67

Question 1

86

Question 2

WHERE DO THEY MATCH UP?

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The 21 Irrefutable Laro of Lo

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MAYBE YOU’VE STARTED THINKING ABOUT THE PH

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THAT YOU HAVE ATTRACTED IN YOUR ORGANIZAT

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YOU MIGHT SAY TO YOURSELE

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“WAIT A MINUTE.

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FROM ME.” AND MY RESPONSE WOULD BE

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“OF

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NAME TWENTY THINGS THAT MAKE MY PEOPLE DIFFE

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ACGRESSIVE AND IN THEIR TWENTIES. WHO YOU ARE IS

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YOU CAN.” BUT THE PEOPLE WHO ARE DRAWN TO

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WHO YOU ATTRACT.

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PROBABLY HAVE MORE SIMILARITIES THAN DIFFEREN

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ESPECIALLY IN A FEW KEY AREAS. TAKE A LOOK AT

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BACKGROUND

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IN THE CHAPTER ON THE LAW OF PROCESS

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I WROTE

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FOLLOWING CHARACTERISTICS. YOU WILL PROBABLY F

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ABOUT THEODORE ROOSEVELT. ONE OF HIS MEMORABLE

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ACCOMPLISHMENTS IS HIS DARING CHARGE UP SAN JUAN

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THAT YOU AND THE PEOPLE WHO FOLLOW YOU SHAT

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COMMON GROUND IN SEVERAL OF THESE KEY AREAS

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HILL WITH THE ROUGH RIDERS DURING THE SPANISH-

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ATTITUDE

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AMERICAN WAR. ROOSEVELT PERSONALLY RECRUITED

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THAT ALL-VOLUNTEER CAVALRY COMPANY

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AND IT WAS

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SAID TO BE A REMARKABLY PECULIAR GROUP OF PEOPLE.

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RARELY HAVE I SEEN POSITIVE AND NEGATIVE PEOPL

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IT WAS COMPRISED PRIMARILY OF TWO TYPES OF MEN:

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WEALTHY ARISTOCRATS FROM THE NORTHEAST AND

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ATTRACTED TO ONE ANOTHER. PEOPLE WHO VIEW LIFE

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COWBOYS FROM THE WILD WEST. WHY? BECAUSE TR WAS

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AS A SERIES OF OPPORTUNITIES AND EXCITING

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AN ARISTOCRATIC-BORN

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HARVARD- EDUCATED NEW

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CHALLENGES DON'T WANT TO HEAR OTHERS TALK ABOUT

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YORKER WHO TURNED HIMSELE INTO A REAL-LIFE

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HOW BAD THINGS ARE ALL THE TIME. I KNOW THAT'S

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COWBOY AND BIG-GAME HUNTER IN THE DAKOTAS OF

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THE WEST. HE WAS A STRONG AND GENUINE LEADER IN

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TRUE FOR ME. I CAN'T THINK OF A SINGLE NEGATIVE

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BOTH WORLDS

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AND AS A RESULT

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PERSON IN MY ORGANIZATIONS. AND IF YOU WERE TO

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KINDS OF PEOPLE.

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TALK TO MY FOUR COMPANY PRESIDENTS AND ALL

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MY

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TOP MANAGERS

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YOU'D FIND THAT EVERY ONE OF THEM

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IS AN ESPECIALLY POSITIVE PERSON.

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PEOPLE ARE ATTRACTED TO LEADERS WHOSE VALUES

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GENERATION

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ARE SIMILAR TO THEIR OWN. THINK ABOUT THE PEOPLE

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WHO FLOCKED TO PRESIDENT JOHN F. KENNEDY AFTER

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HE WAS ELECTED IN 1960. HE WAS A YOUNG IDEALIST WHO

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PEOPLE TEND TO ATTRACT OTHERS OF ROUGHLY THE

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WANTED TO CHANGE THE WORLD

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AND HE ATTRACTED

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SAME AGE. MY TOP LEADERS ARE A GOOD EXAMPLE. THREE

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PEOPLE WITH A SIMILAR PROFILE. WHEN HE FORMED THE

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OF MY FOUR COMPANY PRESIDENTS ARE ONLY ONE OR

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PEACE CORPS AND CALLED PEOPLE TO SERVICE

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SAYING

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TWO YEARS DIFFERENT IN AGE FROM ME. THE FOURTH IS

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"ASK NOT WHAT YOUR COUNTRY CAN DO FOR YOU; ASK FEWER THAN TEN YEARS YOUNGER. AND THAT SAME WHAT YOU CAN DO FOR YOUR COUNTRY," THOUSANDS

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PATTERN CAN BE SEEN IN OTHER AREAS OF MY

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OF YOUNG

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IDEALISTIC PEOPLE STEPPED FORWARD TO

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COMPANIES

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SUCH AS AMONG SOME MANAGERS AT INJOY.

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ANSWER THE CHALLENGE.

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FOR INSTANCE

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KEVIN SMALL

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It doesn't matter whether the shared values are positive or

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ARE ATTR

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GUESS WHAT KIND OF PEOPLE

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someone like Adolf Hitler. He was a v

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values were rotten t

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MARKETING AREA

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IS A SHARP

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IN HIS TWENTY

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negative. Either way

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the attraction is equally strong. Think about

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strong leader (as you

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OF THEM ARE SHARP AND

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can judge by his level of influence'