Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

    From class presentations to interviews to online videos, an engaging talk can not only inspire and electrify a room, it can change people’s minds, and even change the world.    Thank You for Coming to My TED Talk is the definitive guide to public speaking for a teen audience. Drawing from a teen’s day-to-day world—school, extracurriculars, online videos, college admissions procedures, bat and bar mitzvahs, debates, and more—head of TED Chris Anderson shares proven techniques honed through years of watching teen speakers, including Tavi Gevinson and Chelsea Clinton, wow TED audiences. It includes everything teens need to persuade, inspire, and inform others. This comprehensive, accessible guide will help any teen become a confident, capable speaker.

    Now he looks at the complex and surprising ways the weak can defeat the strong, the small can match up against the giant, and how our goals (often culturally determined) can make a huge difference in our ultimate sense of success. Drawing upon examples from the world of business, sports, culture, cutting-edge psychology, and an array of unforgettable characters around the world, David and Goliath is in many ways the most practical and provocative book Malcolm Gladwell has ever written.

    Categorized for general use and for use with specific types of clients—such as children, couples, and families, and those who have suffered trauma or who might benefit from medication—the questions demonstrate how the precise use of language is an important tool in solution-focused interviewing. Exercises and homework suggestions invite self-reflection and experimentation with the solution-focused model, while case studies illustrate the model’s effectiveness with a wide variety of clients. 1001 Solution-Focused Questions equips clinicians with a toolbox full of ready-to-use approaches, so they’re prepared to provide support as clients find their own way to a better future.

    Rather, other factors can be even more crucial such as identifying our passions and following through on our commitments.Drawing on her own powerful story as the daughter of a scientist who frequently bemoaned her lack of smarts, Duckworth describes her winding path through teaching, business consulting, and neuroscience, which led to the hypothesis that what really drives success is not genius, but a special blend of passion and long-term perseverance. As a professor at the University of Pennsylvania, Duckworth created her own character lab and set out to test her theory.Here, she takes readers into the field to visit teachers working in some of the toughest schools, cadets struggling through their first days at West Point, and young finalists in the National Spelling Bee. She also mines fascinating insights from history and shows what can be gleaned from modern experiments in peak performance. Finally, she shares what she's learned from interviewing dozens of high achievers; from JP Morgan CEO Jamie Dimon to the cartoon editor of The New Yorker to Seattle Seahawks Coach Pete Carroll.Winningly personal, insightful, and even life-changing, Grit is a book about what goes through your head when you fall down, and how that not talent or luck makes all the difference.

    In this entertaining and frequently hilarious book, Mark takes us on a journey not only of 1111 miles, but of the highs and lows of long-distance walking.'I read the entire journey cover to cover in a couple of days. Totally fascinating, very amusing.' - Howard J'I highly recommend that people read it from start to finish. It is a great tale ' - Peter K'Thank you for being so enthusiastic about travelling and revealing your passion in such a constructive way ' - Jenny S'A certain cure for a jaded outlook.' - Marilyn S'You can't put it down.' - Frank W'A great job ' - Kevin P

    If you have low self-esteem, or are constantly comparing your successes and failures with those of the people around you, it's time to take a step back and re-evaluate how you treat you.The Self-Esteem Workbook is based on the author's original new research, which has shown that self-esteem can be significantly improved through the use of self-help materials. Now psychologist and health educator Glenn Schiraldi has shaped these tested resources into a comprehensive, self-directed program that guides readers through twenty essential skill-building activities, each focused on developing a crucial component of healthy self-esteem. This classic is still the most comprehensive guide on the subject and the only book that offers proven techniques for talking back to your self-critical voice. Learn step-by-step techniques to help you:Handle your mistakes and respond well to criticismFoster compassion for yourself and othersSet up and achieve goals that will enrich your lifeUse visualization for self-acceptanceIf you are ready to stop being hard on yourself, and start showing compassion and understanding, this workbook can help you get started.

