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101. How to Negotiate Anything, Anywhere:
list($18.00)
102. Flight of the Buffalo: Soaring
list($15.99)
103. Leadership Jazz
$25.00 $11.90
104. Never Wrestle with a Pig: And
$1.39 list($25.95)
105. Living on the Fault Line
$12.23 $3.53 list($17.99)
106. Thinking Outside the Lines
$25.95 $2.95
107. You're Fifty--Now What : Investing
$9.95 list($16.95)
108. Strategic Selling : The Unique
$12.21 $8.55 list($17.95)
109. Smart Women Finish Rich : 7 Steps
$9.75 $6.76 list($13.00)
110. Gung Ho! : Turn on the People
$7.52 list($18.00)
111. Think LIke A Champion : Building
$11.53 $10.92 list($16.95)
112. Spin Selling
$9.74 $5.99 list($12.98)
113. Running with the Giants: What
$12.91 $4.70 list($18.98)
114. Brag! The Art of Tooting Your
$6.75 list($25.00)
115. The Warren Buffett Portfolio :
$16.47 $14.99 list($24.95)
116. The Warren Buffett Way, 2nd Edition
$9.75 $8.28 list($13.00)
117. How to Read a Person Like a Book
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118. Money and the Meaning of Life
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119. Making Peace With Money
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120. Pour Your Heart Into It : How

101. How to Negotiate Anything, Anywhere: Winning the Negotiating Game (Winning the Negotiating Game)
by Herb Cohen
list price: $15.00
our price: $15.00
(price subject to change: see help)
Asin: 1931056870
Catlog: Book (2001-07-01)
Publisher: New Millennium Audio
Sales Rank: 38711
Average Customer Review: 4 out of 5 stars
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Reviews (1)

4-0 out of 5 stars Excellent advice!
If we are able to master negotiating techniques our salary, relationships, and the prices we pay for everything change. I only wish this book were longer! ... Read more


102. Flight of the Buffalo: Soaring to Excellence, Learning to Let Employees Lead
by James A., Ph.D. Belasco, Ralph C. Stayer
list price: $18.00
(price subject to change: see help)
Asin: 1931056188
Catlog: Book (2001-01-30)
Publisher: New Millennium Audio
Sales Rank: 536895
Average Customer Review: 4.0 out of 5 stars
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Book Description

In Flight of the Buffalo, James Belasco and Ralph C. Stayer combine expertise, insight, and passion to show how the nature of management must change if a company expects to survive in the white-knuckle world of modern business. Going beyond the quick-fix approach of many of today's business gurus, the authors explain how to avoid being outmaneuvered by the competition; how to become more focused and flexible; how to empower workers and maintain their loyalty; and how to become a manager who goes beyond filling quotas. ... Read more

Reviews (19)

4-0 out of 5 stars Good General Principles Trust Your Workers
These are good business principles to live by. Involve your workers, and better yet, make them feel like they are a vital part of your organization.

Read this with your employees.

My boss did this when I worked at Fond du Lac...and we got some good debate going.

4-0 out of 5 stars A Leadership Book Worth Reading
Flight of the Buffalo discusses the fact that the business world has changed. To stay competitive business leaders must also change and change the way our businesses operate. The only things that are constant are that change will continue to impact the way business is done and the speed of this change will continue to increase. How do you satisfy (retain) that current customer, or acquire that next customer in this continually changing competitive environment?First, as a leader you must learn to learn and learn at a faster rate. The foundation for all change is learning. Second, it is important that changes be made to the organizational culture in order to accomplish the changes required by the organization to allow employees to lead. The culture needs to change to remove the mentality that we are all victims because we have no control over any of the tasks required to make the customer happy, to one in which we all have ownership of the problems our companies/customers face. There are a number of obstacles that stand in our way as leaders. Many leaders within our companies hesitate to empower their employees and give them responsibilities for fear that they will not have anything to do themselves. Anyone who struggles with relinquishing control and trusting their coworkers to share in the responsibilities of the organization should read this book.

