When Execution Isn't Enough. Vries Manfred Kets

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      That admonition echoes in James’ mind as he fastens his seat belt for take-off. Carl has always been his mentor and supporter so his disapproval is painful. He realizes he has to think more about how to see Carl’s perspective and how to satisfy his ultimatum.

      James is so immersed in his thoughts that he doesn’t notice the older gentleman who sits down next to him. The man, who looks slightly out of style with his longish beard and expressive face – rather like James imagines an ancient Greek philosopher must have looked – is reading the stapled pages of a paper titled, “Inspire: The Path to Growth.”

      He catches James’s eye, and James can’t help but say, “That has an intriguing title.”

      “Thanks.. I wrote it. I’m just proofreading it before it goes to press. I have to turn it into a management journal this week in New York.”

      “I’m James Robinson. I’m the CEO of Influ, the London-based health-care company. Growth is important in my job.”

      “Dr. Marc Jansen. Pleased to meet you.”

      “Are you a management professor, Marc?”

      “Me? No, I’m a psychologist. I research and write about the process of influencing. And, I do a lot of one-on-one work with senior executives.”

      “Great,” says James, “I’m one of those, and I’d love to know what influence has to do with growth. And how I can inspire our people. This is a big issue for us..”

      “Well,” said Marc, settling back in his seat, “let’s talk about that.”

      Unknowingly, James has started a conversation with a psychologist who is world-renowned for his work on the process of influence. It will turn out to be an illuminating discussion.. and a long one. By the time James Robinson and Marc Jansen reach New York, they’re friends and they’ve agreed to meet again when they get back home to London.