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The Opposable Mind: How Successful Leaders Win Through Integrative Thinking [Hardcover]

by Roger L. Martin
4.2 out of 5 stars  See all reviews (35 customer reviews)

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Book Description

December 4, 2007 1422118924 978-1422118924 1
China has matured as a market—and the game has changed. Yesterday, multinationals grappled with fundamental strategic choices: Do we go to China? Whom do we partner with? Where should we invest? Winning in China was all about achieving approval to enter the market, picking the right joint venture partner and selling in the right few cities to the right customers. Execution didn’t matter as much as privileged access—through government and partner relationships.

Today, China is teeming with MNCs and local competitors. Government is no longer the main driver of deals. Barriers to entry have fallen. Regulations are less of a factor. Partners are no longer required in many industries. Winning now depends on great execution: effectively and efficiently developing, marketing, producing, and channeling goods to customers and growing and retaining a talent base.

In Operation China, Jimmy Hexter and Jonathan Woetzel explain how you can achieve superior execution in China—through operations including talent management, product development, information technology, procurement, supply-chain management, manufacturing, and sales, marketing, and distribution.

Based on over two decades of consulting experience for both local and multinational operations in China and extensive research on what drives success in operating in China, this book helps you get your operations right in the new competitive arena defining China today.

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Editorial Reviews

From Publishers Weekly

In this primer on the problem-solving power of "integrative thinking," Martin draws on more than 50 management success stories, including the masterminds behind The Four Seasons, Proctor & Gamble and eBay, to demonstrate how, like the opposable thumb, the "opposable mind"-Martin's term for the human brain's ability "to hold two conflicting ideas in constructive tension"-is an intellectually advantageous evolutionary leap through which decision-makers can synthesize "new and superior ideas." Using this strategy, Martin focuses on what leaders think, rather than what they do. Among anecdotes and examples steering readers to change their thinking about thinking, Martin gives readers specific strategies for understanding their own "personal knowledge system" (by parsing inherent qualities of "stance," "tools" and "experience"), as well as for taking advantage of the "richest source of new insight into a problem," the "opposing model." Each of the eight chapters is well organized, making for a clear and cumulative read. Part inspiration, part logic lesson, this title will provide fresh perspective for anyone prepared to dust off her thinking cap.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.


Martin makes a compelling argument for a paradoxical approach to problem-solving. --BusinessWeek, November 26, 2007

...compelling...the thesis that fresh thought processes are required to deal with the world s contradictions and complexities rings true. --The Financial Times, December 19, 2007

Product Details

  • Hardcover: 224 pages
  • Publisher: Harvard Business Review Press; 1 edition (December 4, 2007)
  • Language: English
  • ISBN-10: 1422118924
  • ISBN-13: 978-1422118924
  • Product Dimensions: 8.5 x 5.8 x 0.9 inches
  • Shipping Weight: 13.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (35 customer reviews)
  • Amazon Best Sellers Rank: #319,872 in Books (See Top 100 in Books)

More About the Author

I am a strategy consultant and business professor - and a Dean for 15 years. My passion is exploring mysteries related to the ways we think about or model our world. I've looked, for example, for common patterns in the way successful leaders tackle difficult 'either/or' dilemmas. I've explored how it is that corporations drive out innovation - even as they desperately seek it. I've examined the way in which theories that are meant to help corporations achieve financial goals and make shareholders rich actually produce the opposite. Most recently, I have explored how we conceptualize strategy influence the way we do or do not create useful ways to guide an organization's actions. In each of my books, I attempt to understand a particular way in which our thinking can get in our own way, and provide specific advice for addressing that challenge.

Check out my books to the left and visit my website (www.rogerlmartin.com) if you want to see more of my writing.

Customer Reviews

Most Helpful Customer Reviews
62 of 68 people found the following review helpful
5.0 out of 5 stars The Power of Integrative Thinking December 28, 2007
As I began to read this brilliant book, I was reminded of what Doris Kearns reveals about Abraham Lincoln in Team of Rivals. Specifically, that following his election as President in 1860, Lincoln assembled a cabinet whose members included several of his strongest political opponents: Edwin M. Stanton as Secretary of War (who had called Lincoln a "long armed Ape"), William H. Seward as Secretary of State (who was preparing his acceptance speech when Lincoln was nominated), Salmon P. Chase as Secretary of the Treasury (who considered Lincoln in all respects his inferior), and Edward Bates as Attorney General who viewed Lincoln as a well-meaning but incompetent administrator but later described him as "very near being a perfect man."

Presumably Roger Martin agrees with me that Lincoln possessed what Martin views as "the predisposition and the capacity to hold two [or more] diametrically opposed ideas" in his head and then "without panicking or simply settling for one alternative or the other," was able to "produce a synthesis that is superior to either opposing idea." Throughout his presidency, Lincoln frequently demonstrated integrative thinking, a "discipline of consideration and synthesis [that] is the hallmark of exceptional businesses [as well as of democratic governments] and those who lead them."

The great leaders whom Martin discusses (e.g. Martha Graham, George F. Kennan, Isadore Sharp, A.G. Lafley, Lee-Chin, and Bob Young) developed a capacity to consider what Thomas C. Chamberlain characterizes as "multiple working hypotheses" when required to make especially complicated decisions. Like Lincoln, they did not merely tolerate contradictory points of view, they encouraged them.
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58 of 72 people found the following review helpful
2.0 out of 5 stars Poor Model of Thought With No Justification May 26, 2008
Format:Hardcover|Verified Purchase
This books starts off by presenting the concept of the "integrative thinker", which is a person who has "the predisposition and capacity to hold two diametrically opposing ideas in their heads. And then without panicking or simply settling for one alternative or the other, they're able to produce a synthesis that is superior to either opposing idea"

If you look closely at this and read the examples in the book of the "opposable mind" in action, you'll begin to notice an assumption that we have no reason to believe is true.

