Искусство замечать. Секреты наблюдательности истинных лидеров - Макс Базерман

2. Tony Hayward, “Entrepreneurial Spirit Needed.” Stanford Business School via Stanford University, May 12, 2009.

3. Clifford Krauss, “Oil Spill’s Blow to BP’s Image May Eclipse Costs,”New York Times, April 29, 2010.

4. Tim Webb, “BP Boss Admits Job on the Line over Gulf Oil Spill,”Guardian, May 13, 2010.

5. Greg Palkot, “Gulf Spill: BP Chief Talks,” FoxNews.com, May 18, 2010, http://liveshots.blogs.foxnews.com/2010/05/18/gulf-spill-bpchief-talks/.

6. “BP Chief Apologizes for ‘I’d Like My Life Back’ Comment,” AFP, June 2, 2010, http://www.google.com/hostednews/afp/article/ALeqM5jTQVdQPfD7xEKyXtRlVNePp4eVMw.

7. “BP Chief Apologizes for ‘I’d Like My Life Back’ Comment.”

8. Suzanne Goldberg, “If He Was Working for Me I’d Sack Him’: Obama Turns Up Heat on BP Boss,” Guardian, June 8, 2010, http://www.guardian.co.uk/business/2010/jun/08/bp-deepwater-horizon-obama.

9. Данный анализ не является политическим комментарием, это анализ неспособности фонда думать на шаг вперед в данной ситуации.

10. Pam Belluck, Jennifer Preston, and Gardiner Harris, “Cancer Group Backs Down on Cutting Off Planned Parenthood,” New York Times, February 3, 2012.

11. Editorial, “A Painful Betrayal,” New York Times, February 2, 2012.

12. George Akerlof, “The Market for Lemons: Qualitative Uncertainty and the Market Mechanism,” Quarterly Journal of Economics 89 (1970): 488–500.

13. George A. Akerlof, “Writing the ‘The Market for “Lemons”’: A Personal and Interpretive Essay,” Nobelprize.org, November 14, 2003, http://www.nobelprize.org/nobel prizes/economics/laureates/2001/akerlof-article.html.

14. Max H. Bazerman and William F. Samuelson, “I Won the Auction but Don’t Want the Prize,” Journal of Conflict Resolution 27, no. 4 (1983): 618–634.

15. Bazerman and Samuelson, “I Won the Auction but Don’t Want the Prize.”

16. Eyal Ert, Stephanie Creary, and Max H. Bazerman, “Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism,”2013. Harvard Business School, working paper.

Глава 10. Такое незаметное косвенное воздействие

1. Хотя все данные о магазинах Walmart, которые я использую, доступны в открытых источниках, следует отметить, что я был свидетелем-экспертом в деле Melvin v. Walmart, Inc.

2. Показания Марты Ландерс (Martha Landers), бывшего члена команды контроля качества Blitz и исполнительного ассистента генерального директора Blitz в 2012 году, в деле Карен Гено-Корнеги лично и от имени всех выгодоприобретателей от неправомерной гибели Мэтью Дилана Корнеги Плейнтиффа против Blitz U. S.A., Inc., Walmart, Inc. и Discovery Plastics, LLC.

3. Показания покупателя Walmart Родерика Стэкли (Roderick Stakley) в 2012 году в деле Карен Гено-Корнеги лично и от имени всех выгодоприобретателей от неправомерной гибели Мэтью Дилана Корнеги Плейнтиффа против Blitz U. S.A., Inc., Walmart, Inc. и Discovery Plastics, LLC.

4. Marla Felcher, “Protect Our Children… from Their Toys? Warning: Buy Toys at Your Own Risk,” Walmart Watch, http://walmartwatch.com/wp-content/blogs.dir/2/files/pdf/danger_for_sale.pdf, 7.

5. Renee Dudley and Arun Devnath, “Walmart Nixed Paying Bangladesh Suppliers to Fight Fire,” City Wire, December 5, 2012, http://thecitywire.com/node/25425.

