Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.But dig deeper and a startling truth emerges:Yes, one in nine Americans works in sales. But so do the other eight.Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

    As Ferrazzi discovered early in life, what distinguishes highly successful people from everyone else is the way they use the power of relationships--so that everyone wins. In "Never Eat Alone," Ferrazzi lays out the specific steps--and inner mindset--he uses to reach out to connect with the thousands of colleagues, friends, and associates on his Rolodex, people he has helped and who have helped him. The son of a small-town steelworker and a cleaning lady, Ferrazzi first used his remarkable ability to connect with others to pave the way to a scholarship at Yale, a Harvard MBA, and several top executive posts. Not yet out of his thirties, he developed a network of relationships that stretched from Washington's corridors of power to Hollywood's A-list, leading to him being named one of Crain's 40 Under 40 and selected as a Global Leader for Tomorrow by the Davos World Economic Forum. Ferrazzi's form of connecting to the world around him is based on generosity, helping friends connect with other friends. Ferrazzi distinguishes genuine relationship-building from the crude, desperate glad-handling usually associated with "networking." He then distills his system of reaching out to people into practical, proven principles. Among them: Don't keep score: It's never simply about getting what you want. It's about getting what you want and making sure that the people who are important to you get what they want, too. "Ping" constantly: The Ins and Outs of reaching out to those in your circle of contacts all the time--not just when you need something. Never eat alone: The dynamics of status are the same whether you're working at a corporation or attending a society event-- "invisibility" is a fate worse than failure. In the course of the book, Ferrazzi outlines the timeless strategies shared by the world's most connected individuals, from Katherine Graham to Bill Clinton, Vernon Jordan to the Dalai Lama. Chock full of specific advice on handling rejection, getting past gatekeepers, becoming a "conference commando," and more, "Never Eat Alone" is destined to take its place alongside "How to Win Friends and Influence People" as an inspirational classic.

    Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly, discover common ground and, together, decide to act.

    Ideal for processing large datasets, the Apache Hadoop framework is an open source implementation of the MapReduce algorithm on which Google built its empire. This comprehensive resource demonstrates how to use Hadoop to build reliable, scalable, distributed systems: programmers will find details for analyzing large datasets, and administrators will learn how to set up and run Hadoop clusters. Complete with case studies that illustrate how Hadoop solves specific problems, this book helps you:Use the Hadoop Distributed File System (HDFS) for storing large datasets, and run distributed computations over those datasets using MapReduce Become familiar with Hadoop's data and I/O building blocks for compression, data integrity, serialization, and persistence Discover common pitfalls and advanced features for writing real-world MapReduce programs Design, build, and administer a dedicated Hadoop cluster, or run Hadoop in the cloud Use Pig, a high-level query language for large-scale data processing Take advantage of HBase, Hadoop's database for structured and semi-structured data Learn ZooKeeper, a toolkit of coordination primitives for building distributed systems If you have lots of data -- whether it's gigabytes or petabytes -- Hadoop is the perfect solution. Hadoop: The Definitive Guide is the most thorough book available on the subject. "Now you have the opportunity to learn about Hadoop from a master-not only of the technology, but also of common sense and plain talk." -- Doug Cutting, Hadoop Founder, Yahoo!

    Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for." Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes:Step-by-step guidance on how to establish value-based fees How to create the "good deal" dynamic in client relationships Sixty ways to raise fees and increase profits immediately How to prevent and rebut fee objections How to use retainers wisely How to develop fee progression strategies How to make money while you sleep, eat, and play! Value-Based Fees clearly explains how to charge for your value--and get--what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.

    That’s because inside each of us is an internal editor whose job is to forever polish our thoughts, so we sound smart and in control, and so that we fit into society. But what happens when we encounter problems where such conventional thinking fails us? How to get unstuck? For Mark Levy, the answer is freewriting, a technique he’s used for years to solve all types of business problems, and generate ideas for books, articles and blog posts. Freewriting is deceptively simple: Start writing as fast as you can, for as long as you can, about a subject you care deeply about, while ignoring the standard rules of grammar and spelling. Your internal editor won’t be able to keep up with your output, and will be temporarily shunted into the background. You’ll now be able to think more honestly and resourcefully than before, and will generate breakthrough ideas and solutions that you couldn’t have created any other way. Levy shares six freewriting secrets designed to knock out your editor and let your genius run free. He also includes fifteen problem-solving and creativity-stimulating principles you can use if you need more firepower—seven of which are new to this edition—and stories of problems he and others have solved through freewriting. Also new to this edition: an extensive section on how to refine your freewriting into something you can share with the world. Although Levy originally taught freewriting as a private brainstorming technique, over the years he and his clients have found that, with some tweaking, it’s a great way to generate content for books, articles, and other thought leadership pieces.

