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9. Eric Ries, “The Engineering Manager’s Lament,” Lessons Learned,
October 20, 2008, http://www.startuplessonslearned.com.
10. Eric Ries, “Case Study: Using an LOI to Get Customer Feedback
on a Minimum Viable Product,” Lessons Learned, October 23,
2009, http://www.startuplessonslearned.com.
11. Donald Sull, “Competing Through Organization Agility,” Mc -
Kinsey Quarterly no. 1 (2010): 49.
12. Arthur Rock, “Strategy vs. Tactics from a Venture Capitalist,”
Harvard Business Review 65 no. 6 (1987): 64.
Chapter Seven – Integrity of Communication
1. The Left-Hand Column technique was developed by Chris Ar-
gyris and Don Schon many decades ago to help people identify
and understand the unspoken components underlying conversa-
tion, relationships, and learning processes. For more information
see Peter Senge’s The Fifth Discipline Fieldbook, pp. 246-252.
2. Howard Schultz, Pour Your Heart into It: How Starbucks Built a Com-
pany One Cup at a Time (New York: Hyperion, 1997), 80.
3. Paul Graham, “The Hardest Lessons for Startups to Learn,”
PaulGraham.com, April 2006, http://www.paulgraham.com/start
uplessons.html.
4. John M. Darley and C. Daniel Batson, “From Jerusalem to Jeri-
cho: A Study of Situational and Dispositional Variables in Help-
ing Behavior,” Journal of Personality and Social Psychology, no 27
(July 1973): 100-108.
5. Michael S. Malone, “John Doerr’s Startup Manual: Interview with
John Doerr.” Fast Company, February 28, 1997, http://www.fast
company.com/magazine/07/082doerr.html.
American Management Association • www.amanet.org
