Patrick Collins, an internationally recognized expert on the subject, offers an original, comprehensive guide to maximizing negotiation skills, whether in a one-on-one encounter or a larger, more formal negotiating session.Collins explains what negotiation is and isn’t (“negotiation is not confrontation”) and discusses ways to overcome the fear of negotiation, strategies for gaining the upper hand by manipulating the environment, and tactics tailored to negotiation type. What he offers is much more than just a guide to “magic words” or a collection of case studies; Collins provides a hard-working handbook on assessing situations and pinpointing the appropriate techniques for any given circumstance. There’s great real-life advice, including details on how to negotiate at restaurants and hotels. The tips are often surprisingly, almost shockingly simple and logical—such as the suggestion to get in line behind a belligerent customer to boost your own chances for success. Readers will come away with a set of “guerrilla negotiating” tactics, and a better understanding of:• when to continue talking and when to walk away• how to identify words that sabotage your best efforts• how to identify cultural customs that will smooth the process• how to bluff for maximum effectivenessEach chapter concludes with “key thoughts” that summarize the main lessons in the preceding pages.Viewing negotiation as both science and art, Collins will help executives, managers, and almost anyone master the skills to have the upper hand in any situation.

    That's the premise of this book: how to cook what Zen Buddhists call "the supreme meal"—life. It has to be nourishing, and it has to be shared. And we can use only the ingredients at hand. Inspired by the thirteenth-century manual of the same name by Dogen, the founder of the Japanese Soto Zen tradition, this book teaches us how we can "enlarge the family we're feeding" if we just use some imagination. Bernie Glassman founded Greyston Bakery in Yonkers, New York, in 1982 to employ those whom other companies deem unemployable—the homeless, ex-cons, recovering addicts, low-skill individuals—with the belief that investing in people, and not just products, does pay. He was right. Greyston has evolved into an $8 million-a-year business with clients all over New York City. It is the sole supplier of brownies to Ben & Jerry's Ice Cream, and has even sold cakes to the White House. But financial profit is only one of two bottom lines that Greyston is committed to. The other one is social impact, and this goal is certainly being met. The bakery enterprise has led to the creation of the Greyston Foundation, an integrated network of organizations that provide affordable housing, child care, counseling services, and health care to families in the community. Using entrepreneurship to solve the problems of the inner city, Greyston has become a national model for comprehensive community development. Its giving back is more than just sloughing off a percentage of its profits and donating it to charity; it's about working with the community's needs right from the beginning—bringing them from the margins to the core. As its company motto goes, "We don't hire people to bake brownies. We bake brownies to hire people." This book is as much a self-manual as a business manual, addressing such concepts as    • Beginner's mind    • The Middle Way of Sustainability    • The "hungry ghosts" of Buddhism as a picture of all humanity    • Working with our faults    • Indra's Net and the interconnectedness of life    • Leaving no trace

    This is a powerful collection of bestselling books that will help you love the work you do - even if you can't always do work that you love.

    

    Making matters worse, those leading the demos can rarely afford to spend months at a time figuring out how to improve their success rates. In Just F*Ing Demo!, Rob Falcone outlines the tactics that helped him overcome these challenges, lead clear, relevant demos, and exceed revenue generation goals quarter after quarter. The book will teach readers: - How to structure a demo; - How to ask questions that uncover what your audience truly cares about; - How to translate audience needs into a flow that is extremely easy to follow; - How to use simple but powerful interpersonal tactics within the demo itself. Just F*Ing Demo! distills Falcone’s highly successful training program into an intentionally concise yet impactful read. From the entrepreneur seeking investment to the sales professional chasing a deal, anyone can carve out a few hours, read this book, and immediately make their demos kick ass.

    One essentially comes from the Harvard Business School camp, and it’s perhaps best described as “Thou Shalt Collaborate.” This approach teaches that negotiating parties should always work together toward common interests. The other school of thought, mostly pushed by author/consultant Roger Dawson, takes an opposite approach. Call it “Thou Shalt Compete,” this approach is always overtly or subtly adversarial. The One Minute Negotiator differs in that it doesn’t single-mindedly push one strategy over the other—in the real world every negotiation differs depending on the participants and the circumstances. The authors provide an easy-to-use tool that allows you to understand your own negotiation strategy and quickly match it to the negotiation strategy used by the other side and to the situation.   Too many people lose out in negotiations because of apprehension and misunderstanding about the process—what the authors call “negotiaphobia”. By providing a simple, straightforward process anyone can use The One Minute Negotiator to help conquer their fears and achieve the most beneficial outcome in all their dealings.

