, Joe, 77–78
McCarthyism, 77–78
McDougald, Gil, 89
McIlvaine, Joe, 203–204
Meaning/meaningfulness, 75
as entrepreneurs’ goal, 195
for true success, 159
Medwick, Joe, 51
Memorization, 61
Mentors, 58–62
finding, 59–60
of Greenberg, 58, 59, 61–62, 76
for leaders, 60
Messages:
core, 73–74
positive and negative, 62
Microsoft, 210–211
Minnesota North Stars, 199
Mistake(s):
correcting, 218
learning from, 221
not making a move as, 195
Molson Coors, 217
Monroe, Ruth, 72
Moon landing initiative, 93–94, 136
Morgan Stanley, 217
Motivation(s):
assessing and understanding, 139
becoming clear about, 95
in emotional intelligence, 270
of entrepreneurs, 188
and goal setting, 92
of person you are trying to persuade, 111–113
to persuade, 113
for selling, 103
Moussa, Mario, 111–113
Moxie, 49–50
Murphy, Gardner, 71–72
Murrow, Edward R., 197
NASCAR, 206
National Alliance of Business, 154, 224–225
National Automobile Dealers Association, 178
National Real Estate Association, 178
Negative messages, 62
Never being satisfied, 140–149
and improvement of Caliper’s services, 135–140
and management, 140–144
New Jersey Nets, 199–200
New Opportunities Program, 152–153
New York City Department of Welfare, 75–77, 151
New York Giants, 32
New York University, 75, 76, 78, 249
New York Yankees, 18, 32, 50, 51, 82, 89–90, 101
Nonvisual cues, 8
Obama, Barack, 24
Odysseus, 59
Odyssey Partners, 118
Office of Economic Opportunity, 152
O’Malley, Walter, 99
Online personality assessment, 275–276
Openness, 12
Oppenheimer & Company, 117–118, 153
Opportunities, sensing, 97–110, 180
in Caliper employees, 236
realistic, 238–239
Oreck, David, 111
Orlando Magic, 200
Overconfidence, 26
Owen, Mickey, 51
Passion:
of Greenberg, 64
and grit, 63–68
Patience, 174
Pearson, Drew, 66
Perfectionism, 193
Performance, encouraging and rewarding, 205
Persistence, 63–68
Personality assessment (from Caliper), 192, 275–276
Perspective, 245
Persuasiveness, 110–114
of Czech citizens, 169–170
of managers, 141
and test for sales potential, 97–99, 101–110
Philadelphia Eagles, 200
Planning, 189
Pohanka Automotive Group, 109
Point of view, 219
Positive messages, 62
Positive Psychology, 160
Positive self-perception, 53, 54
Possibilities, seeing, 187
Power, Dave, 108
Practice, 145–146
Praise, 142
Preconceived notions, 261
Prejudice, 87–90
in Greenberg’s job search, 87–88
racial discrimination, 74, 81–82
Primal Leadership (Daniel Goleman), 269–270
Principles, challenges to, 74–75, 79–80
Priority management, 143
Programa de Nuevas Oportunidades, 152–153
Progress, measuring, 143–144
Purpose, sense of, 75
Questions, asking, 220
Racial discrimination, 74, 81–82 (See also Segregation)
Radio announcers, 21–22
Radio station ownership, 197–198
Ralph (Caliper client), 155–156
Raskin, Nathaniel, 79
Reese, Pee Wee, 19, 24, 50, 82, 89, 90, 100
handling, 54
in job search, 87–88
and resilience, 138
in sales, 136–138
The Republic of Tea, 188
Resilience, 52–56
of managers, 141
questions about, 56
and rejection, 138
for success, 205
of superior athletes, 200–203
of women leaders, 220
Responsibilities of positions, manager and employee perceptions of, 139
Retention, 240
Rice, Lady Susan, 220
Rising to challenges:
at Caliper, 233–241
as leadership skill, 244–246
by entrepreneurs, 195
by Greenberg, 182
in starting a business, 254
by women leaders, 220–221
Robinson, Jackie, 24, 81–82, 100
Roosevelt, Franklin, 151
Rosenberg, Bill, 132–133
Rubin, Beverly, 77
Rubin, Ron, 188
Ruhman, Gertrude, 45
Rupp, Adolph, 74
Russel, Amy, 107–108
Rutgers University, 90, 97, 101–102, 199
Rutherford, Kate, 220
Sales and Marketing Management, 119–120
Sales potential:
and entrepreneurism, 186
and handling of rejection, 136–138
motivation in, 120
and resilience, 138
validation of Caliper’s assessment of, 121
Sales profession, 98
status of, in UK vs. U.S., 166
variety of jobs in, 138–139
Satisfaction (see Never being satisfied)
Savoring, 190–192
Schwartz, Barry, 147–148
Segregation:
in sports, 81–82
Self-awareness, 270
Self-discipline, 207–208
for success, 205
of superior athletes, 200, 201
Self-motivation, of managers, 141
Self-regulation, 270
Seligman, Martin, 9, 64, 160–161
Sense of purpose, 75
Sense of self, 200 (See also Resilience)
Senses, physical, 35–36
Sensitivity, 12
Shriver, Sargent, 152
Sinatra, Frank, 255
Situational empathy, 12–13
Skepticism, 171
Smith, Gale, 108
Social media, 9
Sports:
competitiveness in business vs., 208–210
segregation in, 81–82
talent assessment for, 198–206
(See also individual teams and players)
Sports announcers, 21–22
Standing your ground, 44, 49–50
Starman (film), 237
Staubach, Roger, 65–66, 208–209
The Staubach Company, 208
Stephens, Rebecca, 91
Stories, leadership (see Leadership stories)
Stories We Live By (Dan McAdams), 266–267
The Strength Test, 228–229
Stretch goals, 93–94
Striving (see Never being satisfied)
Success:
cultural similarities in traits for, 170–171
goals as symbols of, 93
inner need for, 205
and meaning/meaningfulness, 159
team building for, 209
Swan, Mara, 220–221
Taking a stand, 74–75 (See also Standing your ground)
Ten Mile River Boy Scout camp, 58–59
Themes, in personal stories, 261–263
Thought leadership, 217
Time allocation, 242–244
Top performers, spending time with, 242–244
Toughness, 54–55, 140–141, 254
Trenton Shooting Stars, 193
True North (Bill George), 261
Trust, 39–41
blindfold experiment and, 38
questions about, 41
in your gut, 129–130
United Kingdom, 172
sales potential assessments in, 165–166
women in business in, 216–221
United States Department of Labor, 154, 224–225
Urgency, 171–176
in entrepreneurs, 194
of managers, 141
measuring, 172
Values, 267
Versatility, 236
Vision, 93
based on beliefs, 223
clarifying, 268
creating, 225
for leadership, 225
Visual cues, 7–8
Voices, learning about people from, 8, 11
Ward, Joan, 123
Warner, Eddie, 248
Washington, George, 111–112
Washington Bullets, 202
Webb, Susan, 219
Welfare to work initiatives, 152–157
Weltman, Harry, 199
Wizard of Oz (film), 82–83
Women in business, study of, 216–221
Work, attitudes toward, 89
Working Identity (Herminia Ibarra), 266
World Series (1941), 50–52
World Series (1955), 89–90
Wright Brothers, 187
Wyatt, Whitlow, 51
Xerox, 105
Zeus, 13
Ziegler, Mel, 188
Ziegler, Patricia, 188