Although the book discusses many important aspects of leadership and developing a culture in which employees do lead, the book lacks in two areas. First, many of the concepts presented in the book were repeated numerous times. As I read the book I felt like I had already read that page. Secondly, the book does not do justice to the concept of letting employees lead. It does discuss at detail how the leader's mentality has to change to effectively lead an organization where the employees lead, but it does not discuss when this is appropriate.The book is subtitled "Soaring to Excellence, Learning to Let Employees Lead," and it may have been the author's intent not to discuss the ramifications of this change on the employees, but instead focus on the real problem, the leadership, for which the author does an excellent job at detailing.After reading the book I am left with many questions: Does every company need to change to a flock of geese to remain competitive, or are there situations where the lead buffalo is a necessity to running the business? What if employees do not want to take on the responsibilities of leading the organization? Are there changes within the employee reward system to effectively deal with this change in the organization? How do we as leaders handle resistance to this new system?The book only brings us half way in our understanding of how to let employees lead.

4-0 out of 5 stars Flight of the Buffalo
The "Flight of the Buffalo" is an interesting book for managers and leaders of today society.The idea that let the people who work with the product, own the responsebility of fixing the problem is a fresh outlook. The difference in being a manger and leader is spelled out so clearly, that the most elementry person can grab the idea. This book focus on "how can you run an organzation from the clouds?" In todays ideas, you have to meld three things together, what the employees want, what the buyer wants, and what the bottom line is.This book explains you can manage these items yourself or you can lead you people in finding ways they can do it for themselves.

4-0 out of 5 stars Insightful!
James A. Belasco and Ralph C. Stayer have written an insightful book, the title of which derives from the authors’ vision of traditional companies as a milling buffalo herds. The book’s central metaphor follows from this vision — Modern leaders must transform their companies from buffalo herds to flocks of geese, in which each bird takes a turn at the head of the V. Their straightforward prose is peppered with real-world examples, and Belasco and Stayer display a refreshing willingness to reveal their own past leadership shortcomings in explaining the concepts that they propose. Many of these concepts boil down to a simple, and hardly original axiom: Empower your employees. But by presenting these ideas in a down-to-earth style that’s illustrated by entertaining anecdotes, the book brings life to advice that otherwise might seem cliché. We recommend this book to professionals new to management, and to more experienced executives looking for an accessible introduction to the rationale, theory and practice of employee empowerment.

4-0 out of 5 stars Good solid material especially for the owner/manager
If you started a business like I did, with little formal training in management and perhaps some bad examples along the way, you'll find this book to be an exceptionally useful book.The authors have a variety of practical experience behind them in starting and running companies of different size and they share their struggles and lessons learnedalong the way in a very direct and practical way. I'd highly recommmend this to anyone who wants to move to a participative leadership style and get results. ... Read more


103. Leadership Jazz
by MAX DEPREE
list price: $15.99
(price subject to change: see help)
Asin: 0553470809
Catlog: Book (1992-07-01)
Publisher: Random House Audio
Sales Rank: 824237
Average Customer Review: 3.6 out of 5 stars
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Reviews (10)

4-0 out of 5 stars Great Leadership Book!
I was assigned to read Leadership Jazz by Max Depree. The first chapter really grabbed my attention because Depree had a way of relating everyday experiences with a way to better himself as a leader. The book began with a story about his granddaughter. When she was a baby, a month premature, the nurse told him he must caress her back and tell her that she was loved so the baby would put the voice together with the touch of her grandpa. He says, " A leader's voice is the expression of one's belief and a leader's touch demonstrates competence and resolve." I thought this was a very good way to introduce the topic because it really makes people stop and think what leadership means to them. I was very impressed with this book and I would suggest you read it!

4-0 out of 5 stars Leadership Jazz
I thoroughly enjoyed reading "Leadership Jazz" because of its easy reading style that enables the reader an ability to relate certain underlying principles with actual experiences. As for the principles presented, I am impressed because the focus is on solid leadership qualities that are genuine, opposed to appearances. As one who has managed people for 20 years, it is a practical and valuable resource. I did, however, bristle each time I read "she" rather than "he", but was able to accept this without too much difficulty. I have purchased a copy of the book for all department heads, and each of my children.

5-0 out of 5 stars Superior book by Max DePree
In Max Depree's book, Leadership Jazz, the importance of both the leader and the "follower" are explored in great detail. DePree chooses to not only relay what a leader must be in order for an organization to be a success, but he also focuses on what type of employees must be present for a company to achieve a goal. This book goes beyond the normal management book that dictates how to lead with rules and procedures and delves into the communication and respect that must be present at all levels at all times. It is an excellent guide for what should be contemplated, considered, and carried out in a thriving, team-based operation. This book is one that individuals should definitely consider reading if they are looking for this type of material.