6. Andrew Pollack, “Questcor Finds Profits, at $28,000 a Vial,” New York Times, December 29, 2012, http://www.nytimes.com/2012/12/30/business/questcor-finds-profit-for-acthar-drug-at-28000-a-vial.html?pagewanted=all&r=0.

7. Alex Berenson, “A Cancer Drug’s Big Price Rise Is Cause for Concern,”New York Times, March 12, 2006, http://www.nytimes.com/2006/03/12/business/12price.html?pagewanted= print&r=0.

8. Neeru Paharia, Karim S. Kassam, Joshua D. Greene, and Max H. Bazerman, “Dirty Work, Clean Hands: The Moral Psychology of Indirect Agency,” Organizational Behavior and Human Decision Processes 109 (2009): 134–141.

9. См. Bazerman and Moore, Judgment in Managerial Decision Making.

10. David Segal, “Selling It with Extras, or Not at All,” New York Times, September 8, 2012, http://www.nytimes.com/2012/09/09/your-money/sales-incentives-at-staples-draw-complaints-the-haggler.html?pagewanted=all.

11. “Staples Complaint: Staples Refusing to Sell to Customers WhoWon’t Buy Their Service Plan!” My3cents.com, March 9, 2009, http://www.my3cents.com/showReview.cgi?id=50762.

12. Bazerman and Tenbrunsel, Blind Spots.

13. Denise Gellene, “Sears Drops Car Repair Incentives: Retailing. The Company Says ‘Mistakes Have Been Made’ in Its Aggressive Commission Program. But Some Sales Quotas Will Remain in Place,”Los Angeles Times, June 23, 1992, http://articles.latimes.com/1992–06–23/business/fi-900_1_sales-quotas.

14. Carolyn Chen, “Asians Too Smart for Their Own Good?” New York Times, December 29, 2012, http://www.nytimes.com/2012/12/20/opinion/asians-too-smart-for-their-own-good.html.

15. Thomas J. Espenshade and Alexandria Walton Radford, No Longer Separate, Not Yet Equal: Race and Class in Elite College Admission and Campus Life (Princeton, NJ: Princeton University Press, 2009).

16. “Fears of an Asian Quota in the Ivy League,” New York Times, December 19, 2012, http://www.nytimes.com/roomfordebate/2012/12/19/fears-of-an-asian-quota-in-the-ivy-league.

17. John C. Brittain and Richard D. Kahlenberg, “When Wealth Trumps Merit,” New York Times, May 13, 2013, http://www.nytimes.com/roomfordebate/2012/12/19/fears-of-an-asian-quota-in-the-ivy-league/legacy-admissions-favor-wealth-over-merit.

Глава 11. Дело лидеров – не допустить предсказуемые неожиданности

1. Eric Berger, “Keeping Its Head above Water,” Houston Chronicle, December 1, 2001, http://www.chron.com/news/nation-world/article/New-Orleans-faces-doomsday-in-hurricane-scenario-2017771.php.

2. Benjamin Alexander-Birch, “Washing Away,” Times-Picayune (New Orleans), June 23–27, 2002, http://www.nola.com/washingaway/.

3. Joel J. Bourne, “Gone with the Water,” National Geographic, October 2004.

4. “Overview of Governor Kathleen Babineaux Blanco’s Actions in Preparation for and Response to Hurricane Katrina,» Response to the U. S. Senate Committee on Homeland Security and Governmental Affairs Document and Information Request, dated October 7, 2005 and to the U. S. House of Representatives Select Committee to Investigate the Preparation for and Response to Hurricane Katrina, December 2, 2005, 18.

5. Larry Irons, “Hurricane Katrina as a Predictable Surprise,” Homeland Security Affairs 1, no. 2 (2005): 4, http://www.hsaj.org/?article=1.2.7.

6. John S. Petterson, Laura D. Stanley, Edward Glazier, and James Philipp, “A Preliminary Assessment of Social and Economic Impacts Associated with Hurricane Katrina,” American Anthropologist 108, no.4 (2008): 643.