    Ambedkar's most prominent speeches on caste and the Indian Constitution. "In the fight for Swaraj, you fight with the whole nation on your side. In fighting caste system, you stand against the whole nation—and that too, your own." Annihilation of Caste is one of Ambedkar's best works in putting together how caste as a system has been eating up the roots of a rich cultural melting pot like India. "Bhakti in religion could lead to salvation. But in politics, Bhakti is a sure road to eventual dictatorship." The Grammar of Anarchy reflects Ambedkar's ideas on how we need to pave the way for Independent India. It reflects his deep love and aspirations for India and its people. "...the sub-divisions [of caste] have lost the open-door character of the class system, and have become self-enclosed units called castes." Castes in India: Their Mechanism, Genesis and Development is an in-depth study of how classes went on to become castes and sub-castes to dot the Indian social system. This powerful narrative is a radical eye-opener.

    With unprecedented access to the inner working of Toyota, the authors spent six years researching the company, interviewing hundreds of executives and employees, and discovering the company's secret of success. What they uncovered will surprise you and change the way you think about business. Simultaneously rigidly traditional and seriously innovative, it is precisely those internal contradictions that make the company so successful and admired.

    But too often he is viewed as an Americanized shepherd boy on a Sunday school felt board or a New Testament saint alongside the Virgin Mary. Not only does this neglect one of the Bible’s most complex stories of sin and redemption; it also bypasses the gritty life lessons inherent in the amazing true story of David.  Mark Rutland shreds the felt-board character, breaks down the sculpted marble statue, and unearths the real David of the Bible. Both noble and wretched, neither a saint nor a monster, at times victorious and other times a failure, David was through it all a man after God’s own heart.

    Through his own personal story and those of nine other Rangers, Barber illuminates fundamental lessons about what it really takes to win. These first-person accounts of trial and triumph highlight the importance and the inherent truth of the Army's most fundamental leadership principles: seeking and taking responsibility for your actions, and knowing yourself and seeking self-improvement. Adhering to those principles--and putting them at the core of your organization--will push you and your company to do more and do it better.

    Rife with deeply personal, perhaps slightly embarrassing and often hysterical personal stories from the author herself, Put Your Big Girl Panties On and Deal With It is the guidebook for real women ready to take charge of their own lives.Inside, discover:--How to shuck those procrastination panties: Action Antidotes to the Top 10 Procrastination Perpetuator--How to untwist your knickers: Stressbusting for the rest of us--Aunties in your panties: What we can learn from the Big Girl Panty-Wearers who have gone before us--Big girl Valentine panties: Plenty of romance revivers and passion primers--Bodacious Beauty Britches: How to celebrate your unique gorgeousness

    Written by highly respected experts and prestigious scholars, Hitt/Ireland/Hoskisson's STRATEGIC MANAGEMENT: COMPETITIVENESS AND GLOBALIZATION, CONCEPTS AND CASES, 10E provides an intellectually rich, yet thoroughly practical analysis of strategic management today. This unique text is the only one to integrate the classic industrial organization model with a resource-based view of the firm to give readers a complete understanding of how today's businesses use strategic management to establish a sustained competitive advantage. The authors present cutting-edge research and strategic management trends within a strong global focus, using memorable examples from more than 600 companies. A wealth of learning features and selection of 30 all-new compelling cases prepare your students to face the broad range of critical issues confronting contemporary managers. Engaging video cases, CengageNOW online teaching tools, and a complete electronic business library keeps study current and relevant.

    The book contains a series of short chapters filled with examples, data, and insights that challenge questionable assumptions and much conventional management wisdom. Each chapter also provides guidelines about how to think more deeply and intelligently about critical management issues. Covering topics ranging from managing people to leadership to measurement and strategy, it’s good organizational advice, delivered by Dr. Pfeffer himself.

    Discover the mindsets of the best, install the rituals of the icons, run the habits of the heroes and massive improvements will be yours for the taking. In The Little Black Book of stunning success, Robin Sharma - one of the true masters of leadership + elite performance on the planet - shares the potent insights that have helped so many people just like you do legendary work, live remarkable lives and lift everyone around them in the process. If you're truly ready to live your dreams, this book is your fuel. Dream. Dare. Lead. Learn. Craft. Create. Produce. Perfect. Iterate. Optimize. Inspire. Impact. Win. Repeat. Push. Rest. Love. Live.

    He won renown as a battlefield hero and was the most decorated Marine in U.S. history at the time of his death in 1940. Old Gimlet Eye is a boots-on-the-ground account of his many tours of duty, offering invaluable insight into early US military strategy and tactics, weaponry, equipment and many other fascinating field details from the Spanish-American War to World War I and beyond. This new annotated edition of Old Gimlet Eye includes original footnotes and images. *Original footnotes. *Includes images.