Book picks similar to
The MacKay MBA of Selling in the Real World by Harvey MacKay
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (Without Money or Muscle)
Deepak Malhotra - 2016
Others are more difficult. And then there are situations that seem hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power, money, or other resources to work with. Harvard professor (and negotiation consultant advisor to organizations around the world) Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, bringing peace to Northern Ireland, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life as well, from making corporate deals, negotiating job offers, and resolving business disputes to tackling obstacles in personal relationships and even negotiating with children.
The Behaviour Gap: Simple Ways to Stop Doing Dumb Things with Money
Carl Richards - 2012
They were letting emotion get in the way of smart financial decisions. He named this phenomenon-the distance between what we should do and what we actually do-"the behavior gap." Using simple drawings to explain the gap, he found that once people understood it, they started doing much better.Richards's way with words and images has attracted a loyal following to his blog posts for The New York Times, appearances on National Public Radio, and his columns and lectures. His book will teach you how to rethink all kinds of situations where your perfectly natural instincts (for safety or success) can cost you money and peace of mind.He'll help you to:avoid the tendency to buy high and sell low; avoid the pitfalls of generic financial advice; invest all of your assets-time and energy as well as savings-more wisely; quit spending money and time on things that don't matter; identify your real financial goals; start meaningful conversations about money; simplify your financial life; stop losing money!It's never too late to make a fresh financial start. As Richards writes: "We've all made mistakes, but now it's time to give yourself permission to review those mistakes, identify your personal behavior gaps, and make a plan to avoid them in the future. The goal isn't to make the 'perfect' decision about money every time, but to do the best we can and move forward. Most of the time, that's enough."
The Art of Execution: How the world's best investors get it wrong and still make millions
Lee Freeman-Shor - 2015
His instructions were simple. There was only one rule. They could only invest in their ten best ideas to make money.It seemed like a foolproof plan to make a lot of money. What could possibly go wrong? These were some of the greatest minds at work in the markets today - from top European hedge fund managers to Wall Street legends.But most of the investors' great ideas actually lost money. Shockingly, a toss of a coin would have been a better method of choosing whether or not to invest in a stock.Nevertheless, despite being wrong most of the time, many of these investors still ended up making a lot of money.How could they be wrong most of the time and still be profitable? The answer lay in their hidden habits of execution, which until now have only been guessed at from the outside world.This book lays bare those secret habits for the first time, explaining them with real-life data, case studies and stories taken from Freeman-Shor's unique position of managing these investors on a day-to-day basis.A riveting read for investors of every level, this book shows you exactly what to do and what not to do when your big idea is losing or winning - and demonstrates conclusively why the most important thing about investing is always the art of execution.
The 100 Best Business Books of All Time: What They Say, Why They Matter, and How They Can Help You
Jack Covert - 2009
Now they have chosen and reviewed the one hundred best business titles of all time—the ones that deliver the biggest payoff for today’s busy readers.The 100 Best Business Books of All Time puts each book in context so that readers can quickly find solutions to the problems they face, such as how best to spend The First 90 Days in a new job or how to take their company from Good to Great. Many of the choices are surprising—you’ll find reviews of Moneyball and Orbiting the Giant Hairball, but not Jack Welch’s memoir. At the end of each review, Jack and Todd direct readers to other books both inside and outside The 100 Best. And sprinkled throughout are sidebars taking the reader beyond business books, suggesting movies, novels, and even children’s books that offer equally relevant insights. This guide will appeal to anyone, from entry-level to CEO, who wants to cut through the clutter and discover the brilliant books that are truly worth their investment of time and money.
Thinking Like an Economist: A Guide to Rational Decision Making
Randall Bartlett - 2010
But that doesn't mean you need to passively accept whatever outcome those forces might press upon you. Instead, with these 12 fast-moving and crystal clear lectures, you can learn how to use a small handful of basic nuts-and-bolts principles to turn those same forces to your own advantage.Requiring no previous economics background, Professor Bartlett presents some of the fundamental principles and concepts that shape the lenses through which economists view the world. He then shows you how to use these simple analytical tools to understand what you see through those lenses. By learning to identify the many varied situations in which economics affects your life and how to wield the tools that can help you make the wisest choices in those situations, you'll enhance not only your understanding of daily life but your own success in living it.Packed with case studies, helpful strategies, economic insights, and more, this series will equip you with a reliable toolkit for thinking more like an everyday economist and approach the issues in your own life with a more educated, seasoned eye. And after these dozen lectures with Professor Bartlett, things really will look very different. You'll see how basic economic ideas like incentives, risks, rewards, and rationality are not just the province of professional economists, government policymakers, or your local bank's loan officer, but instead lie at the root of nearly every decision you must make in your daily life.
