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Start with Why | Paperback

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SKU: 9781591846444 Category: Tag:

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Publish Date: Dec. 27 2011
Number of Pages: 256

<b>The inspirational bestseller that ignited a movement and asked us to find our WHY</b><br><br>Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever.<br> <br>START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over?<br> <br>People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won’t truly buy into a product, service, movement, or idea until they understand the WHY behind it. <br> <br>START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it’s the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY., “<i>Start with Why</i> is one of the most useful and powerful books I have read in years. Simple and elegant, it shows us how leaders should lead.”<br><b>-WILLIAM URY, coauthor of <i>Getting to Yes</i></b><br> <br>“<i>Start with Why</i> fanned the flames inside me. This book can lead you to levels of excellence you never considered attainable.” <br><b>-GENERAL CHUCK HORNER, air boss, Desert Storm</b> <br> <br>“Each story will force you to see things from an entirely different perspective. A perspective that is nothing short of the truth.”<br><b>-MOKHTAR LAMANI, former ambassador, special envoy to Iraq</b>, <b>SIMON SINEK</b>, the bestselling author of LEADERS EAT LAST and TOGETHER IS BETTER, is an optimist who believes in a brighter future for humanity.  He teaches leaders and organizations how to inspire people and has presented his ideas around the world, from small startups to Fortune 50 corporations, from Hollywood to Congress to the Pentagon. His TED Talk based on START WITH WHY is the third most popular TED video of all time.  Learn more about his work and how you can inspire those around you at StartWithWhy.com., 1<br>ASSUME YOU KNOW<br>On a cold January day, a forty-three-year-old man was<br>sworn in as the chief executive of his country. By his side<br>stood his predecessor, a famous general who, fifteen years<br>earlier, had commanded his nation’s armed forces in a war<br>that resulted in the defeat of Germany. The young leader<br>was raised in the Roman Catholic faith. He spent the next<br>fi ve hours watching parades in his honor and stayed up<br>celebrating until three o’clock in the morning.<br>You know who I’m describing, right?<br><br>It’s January 30, 1933, and I’m describing Adolf Hitler and not,<br>as most people would assume, John F. Kennedy.<br>The point is, we make assumptions. We make assumptions<br>about the world around us based on sometimes incomplete or false<br>information. In this case, the information I offered was incomplete.<br>Many of you were convinced that I was describing John F. Kennedy<br>until I added one minor little detail: the date.<br><br>This is important because our behavior is affected by our assumptions<br>or our perceived truths. We make decisions based on<br>what we <i>think </i>we know. It wasn’t too long ago that the majority of<br>people believed the world was flat. This perceived truth impacted behavior. <br>During this period, there was very little exploration. People<br>feared that if they traveled too far they might fall off the edge<br>of the earth. So for the most part they stayed put. It wasn’t until<br>that minor detail was revealed—the world is round—that behaviors<br>changed on a massive scale. Upon this discovery, societies<br>began to traverse the planet. Trade routes were established; spices<br>were traded. New ideas, like mathematics, were shared between societies<br>which unleashed all kinds of innovations and advancements.<br>The correction of a simple false assumption moved the human race<br>forward.<br><br>Now consider how organizations are formed and how decisions<br>are made. Do we really know why some organizations succeed and<br>why others don’t, or do we just assume? No matter your defi nition<br>of success—hitting a target stock price, making a certain amount<br>of money, meeting a revenue or profi t goal, getting a big promotion,<br>starting your own company, feeding the poor, winning public<br>office—how we go about achieving our goals is very similar. Some<br>of us just wing it, but most of us try to at least gather some data so<br>we can make educated decisions. Sometimes this gathering process<br>is formal—like conducting polls or market research. And<br>sometimes it’s informal, like asking our friends and colleagues for<br>advice or looking back on our own personal experience to provide<br>some perspective. Regardless of the process or the goals, we all want<br>to make educated decisions. More importantly, we all want to make<br>the <i>right </i>decisions.<br><br>As we all know, however, not all decisions work out to be the<br>right ones, regardless of the amount of data we collect. Sometimes<br>the impact of those wrong decisions is minor, and sometimes it can<br>be catastrophic. Whatever the result, we make decisions based on a<br>perception of the world that may not, in fact, be completely accurate.<br>Just as so many were certain that I was describing John F.<br>Kennedy at the beginning of this section. You were certain you were<br>right. You might even have bet money on it—a behavior based on<br>an assumption. Certain, that is, until I offered that little detail of<br>the date.<br><br>Not only bad decisions are made on false assumptions. Sometimes<br>when things go right, we think we know why, but do we really?