3-0 out of 5 stars Ok Leadership
The Max Dupree book was ok I guess. I read this book for a Communication leadership class and it has some good points and a few that were no good. Dupree writes the book so that about anyone can read and understand but is no thriller. It is based on some solid leadership principles but not all of them. It does give some insights on how to be a more effective leader in the future. It does however have too much emphsis on the "touchy-feely aspect to leadership in my opinion. I probably would not have read the book had I not been assigned but it was not bad but not that good either. What I am most confused about is the use of she and not he, What is up with that?

5-0 out of 5 stars leadership jazz
Certainly in this work environment of a every decreasing employee pool, this book offers a significant look at what leadership qualities are needed to keep employee turnover at a minimum. ... Read more


104. Never Wrestle with a Pig: And Ninety Other Ideas to Build Your Business
by Mark H. McCormack
list price: $25.00
our price: $25.00
(price subject to change: see help)
Asin: 1931056048
Catlog: Book (2000-11)
Publisher: New Millennium Audio
Sales Rank: 725797
Average Customer Review: 4.17 out of 5 stars
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Book Description

Drawing upon forty years of experience from his own sports and celebrity management practice, Mark H. McCormack is back with common-sense advice aimed at business owners and would-be CEOs. McCormack's tips include:

* End your day on time
* People who say they can keep a secret usually can't
* It pays to overestimate your competition
* The best ideas cannot be stolen
* Know when to say "It's none of your business"
* Get paid for thinking rather than doing
* Time in front of the customer is the best time of all
* Be wary of unanimous agreement
* Not every budget deserves your respect
* Learn the art of picking up the check


In ninety brief chapters that range in topic from getting ahead to staying competitive, McCormack makes clear that doing business in today's climate still involves the same basic elements of human interaction-intelligence, creativity, and efficiency-that have always meant the difference between success and failure.
... Read more

Reviews (6)

4-0 out of 5 stars Good roundup of common sense in business relationships
(This book was previously published as 'Staying Street Smart in the Internet Age').
It's not the first book by Mark McCormack I've read. Like the others, its very readable, and gives a collection of homespun philosophies, interspersed with personal life experiences. There's a strong emphasis on Sales, but 'selling' is surely part of all of our business relationships.
Just don't believe in the gospel of everything McCormack has to say; there are contradictions, just as life is full of them, such as :
In Part 8 'When you are in Charge', there is the lesson "unlearn the bad habit of not trusting your 1st impression", whereas in Part 9 'Etiquette for the New Millenium', under 'reading people requires more than one reading', there is a "caveat about reading people too quickly" - so which is it to be?
Consider it light reading to just remind you of the good & bad things that you can do to others & they can do to you, and re-adjust & compensate accordingly.

4-0 out of 5 stars Good roundup of common sense in business relationships
(This review is of the paperback edition re-published as 'Never Wrestle with a Pig').
It's not the first book by Mark McCormack I've read. Like the others, its very readable, and gives a collection of homespun philosophies, interspersed with personal life experiences. There's a strong emphasis on Sales, but 'selling' is surely part of all of our business relationships.
Just don't believe in the gospel of everything McCormack has to say; there are contradictions, just as life is full of them, such as :
In Part 8 'When you are in Charge', there is the lesson "unlearn the bad habit of not trusting your 1st impression", whereas in Part 9 'Etiquette for the New Millenium', under 'reading people requires more than one reading', there is a "caveat about reading people too quickly" - so which is it to be?
Consider it light reading to just remind you of the good & bad things that you can do to others & they can do to you, and re-adjust & compensate accordingly.

4-0 out of 5 stars A Refreshing Perspective
I started reading business books with Mark McCormack's "What They Don't Teach You at Harvard Business School" years ago. So, I couldn't resist "Never Wrestle with a Pig," and am glad I picked it up. McCormack reminds us of the fundamentals and basic goals of business in order to succeed and prosper - whether today, tomorrow or way back in the 20th Century. I'm done wrestling with pigs, but I am going to give humans in business more chances with my refreshed knowledge from McCormack. It's a quick read with long-lasting benefits.

5-0 out of 5 stars It caught my attention
I usually tend to find career development/strategy books simplistic and mind-numbing. After having my attention caught by the title of this book though, I decided to give it a try. I couldn't put it down and have already recommended it to many people. The format is very reader-friendly with McCormack's having done a great job of packaging his points in morsels that are easy to absorb. You'll probably find yourself nodding in agreement with his bits of common sense as you're reading. It's the kind of book that you want to share with everyone, but on the other hand keep it to yourself because what you learn from this book will make you appear like a genius. The only detraction from the material is that the author does come off as pompous at times, but looking at his accomplishments, I think this attitude is warranted.