7. Petterson et al., “A Preliminary Assessment of Social and Economic Impacts Associated with Hurricane Katrina,”666.

8. Max H. Bazerman and Michael D. Watkins, Predictable Surprises: The Disasters You Should Have Seen Coming and How to Prevent Them (Boston: Harvard Business School Press, 2004).

9. Bazerman and Watkins, Predictable Surprises.

10. Shelly E. Taylor, Positive Illusions: Creative Self-Deception and the Healthy Mind (New York: Basic Books, 1989); Shelly E. Taylor and Jonathon D. Brown, “Illusion and Well-being: A Social Psychological Perspective on Mental Health,” Psychological Bulletin 103, no. 2 (1988): 193–210.

11. David Dunning, Chip Heath, and Jerry M. Suls, “Flawed Self-Assessment: Implications for Health, Education, and Business,”Psychological Science in the Public Interest 5, no. 3 (2004): 69–106; Bazerman and Moore, Judgment in Managerial Decision Making; Bazerman and Watkins, Predictable Surprises.

12. Ritov and Baron, “Reluctance to Vaccinate.”

13. “Opening Statement of Chairman Tom Davis,”House Select Committee to Question Former FEMA Director Michael Brown, September 23, 2005, cited by Irons, Hurricane Katrina as a Predictable Surprise.”

14. Более подробно организационные причины неспособности реагировать на предсказуемые неожиданности обсуждаются в главе 5 книги Bazerman and Watkins, Predictable Surprises.

15. Bazerman and Watkins, Predictable Surprises.

16. Там же.

17. Там же.

18. Там же.

19. Michael Lewis, The Big Short: Inside the Doomsday Machine (New York: Norton, 2010).

20. Quoted in Lewis, The Big Short, 28.

21. Lewis, The Big Short, 108.

22. Там же.

Глава 12. Как научиться замечать

1. Warren G. Bennis and Robert J. Thomas, Geeks and Geezers (Boston: Harvard Business School Publishing, 2002).

2. Richard E. Nisbett and Lee Ross, Human Inference: Strategies and Shortcomings of Social Judgment (Englewood Cliffs, NJ: Prentice-Hall, 1980).

3. Michael Lewis, Moneyball: The Art of Winning an Unfair Game (New York: Norton, 2003).

4. Richard H. Thaler and Cass Sunstein, “Who’s on First?” New Republic, September 1, 2003, 27.

5. Richard Perez-Pena, “Oregon Looks at Way to Attend College Now and Repay State Later,” New York Times, July 3, 2013, http:/www.nytimes.com/2013/07/04/education/in-oregon-a-plan-to-eliminate-tuition-and-loans-at-state-colleges.html. Хотя закон прошел, в ходе его внедрения имели место многие сложности.

6. Tara Siegel Bernard, “Program Links Loans to Future Earnings,” New York Times, July 19, 2013, http://www.nytimes.com/2013/07/20/your-money/unusual-student-loan-programs-link-to-future-earnings.html?emc=eta1&r=0&pagewanted=all.

7. Barry J. Nalebuff and Ian Ayres, Why Not? How to Use Everyday Ingenuity to Solve Problems Big and Small (Boston: Harvard Business School Press, 2003).

8. Daniel Kahneman and Dan Lovallo, “Timid Choices and Bold Forecasts: A Cognitive Perspective on Risk Taking,” Management Science 39 (1993): 17–31.

9. Daniel Kahneman and Dan Lovallo, “Timid Choices and Bold Forecasts: A Cognitive Perspective on Risk Taking,” Management Science 39 (1993): 17–31.

Об авторе

Макс Базерман – профессор Гарвардской школы бизнеса, доктор наук, руководитель Центра общественного лидерства в Гарвардской школе Кеннеди, автор бестселлера «Когда ваш партнер лжет, а когда говорит правду». Преподает, проводит семинары для менеджеров и руководителей по принятию решений, консультирует компании и правительства более чем в 30 странах мира.