<br>That the result went the way you wanted does not mean you<br>can repeat it over and over. I have a friend who invests some of his<br>own money. Whenever he does well, it’s because of his brains and<br>ability to pick the right stocks, at least according to him. But when<br>he loses money, he always blames the market. I have no issue with<br>either line of logic, but either his success and failure hinge upon his<br>own prescience and blindness or they hinge upon good and bad<br>luck. But it can’t be both.<br><br>So how can we ensure that all our decisions will yield the best<br>results for reasons that are fully within our control? Logic dictates<br>that more information and data are key. And that’s exactly what<br>we do. We read books, attend conferences, listen to podcasts and<br>ask friends and colleagues—all with the purpose of finding out<br>more so we can figure out what to do or how to act. The problem<br>is, we’ve all been in situations in which we have all the data and get<br>lots of good advice but things still don’t go quite right. Or maybe<br>the impact lasted for only a short time, or something happened<br>that we could not foresee. A quick note to all of you who correctly<br>guessed Adolf Hitler at the beginning of the section: the details I<br>gave are the same for both Hitler and John F. Kennedy, it could have<br>been either. You have to be careful what you think you know. Assumptions,<br>you see, even when based on sound research, can lead<br>us astray.<br><br>Intuitively we understand this. We understand that even with<br>mountains of data and good advice, if things don’t go as expected,<br>it’s probably because we missed one, sometimes small but vital detail.<br>In these cases, we go back to all our sources, maybe seek out<br>some new ones, and try to figure out what to do, and the whole<br>process begins again. More data, however, doesn’t always help, especially<br>if a flawed assumption set the whole process in motion in<br>the fi rst place. There are other factors that must be considered, factors<br>that exist outside of our rational, analytical, informationhungry<br>brains.<br><br>There are times in which we had no data or we chose to ignore<br>the advice or information at hand and just went with our gut and<br>things worked out just fine, sometimes even better than expected.<br>This dance between gut and rational decision-making pretty much<br>covers how we conduct business and even live our lives. We can<br>continue to slice and dice all the options in every direction, but at<br>the end of all the good advice and all the compelling evidence, we’re<br>left where we started: how to explain or decide a course of action<br>that yields a desired effect that is repeatable. How can we have 20/20<br>foresight?<br><br>There is a wonderful story of a group of American car executives<br>who went to Japan to see a Japanese assembly line. At the<br>end of the line, the doors were put on the hinges, the same as in<br>America. But something was missing. In the United States, a line<br>worker would take a rubber mallet and tap the edges of the door to<br>ensure that it fit perfectly. In Japan, that job didn’t seem to exist.<br>Confused, the American auto executives asked at what point they<br>made sure the door fit perfectly. Their Japanese guide looked at<br>them and smiled sheepishly. “We make sure it fits when we design<br>it.” In the Japanese auto plant, they didn’t examine the problem<br>and accumulate data to figure out the best solution—they engineered<br>the outcome they wanted from the beginning. If they didn’t<br>achieve their desired outcome, they understood it was because of a<br>decision they made at the start of the process.<br><br>At the end of the day, the doors on the American-made and<br>Japanese-made cars appeared to fit when each rolled off the assembly<br>line. Except the Japanese didn’t need to employ someone to<br>hammer doors, nor did they need to buy any mallets. More importantly,<br>the Japanese doors are likely to last longer and maybe even<br>be more structurally sound in an accident. All this for no other<br>reason than they ensured the pieces fit from the start.<br><br>What the American automakers did with their rubber mallets is<br>a metaphor for how so many people and organizations lead. When<br>faced with a result that doesn’t go according to plan, a series of<br>perfectly effective short-term tactics are used until the desired out-<br>come is achieved. But how structurally sound are those solutions?<br>So many organizations function in a world of tangible goals and the<br>mallets to achieve them. The ones that achieve more, the ones that<br>get more out of fewer people and fewer resources, the ones with an<br>outsized amount of infl uence, however, build products and companies<br>and even recruit people that all fit based on the original<br>intention. Even though the outcome may look the same, great leaders<br>understand the value in the things we cannot see.<br><br>Every instruction we give, every course of action we set, every<br>result we desire, starts with the same thing: a decision. There are<br>those who decide to manipulate the door to fit to achieve the desired<br>result and there are those who start from somewhere very<br>different. Though both courses of action may yield similar shortterm<br>results, it is what we can’t see that makes long-term success<br>more predictable for only one. The one that understood why the<br>doors need to fit by design and not by default., US