Stop Acting Rich: ...and Start Living Like a Real Millionaire
Thomas J. Stanley - 2009
With well over two million of his books sold, and huge praise from many media outlets, Dr. Thomas J. Stanley is a recognized and highly respected authority on the wealthy, their behavior, and their thinking. Now, in Stop Acting Rich, he details how the less affluent have fallen into the elite luxury brand trap that keeps them from truly acquiring wealth and details how to get out of it by emulating the working rich as opposed to the super elite.A defensive strategy for tough times, Stop Acting Rich will show you how to live like Warren Buffett-a rich, happy life-through accumulating more wealth and using it to achieve the type of financial freedom that will create true happiness and fulfillment. Puts wealth in perspective and shows you how to live rich without spending moreDetails why we spend lavishly and how to stop this destructive cycleDiscusses how being "rich" means more than just big houses and luxury carsOther titles by Stanley: The Millionaire Mind and The Millionaire Next DoorIt's time to understand why we buy what we buy, so that we can start accumulating, rather than depleting, wealth. Stop Acting Rich shows you exactly what it takes to achieve this elusive goal.
Selling 101: What Every Successful Sales Professional Needs to Know
Zig Ziglar - 2003
Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
The Brain Audit: Why Customers Buy (and Why They Don't)
Sean D'Souza - 2009
Your customers don't want to walk away. They want to buy from you. So how does the brain make decisions? And what causes it to get confused? The Brain Audit shows you how the customer takes decisions. And what you need to put in place, so that the customer feels happy to buy products or services from you. The Brain Audit isn't about persuasion or any mind tricks. Instead it shows you the information that your customers need in order to make a decision. It shows you how to present that information, and thereby enable the customer to intelligently go through a purchase sequence. The Brain Audit is designed to do the following: brain_audit_benefits 1) Enable you to spot every one of the 'seven bags' that are required to make a decision 2) Present those bags to the customer in the right sequence. 3) Enable you to get the customer to buy without needing to use pressure tactics.
Innovation Driven Entrepreneurship: 24 Steps to Help Entrepreneurs Launch Successful New Ventures
William Aulet - 2013
Many believe that it cannot be taught, and those who are successful in starting a business are born with something others do not have. Innovation-based entrepreneurship can be broken down into discreet behaviors and processes that can be taught to the intelligent, hardworking, people using this book.Eric Ries and Steve Blank were wrong; the road to a successful start-up is not just four steps. "Innovation Driven"" Entrepreneurship "breaks it down into 24 steps which include: Market segmentationQuantify the value propositionDefine your coreMap the process to acquire a paying costumerTest key assumptionsDevelop a product plan, and more.
Built to Last: Successful Habits of Visionary Companies
James C. Collins - 1994
It is not about visionary product concepts or visionary products or visionary market insights. Nor is it about just having a corporate vision. This is a book about something far more important, enduring, and substantial. This is a book about visionary companies." So write Jim Collins and Jerry Porras in this groundbreaking book that shatters myths, provides new insights, and gives practical guidance to those who would like to build landmark companies that stand the test of time.Drawing upon a six-year research project at the Stanford University Graduate School of Business, Collins and Porras took eighteen truly exceptional and long-lasting companies -- they have an average age of nearly one hundred years and have outperformed the general stock market by a factor of fifteen since 1926 -- and studied each company in direct comparison to one of its top competitors. They examined the companies from their very beginnings to the present day -- as start-ups, as midsize companies, and as large corporations. Throughout, the authors asked: "What makes the truly exceptional companies different from other companies?"What separates General Electric, 3M, Merck, Wal-Mart, Hewlett-Packard, Walt Disney, and Philip Morris from their rivals? How, for example, did Procter & Gamble, which began life substantially behind rival Colgate, eventually prevail as the premier institution in its industry? How was Motorola able to move from a humble battery repair business into integrated circuits and cellular communications, while Zenith never became dominant in anything other than TVs? How did Boeing unseat McDonnell Douglas as the world's best commercial aircraft company -- what did Boeing have that McDonnell Douglas lacked?By answering such questions, Collins and Porras go beyond the incessant barrage of management buzzwords and fads of the day to discover timeless qualities that have consistently distinguished out-standing companies. They also provide inspiration to all executives and entrepreneurs by destroying the false but widely accepted idea that only charismatic visionary leaders can build visionary companies.Filled with hundreds of specific examples and organized into a coherent framework of practical concepts that can be applied by managers and entrepreneurs at all levels, Built to Last provides a master blueprint for building organizations that will prosper long into the twenty-first century and beyond.
