This, he says, is "all that matters," and his latest book aims to demystify buying principles for salespeople. From the red cloth cover to the small trim size to the amusing (but not cloying) cartoons on almost every page, this is an appealing and accessible book. The author is obviously enthusiastic, if not manic, about sales, and though some of his mantras verge on hokey, much of his prose is straightforward and realistic. Each chapter includes a mini table of contents, pull quotes and takeaway sound bites, examples of typical whines from salespeople (e.g., "the client said they spent their whole budget") paired with a positive response (e.g., "Decision makers make the budget. Non-decision makers spend the budget"), and plenty of advice and ideas that can be taken in and studied as a whole or referred to at random for inspiration. Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. Review This isn't just a red book; it's a Red Bull of high-energy sales tips & counsel. -- David Dorsey, The Wall Street Journal (May 3rd 2006) See all Editorial Reviews -------------------------------------------------------------------------------- Product Details Hardcover: 220 pages Publisher: Bard Press; 1st edition (September 25, 2004) Language: English ISBN-10: 1885167601 ISBN-13: 978-1885167606 Product Dimensions: 7.6 x 5.2 x 0.7 inches Shipping Weight: 15.2 ounces

    It's the art of anticipating your opponent's next moves, knowing full well that your rival is trying to do the same thing to you. Though parts of game theory involve simple common sense, much is counterintuitive, and it can only be mastered by developing a new way of seeing the world. Using a diverse array of rich case studies—from pop culture, TV, movies, sports, politics, and history—the authors show how nearly every business and personal interaction has a game-theory component to it. Are the winners of reality-TV contests instinctive game theorists? Do big-time investors see things that most people miss? What do great poker players know that you don't? Mastering game theory will make you more successful in business and life, and this lively book is the key to that mastery.

    

    Wood and Bruce F. Wollenberg presented their comprehensive introduction to the engineering and economic factors involved in operating and controlling power generation systems in electric utilities, the electric power industry has undergone unprecedented change. Deregulation, open access to transmission systems, and the birth of independent power producers have altered the structure of the industry, while technological advances have created a host of new opportunities and challenges. In Power Generation, Operation, and Control, Second Edition, Wood and Wollenberg bring professionals and students alike up to date on the nuts and bolts of the field. Continuing in the tradition of the first edition, they offer a practical, hands-on guide to theoretical developments and to the application of advanced operations research methods to realistic electric power engineering problems. This one-of-a-kind text also addresses the interaction between human and economic factors to prepare readers to make real-world decisions that go beyond the limits of mere technical calculations. The Second Edition features vital new material, including: * A computer disk developed by the authors to help readers solve complicated problems * Examination of Optimal Power Flow (OPF) * Treatment of unit commitment expanded to incorporate the Lagrange relaxation technique * Introduction to the use of bounding techniques and other contingency selection methods * Applications suited to the new, deregulated systems as well as to the traditional, vertically organized utilities company Wood and Wollenberg draw upon nearly 30 years of classroom testing to provide valuable data on operations research, state estimation methods, fuel scheduling techniques, and more. Designed for clarity and ease of use, this invaluable reference prepares industry professionals and students to meet the future challenges of power generation, operation, and control.

    Author Brian Tracy explains the seven key elements of goal setting and the 12 steps necessary to set and accomplish goals of any size. Using simple language and real-life examples, Tracy shows how to do the crucial work of determining one's strengths, values, and true goals. He explains how to build the self-esteem and confidence necessary for achievement; how to overpower every problem or obstacle; how to overcome difficulties; how to respond to challenges; and how to continue moving forward no matter what happens. The book's "Mental Fitness" program of character development shows readers how to become the kind of person on the inside who can achieve any goal on the outside.

