Quotes by Jeffrey Pfeffer - Page 2

Doing the right thing is important, which is where strategy comes in. But doing that thing well—execution—is what sets companies apart. After all, every football play is designed to go for a huge gain. The reason it doesn’t is because of execution—people drop balls, miss blocks, go to the wrong place, and so forth. So, success depends on execution—on the ability to get things done.
Jeffrey Pfeffer / Professor
Block
Football
Play
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Many companies believe incentives, financial incentives, are the answer to every problem or issue. But people are motivated by much more than money. In particular, people like to feel good about themselves and maintain their self-esteem. If companies spent more time working on people's feelings of self-worth, they wouldn't have to try, often unsuccessfully, to bribe people to do work.
Jeffrey Pfeffer / Professor
Believe
Feel Good
People
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Many of our students want to do what they have done and that has made them successful thus far in their lives: play by the rules, and do what is expected. But as much social science research and writing by Malcolm Gladwell, among others, make clear, the rules are mostly created by those already in power so obtaining power often entails standing out and breaking rules and social conventions.
Jeffrey Pfeffer / Professor
Play
Successful
Writing
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All of Robert Caro's biographies are exceptional, in part because of Caro's fundamental ambivalence about power. He sees its necessity and use for getting things done, even as he is often repelled by watching power at close range. His masterpiece on Robert Moses, The Power Broker, describes the evolution of Moses from idealist to pragmatist as he became one of the most powerful figures in the 20th century.
Jeffrey Pfeffer / Professor
Fundamentals
Powerful
Use
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One cannot control the actions of others, but we are responsible for what we do. People say things such as, "I can't do this," "it is not really me," "this makes me uncomfortable," etc. People, simply put, opt out of playing the game or doing so in a way that will make them successful. So get over yourself, and do what you need to do - and what, by the way, others around you are doing, to become more powerful.
Jeffrey Pfeffer / Professor
Games
Powerful
Successful
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Typical pay increases are not enough to motivate employees, but they are enough to irritate them. … Even when companies create seemingly significant pay differentiation between low and high performers, the actual cash increase is insufficient to sustain performance – or it drives the wrong behaviors. … Effective management is a system, not a pay plan. The mistake is that companies try to solve all their problems with pay.
Jeffrey Pfeffer / Professor
Mistake
Trying
Typical
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The single biggest barrier to effective leadership is, in my view, the leadership industry itself. Instead of telling people the skills and behaviors they need to be effective in getting things done, we tell them almost the opposite - blandishments about how we wish people would be, and how we wish workplaces were. That information is worse than useless as, to the extent people believe it, they often wind up losing their jobs.
Jeffrey Pfeffer / Professor
Jobs
Believe
Views
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Profits are related to customer retention. Customer retention is related to employee retention. Employee retention may or may not be related to benefits, but benefits could be part of the package that causes people to stay and -- by the way -- engage in discretionary effort. .. If you go into any organization that's customer-facing, you can tell in five minutes when the employees are feeling abused. They retaliate on the customers.
Jeffrey Pfeffer / Professor
Effort
Organization
People
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People tell me the Netflix series, House of Cards, is sort of like my class come to life. The movie Margin Call portrays the realities of hierarchical relationships and rivalries beautifully, and how people respond when under pressure. Gandhi and Long Walk to Freedom both have the virtue of presenting larger-than-life figures in a more realistic way, showing their flaws and contradictions - their humanity - in a way that is very helpful.
Jeffrey Pfeffer / Professor
Class
Long Walks
Reality
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Today, if the CEO thinks it's a good idea, it's done everywhere; if the CEO thinks it's a bad idea, it's done nowhere. We ought to be more agnostic and open to learning things that we didn't expect - and the only way to do that is to try things and be open-minded about how well they are working. And third, evidence-based management involves reading and learning - just like doctors do - and to do so not just in school but afterward, as well.