    Unlike existing resources, this treatment planner provides a means to directly integrate family therapy theory and practice. By providing treatment planning strategies along with complete overviews of specific theories, the book provides a remedy for the common "missing link" between theory and practice. The purpose of this book is to fill the ever-widening gap between formal training in theory and actual practice in managed-care dominated workplaces. The text covers 11 of the most widely used family therapies providing a summary for each theory and then specific strategies for developing a treatment plan.

    

    Mark Epstein reflects on one year's worth of therapy sessions with his patients to observe how his training in Western psychotherapy and his equally long investigation into Buddhism, in tandem, led to greater awareness--for his patients, and for himself For years, Dr. Mark Epstein kept his beliefs as a Buddhist separate from his work as a psychiatrist. Content to use his training in mindfulness as a private resource, he trusted that the Buddhist influence could, and should, remain invisible. But as he became more forthcoming with his patients about his personal spiritual leanings, he was surprised to learn how many were eager to learn more. The divisions between the psychological, emotional, and the spiritual, he soon realized, were not as distinct as one might think.In The Zen of Therapy, Dr. Epstein reflects on a year's worth of selected sessions with his patients and observes how, in the incidental details of a given hour, his Buddhist background influences the way he works. Meditation and psychotherapy each encourage a willingness to face life's difficulties with courage that can be hard to otherwise muster, and in this cross-section of life in his office, he emphasizes how therapy, an element of Western medicine, can in fact be considered a two-person meditation. Mindfulness, too, much like a good therapist, can "hold" our awareness for us--and allow us to come to our senses and find inner peace.Throughout this deeply personal inquiry, one which weaves together the wisdom of two worlds, Dr. Epstein illuminates the therapy relationship as spiritual friendship, and reveals how a therapist can help patients cultivate the sense that there is something magical, something wonderful, and something to trust running through our lives, no matter how fraught they have been or might become. For when we realize how readily we have misinterpreted our selves, when we stop clinging to our falsely conceived constructs, when we touch the ground of being, we come home.

    As Specht and Courtney persuasively demonstrate, if social work continues to drift in this direction there is good reason to expect that the profession will be entirely engulfed by psychotherapy within the next twenty years, leaving a huge gap in the provision of social services traditionally filled by social workers. The authors examine the waste of public funds this trend occasions, as social workers educated with public money abandon community service in increasing numbers.

    We arrive at this crossroads over and over again, and every day. And we get to choose. Starting out or starting over, making a career change or making a life change, the most life-affirming thing you can do is to honor the voice inside that says your have something special to give, and then heed the call and act. Many have traveled this road before. Here’s how you can, too. #choosemust An inspirational gift book for every recent graduate, every artist, every seeker, and every career change.

    Less well known are the processes that drive movement through the stages or how the stages apply to becoming addicted. From Carlo C. DiClemente, codeveloper of the transtheoretical model, this book offers a panoramic view of the entire continuum of addictive behavior change. The author illuminates the common path that individuals travel as they establish and reinforce new patterns of behavior, whether they are developing an addiction or struggling to free themselves from one, and regardless of the specific addictive behavior. The book addresses crucial questions of why, when, and how to intervene to bolster recovery in those already addicted and reach out effectively to people at risk.

    In constant demand as a coach, speaker, and consultant to companies around the world, David Rock has proven that the secret to leading people (and living and working with them) is found in the space between their ears. "If people are being paid to think," he writes, "isn't it time the business world found out what the thing doing the work, the brain, is all about?" Supported by the latest groundbreaking research, Quiet Leadership provides a brain-based approach that will help busy leaders, executives, and managers improve their own and their colleagues' performance. Rock offers a practical, six-step guide to making permanent workplace performance change by unleashing higher productivity, new levels of morale, and greater job satisfaction.

    The author presents research on how the brain processes information and offers practical methods to infuse your teaching and training with a renewed sense of purpose.