People Are Idiots and I Can Prove It!: The 10 Ways You Are Sabotaging Yourself and How You Can Overcome Them
Larry Winget - 2008
I want more money. I want a better relationship with my spouse. I want good responsible kids. I want a promotion. I want to be healthy. I want to be smarter. I want to retire. I want, I want, I want… But do you know what people really want? They want what they�ve got. It�s a simple formula: You have what you want because your actions produced your results. Not your words and certainly not your wants. In his signature caustic, yet loveable style, Larry dishes out straight talk on what he calls �life�s messes� and offers up his advice topped with a dollop of common sense. We all know that people do stupid things to sabotage their success, and we can all think of areas in our own lives where we are just plain being idiots! So here is what Larry is proposing: Recognize where you are being an idiot and then take action to stop being an idiot. He takes on business, family, health, being fat, being stupid, success, money, and more, and tells us step by step what we need to change. He tells us to take responsibility for our words and our wants and put them into action. Why Larry? We have seen him do it as an expert on TV, coaching people on taking control of their money. We turn to him for business advice and kick-in-the- pants motivation. But why ask Larry for advice on things like relationships and parenting? Larry says the answers to most problems, whether personal or professional, go hand in hand. What it takes to be a great leader is what it takes to be a great parent. The principles it takes to be a good salesperson are the same principles it takes to get along with others. The principles of personal success are the same principles of business success and financial success. This book is a little mirror you can hold up to your life to reflect back to you your areas of stupidity. A mirror that has a little action plan taped to the back of it. A little bit of business. A little bit of personal development. A little finance. A little parenting. A little health and wellness. And a whopping dose of common sense! The Pitbull of Personal Development ® and New York Times bestselling author Larry Winget brings us advice on the dumb things we are doing to sabotage our success. Larry Winget is back, and this time he�s telling us that most people are idiots! And that seems harsh. But in fact this is Larry�s most positive book yet because he believes that what people really want is to be told the truth. And usually the truth isn�t pretty. When you have had it with hand holding and making excuses for why you are not doing as well as you could be doing, when you are ready to hear someone tell it to you like it is, tell you exactly what you are doing wrong and how to fix it, Larry is your man. Do you have a plan for success? Why not? It�s time to cut out the endless chatter about the things you want, the things you wish you had. It�s time to stop wasting your time with excuses and explanations for why you aren�t quite where you need to be. This book is the swift kick you need to cut out the bad habits that are keeping you from your goals. Figure out what you really want, not what you say you want, and get started on your action plan for success.
The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk
Al Ries - 1993
Why then, they ask, shouldn't there also be laws of marketing that must be followed to launch and maintain winning brands? In The 22 Immutable Laws of Marketing, Ries and Trout offer a compendium of twenty-two innovative rules for understanding and succeeding in the international marketplace. From the Law of Leadership, to The Law of the Category, to The Law of the Mind, these valuable insights stand the test of time and present a clear path to successful products. Violate them at your own risk.
The Ostrich Paradox
Robert Meyer - 2017
We rebuild in flood zones. We don’t wear helmets. We fail to purchase insurance. We would rather avoid the risk of ”crying wolf” than sound an alarm.Our ability to foresee and protect against natural catastrophes has never been greater; yet, we consistently fail to heed the warnings and protect ourselves and our communities, with devastating consequences. What explains this contradiction?In The Ostrich Paradox, Wharton professors Robert Meyer and Howard Kunreuther draw on years of teaching and research to explain why disaster preparedness efforts consistently fall short. Filled with heartbreaking stories of loss and resilience, the book addresses:How people make decisions when confronted with high-consequence, low-probability events—and how these decisions can go awry The 6 biases that lead individuals, communities, and institutions to make grave errors that cost lives The Behavioral Risk Audit, a systematic approach for improving preparedness by recognizing these biases and designing strategies that anticipate them Why, if we are to be better prepared for disasters, we need to learn to be more like ostriches, not lessFast-reading and critically important, The Ostrich Paradox is a must-read for anyone who wants to understand why we consistently underprepare for disasters, as well as private and public leaders, planners, and policy-makers who want to build more prepared communities.
They Don't Teach Corporate in College: A Twenty-Something's Guide to the Business World
Alexandra Levit - 2004
Highlights include:Unorthodox but proven job-hunting techniques. Making a memorable first impression. Navigating the company's social scene.Practicing cringe-free networking. Mastering goal-setting and self-promotion.Stretching the eight plus hours a day spent at work, from effective time management and organization to making every piece of communication count.Combating negativity. Coping with difficult personalities. Troubleshooting the performance review process and anti-promotion situations. Learning to be an effective boss.Finding a new position and gracefully exiting from the old.
How Rich People Think
Steve Siebold - 2010
It compares the thoughts, habits and philosophies of the middle class to the world class when it comes to wealth. The differences are as extreme as they are numerous. The strategy is simple: learn how rich people think, copy them, take action and get rich. This book hits hard and never lets up. It's based on a quarter century of interviews with millionaires. It's written in unfiltered, politically incorrect language that makes the point crystal clear and easy to follow. The hundreds of millionaires interviewed for this book had nothing to gain by sharing their secrets, nor any interest in sugar-coating their advice. These people gave me unprecedented access to their lifestyle and playgrounds; from Palm Beach to Aspen. I was searching for the raw, uncensored truth about how rich people think, and they agreed to share it with me on the promise that their names never be published and their remarks never made public. I've mixed their wisdom with my words, and the result is a book so brutally honest it will shock some and inspire others. If you've ever dreamed of living a life most people only see in movies, study this book like a scientist. Freedom from financial worries and a millionaire's lifestyle is closer than you think.