Jeffrey Pfeffer / Professor
Reading
School
Thinking
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People, to maintain their self-esteem, tend to believe they are above average on all positive qualities - height, income, intelligence, sense of humor, negotiating ability, you name it. The problem is that if we are going to really build our skills, we need to know which skills are most deficient. So, I advise people to find confidantes to tell them the truth. And then act on that knowledge to build the abilities they need to be more successful.
Jeffrey Pfeffer / Professor
Quality
Believe
People
Successful
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As many people know, our job market problems began long before the latest recession. We have faced literally decades with no substantive increase in median wages, and job growth, except in health and government jobs such as education, has been stagnant for a while. People are now expected to travel more and to work at odd hours to coordinate with people all over the world. Simply put, companies have prospered, but for the most part, people have not.
Jeffrey Pfeffer / Professor
Growth
Long
People
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I would give Obama a "C." He gets an "A" for understanding this country's profound problems in education, health care, infrastructure, and economic competitiveness, and for surrounding himself with extremely skilled and knowledgeable people who know what to do. He probably gets an "F," ironically, in his ability to sell these ideas to the American public and to be angry enough, conniving enough, and frankly mean enough to get them implemented and understood.
Jeffrey Pfeffer / Professor
Giving
Mean
People
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People clearly want to believe that the world is a just and fair place. It provides them a sense of control and makes them psychologically comfortable. But believing that the world is a just and fair place causes people to not do enough to take care of themselves and to be unprepared for when it isn't so nice. So, people need to understand their tendencies to see the world as just and fair and then be realistic about the actual conditions in which they find themselves.
Jeffrey Pfeffer / Professor
Believe
Nice
People
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One way to feel good about oneself is to not fail. The easiest way to not fail is to not try in the first place. So, I see lots of people give up before they start. That way they don't have to face uncomfortable failures. They can sort of "remain on the sideline while the game is going on." While this may make people feel good about themselves, it won't get them any power or success. As any successful salesperson will tell you, if you haven't been rejected, you haven't tried enough with enough people.
Jeffrey Pfeffer / Professor
Giving Up
People
Successful
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Consider the many financial industry executives who walked away with many millions as their organizations failed - I think the expression is "failing upward." People also need to understand that their "technical" job performance is correlated with their career success, but again, many other factors such as educational credentials, length of service, and yes, political skills, also contribute to success. So people need to understand business and technical issues but they also need to master organizational dynamics.
Jeffrey Pfeffer / Professor
Educational
People
Thinking
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We need economic policies in the U.S. that produce jobs, first of all, but good jobs, second of all. Believe it or not, Germany, a country characterized by high wages, strong unions, a social safety net, and so forth is the second largest exporter (after China) in the world. The idea that the only way to succeed is by eliminating vacations, sick days, worker protections, and so forth is simply belied by the competitiveness rankings produced by the Economist magazine's intelligence unit and by the World Economic Forum.
Jeffrey Pfeffer / Professor
Vacation
Believe
Country
Strong
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Nothing comes without trade-offs. Do you want to spend time with people who like, or with people who might be useful to you? Do you really want to put in the long hours and constant attention required to be successful in your quest for power? Do you really want to be under the microscope on a daily basis, with people commenting on the car you drive, where you live, where you go on vacation, and so forth? There is no way to avoid the price of power. It's up to you to decide if it is worth it, and to change course when it isn't.
Jeffrey Pfeffer / Professor
Vacation
Long
People
Successful
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We now live in an era of the permanent campaign - all marketing and messaging all the time. We clearly live in an era where the "truth" doesn't matter much - people tell lies about things ranging from the likelihood of "death panels" to the effects of the stimulus on saving this economy from a true calamity. In such a context, Obama himself needs to be "selling" all the time, as does his team, and also be more forceful in advocating their views. He needs to project that he and his ideas will win. And I don't think he has yet done that.
Jeffrey Pfeffer / Professor
Lying
Team
Winning
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