The Main Assumption:
Focusing on the two (or more) alternatives leads to the third alternative chosen.

There is no reason to believe that the managers in the situations in this book developed further possibilities and alternatives from the apparent existing possibilities and alternatives. In most of the situations given as examples in the book, the managers appeared to be developing new possibilities out of a more fundamental knowledge of the situation at hand, rather than "integrating" and focusing on a few possible reactions to a situation.

I think that this book mainly serves as a red herring to those looking to develop creative thinking. Creative thinking is not linear as this book suggests. You typically don't develop the third alternative by focusing on the first two any more than you develop the second alternative by focusing on the first.
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14 of 17 people found the following review helpful
4.0 out of 5 stars The Beginning Of Wisdom... January 23, 2008
Some core points the author makes:

1. Much of the inner structure of the superior business mind is implicit, tacit, and mostly functions non-verbally on the unconscious level.

2. It is exceedingly hard to decompile and read the "machine language" of the superior business mind, probably because it is too complex and nuanced to be reduced to language.

3. Most business processes (as well as all institutional structure) are reduced to simplified, often grossly oversimplified diagrams, verbiage, mission statements, and employee manuals which cannot capture the true dynamism of the environment.

4. It is also exceedingly difficult to fully appreciate, and for many, to appreciate at all what box one is in, what box one's organization is in, what box one's culture is in... and without that appreciation it is impossible to step outside of the box in order to work with it creatively.

5. It was said of Jack Welch that he was a master of out of the box thinking, but he was also a master of inside the box thinking. Is any reader of Opposable Mind prepared to make a detailed life inventory of what constitutes "inside the box" and "outside the box" as it applies to his or her self image, his or her organization, his or her community, his or her culture ? If not, why not ?

6. The Opposable Mind is an overgeneralization. It could signify internalizing the forms of Systems Thinking as semi-linear strategic applications of the concept, or it could refer to full on Dual Hemispheric cognition in terms of brain organization, or it could refer to collective processes of inquiry that place value on opposition, challenge, unfamiliarity, and synthesis.

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10 of 12 people found the following review helpful
5.0 out of 5 stars CAPTURING THE WAY LEADERS THINK AND DECIDE December 21, 2007
Based on extensive interviews, the author focuses on the thinking skills rather than the doing skills of leaders. Integrative thinking is the topic. This types of thinking enables an exploration of opposing ideas in order to reach innovative solutions. Integrative thinking involves four steps: salience (allowing more features to be considered, introducing complexity), causality (multidimensional and nonlinear), architecture (seeing the whole while working on the parts), and resolution (creative resolution of tensions). Each of these is explored in separate chapters, along with the obstacles of simplification and specialization, forces working against integrative thinking. A framework for building integrative thinking capacity is presented involving stance, tools and experiences, and the author discusses how each can and is being taught. This is an excellent journey into effective thinking, whether by a leader or anyone engaged in enterprise. Very highly recommended.
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Most Recent Customer Reviews
4.0 out of 5 stars good but lengthy
It could have been better structured and summarized. Although it conveys a powerful framework of thinking , it dilute the message by so much repetition .
Published 1 month ago by hashem
5.0 out of 5 stars Great for Design Thinking
Martin's book is full of examples and practical advice for anyone who wants to provide integrative thinking to business problems. Read more
Published 2 months ago by Amazon Customer
4.0 out of 5 stars Good book
A book that brings a different but interesting point of view. I felt like learning new lessos after finishing. I recommend.
Published 4 months ago by Harlan Rodrigo da Silva
5.0 out of 5 stars Challenges the "Tradeoff" Paradigm
Martin has an interesting thesis here. His whole focus can really be summed up as that the most successful people don't think in terms of tradeoffs. Read more
Published 5 months ago by David F. Cameron
5.0 out of 5 stars Cool Book
Great job on getting the product to me in a short amount of time. I was very happy with this service.
Published 6 months ago by 1800 Danish
4.0 out of 5 stars Inspiring Book
The author really drives home the points on Salience-Causality-Architecture-Resolution. At times I felt it was a bit redundant but in the end I liked it because it helped me... Read more
Published 10 months ago by drnordstedt
5.0 out of 5 stars Transformative
A colleague recommended this book to me. I loved Martin's discussion of generative thinking ("embracing the mess") which is comprised of inductive, deductive, and abductive... Read more
Published 12 months ago by BethBeck
5.0 out of 5 stars Opposable MInd
This book is well written and easy to understand. This was a required reading however, buying the book was not. Read more
Published 13 months ago by Denise M. Chaney
4.0 out of 5 stars The opposable mind and conceptual agility
I bought this as required reading for a certificate course in Non Executive Directorship which I am currently working on. Read more
Published 15 months ago by Dr Michael Marks MBE
5.0 out of 5 stars Powerful - Clear approach, can be learned by anyone.
Thinking determines actions, and actions determine outcomes, thus how you think is critical to the outcomes you seek to achieve. Read more
Published 18 months ago by James
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