    Wayne Pacelle of the Humane Society of the United States reveals how entrepreneurs, Fortune 500 CEOs, world-class scientists, a new class of political leaders, and, most important, consumers are driving the burgeoning, unstoppable growth of the "humane economy." Every business grounded on animal exploitation, Pacelle argues, is ripe for disruption. Indeed each one of us is, and will be, touched by this far-reaching transformation in food and agriculture; in the pharmaceutical, chemical, and cosmetics industries; in film, television, and live entertainment; in tourism and wildlife management; in the pet trade for dogs and cats and exotic wildlife; and in fur and leather fashions. Collectively it promises to relieve or end the suffering of billions of creatures, while allowing businesses aligned with the best instincts and values of their customers to flourish. Pacelle shows, for instance, how the cruelties of industrial chicken farming are quickly becoming obsolete with a visit to Hampton Creek, the makers of a plant-based egg substitute and the world's fastest-growing food startup ever. Pacelle also recounts the stories of how established companies are joining in this economic transformation: from Petco and PetSmart, which have turned the conventional pet store model on its head by forswearing puppy mill suppliers in favor of shelter dogs; to John Paul Mitchell Systems, the Body Shop, and Lush, which use safe ingredients instead of animal tests for their cosmetics; to major food retailers like Whole Foods, and even Costco and Walmart, which are embracing animal welfare standards that are one by one unwinding the horrors of the factory farm.

    William Bernstein's The Birth of Plenty. This newsworthy book sheds new light in the history of human progress. Bill Bernstein is no stranger to McGraw-Hill. He has written two successful investing books for us and both have exceeded expectations; The premise of Dr. Bernstein's book is fascinating as well as provocative. From the beginning of civilization until 1820, mankind experienced zero economic growth (0% GDP). This basically means that life for the average individual was no better in 5 A.D. than in 1555 A.D or 1555B.C. But after 1820, the world rapidly becomes a much more prosperous place for the average individual. What happened in 1820? Bernstein contends that there are four conditions necessary for sustained human economic progress: Property rights. Scientific rationalism. Capital markets. Communications and transportation technology. Holland, and by 1820 they were securely in place in the English-speaking world. It was not until much later that all four had spread over much of the rest of the globe. Global GDP since then has consistently been around 2%. And that 2% of growth has allowed most of the world to live in a much better place than our ancestors. While the historical aspect of Bernstein's story will appeal to certain history buffs. His book is also full of implications for today's society. Bernstein asserts that the absence of even one factor endangers economic progress and human welfare. He uses the beleaguered Middle East as one example - where the absence of capital markets and scientific rationalism have deterred the quality of life from improving. And Africa is sited as a dire example, where tragically in most of Africa all four factors are essentially absent.

    From Washington to Wall Street, the classroom to the workplace, unethical behavior is everywhere. None of us is immune, whether it's the white lie to head off trouble or padding our expense reports. In The (Honest) Truth About Dishonesty, award-winning, bestselling author Dan Ariely turns his unique insight and innovative research to the question of dishonesty.Generally, we assume that cheating, like most other decisions, is based on a rational cost-benefit analysis. But Ariely argues, and then demonstrates, that it's actually the irrational forces that we don't take into account that often determine whether we behave ethically or not. For every Enron or political bribe, there are countless puffed résumés, hidden commissions, and knockoff purses. In The (Honest) Truth About Dishonesty, Ariely shows why some things are easier to lie about; how getting caught matters less than we think; and how business practices pave the way for unethical behavior, both intentionally and unintentionally. Ariely explores how unethical behavior works in the personal, professional, and political worlds, and how it affects all of us, even as we think of ourselves as having high moral standards.But all is not lost. Ariely also identifies what keeps us honest, pointing the way for achieving higher ethics in our everyday lives. With compelling personal and academic findings, The (Honest) Truth About Dishonesty will change the way we see ourselves, our actions, and others.

     Simple preparation can double your salary. Who should mention a dollar amount first? Talking about salary incorrectlly can knock you out before you even get a chance to interview. What is your best first answer to an offer? One phone call or one web page can tell you what salary to ask for.Specific phrases to memorize that will boost your offer 10% or more. How you can get your employer to want to give you a raise.

    System 1 is fast, intuitive, and emotional; System 2 is slower, more deliberative, and more logical. Kahneman exposes the extraordinary capabilities—and also the faults and biases—of fast thinking, and reveals the pervasive influence of intuitive impressions on our thoughts and behavior. The impact of loss aversion and overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the challenges of properly framing risks at work and at home, the profound effect of cognitive biases on everything from playing the stock market to planning the next vacation—each of these can be understood only by knowing how the two systems work together to shape our judgments and decisions.Engaging the reader in a lively conversation about how we think, Kahneman reveals where we can and cannot trust our intuitions and how we can tap into the benefits of slow thinking. He offers practical and enlightening insights into how choices are made in both our business and our personal lives—and how we can use different techniques to guard against the mental glitches that often get us into trouble. Thinking, Fast and Slow will transform the way you think about thinking.