    Users demand software that is well-behaved, good-looking, and easy to use. Your clients or managers demand originality and a short time to market. Your UI technology -- web applications, desktop software, even mobile devices -- may give you the tools you need, but little guidance on how to use them well.UI designers over the years have refined the art of interface design, evolving many best practices and reusable ideas. If you learn these, and understand why the best user interfaces work so well, you too can design engaging and usable interfaces with less guesswork and more confidence.Designing Interfaces captures those best practices as design patterns -- solutions to common design problems, tailored to the situation at hand. Each pattern contains practical advice that you can put to use immediately, plus a variety of examples illustrated in full color. You'll get recommendations, design alternatives, and warnings on when not to use them.Each chapter's introduction describes key design concepts that are often misunderstood, such as affordances, visual hierarchy, navigational distance, and the use of color. These give you a deeper understanding of why the patterns work, and how to apply them with more insight.A book can't design an interface for you -- no foolproof design process is given here -- but Designing Interfaces does give you concrete ideas that you can mix and recombine as you see fit. Experienced designers can use it as a sourcebook of ideas. Novice designers will find a roadmap to the world of interface and interaction design, with enough guidance to start using these patterns immediately.

    Two leaders in the requirements community have teamed up to deliver a contemporary set of practices covering the full range of requirements development and management activities on software projects. Describes practical, effective, field-tested techniques for managing the requirements engineering process from end to end. Provides examples demonstrating how requirements "good practices" can lead to fewer change requests, higher customer satisfaction, and lower development costs. Fully updated with contemporary examples and many new practices and techniques. Describes how to apply effective requirements practices to agile projects and numerous other special project situations. Targeted to business analysts, developers, project managers, and other software project stakeholders who have a general understanding of the software development process. Shares the insights gleaned from the authors' extensive experience delivering hundreds of software-requirements training courses, presentations, and webinars.New chapters are included on specifying data requirements, writing high-quality functional requirements, and requirements reuse. Considerable depth has been added on business requirements, elicitation techniques, and nonfunctional requirements. In addition, new chapters recommend effective requirements practices for various special project situations, including enhancement and replacement, packaged solutions, outsourced, business process automation, analytics and reporting, and embedded and other real-time systems projects.

    This dynamic and richly illustrated resource gives meeting leaders, presenters, and consultants a slew of exciting tricks and tools, includingGraphic recording, visual planning, story boarding, graphic templates, idea mapping, etc. Creative ways to energize team building, sales presentations, staff meetings, strategy sessions, brainstorming, and more Getting beyond paper and whiteboards to engage new media platforms Understanding emerging visual language for leading groups Unlocking formerly untapped creative resources for business success, Visual Meetings will help you and your team communicate ideas more effectively and engagingly.

    What's new in the Second Edition? 1. Fully compliant with the latest version of SPSS version 12 2. More coverage of advanced statistics including completely new coverage of non-parametric statistics. The book is 50 per cent longer than the First Edition. 3. Each section of each chapter now has a notation - 1,2 or 3 - referring to the intended level of study. This helps students navigate their way through the book and makes it user-friendly for students of ALL levels. 4. Has a 'how to use this book' section at the start of the text. 5. Characters in each chapter have defined roles - summarizing key points, to pose questions etc 6. Each chapter now has several examples for students to work through. Answers provided on the enclosed CD-ROM

    But few of us realize just how many oversights, biases, and downright ethical nightmares are baked inside the tech products we use every day. It’s time we change that.In Technically Wrong, Sara Wachter-Boettcher demystifies the tech industry, leaving those of us on the other side of the screen better prepared to make informed choices about the services we use—and to demand more from the companies behind them.

    The "Greatest Business Book of All Time" (Bloomsbury UK), In Search of Excellence has long been a must-have for the boardroom, business school, and bedside table.Based on a study of forty-three of America's best-run companies from a diverse array of business sectors, In Search of Excellence describes eight basic principles of management -- action-stimulating, people-oriented, profit-maximizing practices -- that made these organizations successful.This phenomenal bestseller features a new Authors' Note, and reintroduces these vital principles in an accessible and practical way for today's management reader.

     They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a little . As a matter of fact, it's not their responsibility to tell you the truth. It's your responsibility to find it and it's worth doing right .Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. We all know we're supposed to do it, but nobody seems willing to admit that it's easy to screw up and hard to do right. This book is going to show you how customer conversations go wrong and how you can do better.

    We have Mindstorms to thank for that. In this book, pioneering computer scientist Seymour Papert uses the invention of LOGO, the first child-friendly programming language, to make the case for the value of teaching children with computers. Papert argues that children are more than capable of mastering computers, and that teaching computational processes like de-bugging in the classroom can change the way we learn everything else. He also shows that schools saturated with technology can actually improve socialization and interaction among students and between students and teachers.

    So, why does conventional wisdom insist that software engineers focus primarily on the design and development of large-scale computing systems?In this collection of essays and articles, key members of Google's Site Reliability Team explain how and why their commitment to the entire lifecycle has enabled the company to successfully build, deploy, monitor, and maintain some of the largest software systems in the world. You'll learn the principles and practices that enable Google engineers to make systems more scalable, reliable, and efficient--lessons directly applicable to your organization.This book is divided into four sections: Introduction--Learn what site reliability engineering is and why it differs from conventional IT industry practicesPrinciples--Examine the patterns, behaviors, and areas of concern that influence the work of a site reliability engineer (SRE)Practices--Understand the theory and practice of an SRE's day-to-day work: building and operating large distributed computing systemsManagement--Explore Google's best practices for training, communication, and meetings that your organization can use