CHAPTER 4: BRING PEOPLE ONBOARD

1. Rosabeth Moss Kanter, On the Frontiers of Management , p. 59.

2. Dave Ulrich, Jack Zenger, and Norman Smallwood, Results-Based Leadership . The results that the authors focus on demonstrate the changing attitudes toward leadership. They sequence leadership responsibilities in the following way: invest, leverage, and expand human capital; improve capabilities to learn, act swiftly, collaborate without boundaries, and be accountable; build firm not brand equity. Only then do increasing shareholder value and improvements to the bottom line appear as natural consequences.

3. Claus Otto Scharmer, "Dialogue on Leadership: Conversation with Ronald Heifetz."

4. In Leadership on the Line , Martin Linsky and Ronald A. Heifetz identify four forms resistance can take: marginalization, diversion , attack, and seduction.

5. Rochelle Sharpe, "As Leaders , Women Rule."

6. Joyce Fletcher, Disappearing Acts .

7. Transformational approaches to leadership draw heavily on the twin sides of the leadership calculus: both the instrumental, task-oriented (masculine) and the communal, relational (feminine) sides. The androgynous blending may well be one reason that women can find the approach so successful in receptive environments. Alice H. Eagly and Linda Carli, "The Female Leadership Advantage."

8. Elizabeth Kolbert, "Around City Hall: The Un-Communicator."

9. Ironically, Jean Baker Miller attributes the extra acuity or sensitivity to what is going on around them that women are presumed to have to their traditional subordinate status. "Subordinates. .. know much more about the dominants than vice versa. They have to." Toward a New Psychology of Women , 1011, 3132, 135.

10. Jean Hollands, Same Game, Different Rules .

11. Deborah Ancona's research ("Outward Bound") indicates that the people who lead the most successful groups are the ones who manage the boundaries best.

12. David Lax and James Sebenius, "Thinking Coalitionally." In these "winning coalitions" momentum gathers with the addition of each ally until, as the saying goes, "resistance is futile."

13. For more on BATNA, see Roger Fisher, William Ury, and Bruce Patton, Getting to Yes .

14. Jim Collins and Jerry Porras, Built to Last .