3-0 out of 5 stars Interesting and informative, but...(my but about it)
The book was quite clear and informative. It had many experiences that were shared and communicated well. It did give me many interesting tid bits and pointers, but -

I started to get the feeling that the author was really full of himself, and it seemed after a while that he kept saying: "only after I stepped in did things improve most of the time because I am such a smart guy..."

That started to wear me down and it started to get a little annoying. If it wasnt for that, the book was good.

I would not recommend this book to any friend of mine because I think there are other books out there that tell the reader more with less personal glory attached to it.

Perhaps I should read biographies more? ... Read more


105. Living on the Fault Line
by Geoffrey A. Moore
list price: $25.95
(price subject to change: see help)
Asin: 0694523372
Catlog: Book (2000-07-01)
Publisher: HarperAudio
Sales Rank: 562801
Average Customer Review: 5 out of 5 stars
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Book Description

The Fault Line - that dangerous, unstable seam in the economy where the Internet and other powerful innovations meet and create market-shattering tremors. Every company lives on it; no manager can control it. Everyone must learn to deal with it.

Now, Geoffrey Moore, author of The Gorilla Game and Inside the Tornado, two bestselling works that helped guide the high-tech revolution, explores the new management paradigms that will guide business in the 21st century, showing them how to survive and thrive on the fault line.

Moore turns his attention to the most important question for business in the early 21st century: How can companies that rose to prominence prior to the age of the Internet manage for shareholder value now that the Internet is upon us? The old management truths are dead. The dot.coms are overturning established relationships, reengineering markets, and attacking long-standing institutions. What should management do when it is under direct assault from companies no one had ever heard of even a few years ago? He prescribes a new agenda for management teams that include:

  • New strategies for achieving and sustaining competitive advantage
  • New metrics to keep management teams on course with these strategies
  • A specific blueprint for how the blue chip companies can meet the challenge of the dot.coms
  • Models of organizational change for each stage of market development
  • The crucial role of declaring a culture to enable swift response to global change
In Living on the Fault Line, Moore once again offers a brilliant set of navigational tools to help meet today's defining management challenge - managing for shareholder value in the Age of the Internet.

 

... Read more

Reviews (2)

5-0 out of 5 stars Well worth the read!
Geoffrey Moore's latest book should be required reading for all executives in the age of the Internet. Rather than filling out a theoretically weak book with numerous examples, or building a detailed theory which cannot be applied, Moore has produced a brilliant work of practical business theory. Drawing on and extending his work in Crossing the Chasm, Inside the Tornado, and The Gorilla Game, Moore looks at various stages in the development of businesses, how to manage for shareholder value, how to create and sustain competitive advantage, and how companies with diverse cultures can effectively overcome the innovator's dilemma. Any executive feeling threatened by the Internet, or wishing to take full advantage of discontinuous innovations, should read this book.

5-0 out of 5 stars Strategies for tactical leaders
"Living on the Fault Line" is like a diorama of a new battlefield. Reading this book, like studying the scale model, should give the experienced leader new perspectives on which troops to deploy and where they should go. It is a tool to show the terrain, the high points and ambush risks that armies face. This market is not lacking in people who can act, and this book shows them where to focus their efforts in a usable, timely and concentrated way. ... Read more


106. Thinking Outside the Lines
by Gail Cohen
list price: $17.99
our price: $12.23
(price subject to change: see help)
Asin: 1886463867
Catlog: Book (2000-07-01)
Publisher: Oasis Audio
Sales Rank: 582320
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107. You're Fifty--Now What : Investing For the Second Half of Your Life
by CHARLES SCHWAB
list price: $25.95
our price: $25.95
(price subject to change: see help)
Asin: 0375416692
Catlog: Book (2000-12-26)
Publisher: Random House Audio
Sales Rank: 770007
Average Customer Review: 3.73 out of 5 stars
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Book Description

Think of sports: a football game, a round of golf, a tennis match. Or think of a play, or an opera. Now think of the halfway mark in that event -- the halftime, the intermission -- when everyone takes a breather and wonders the same thing: What's going to happen in the second half?

We have a similar point in our lives, often around our fiftieth birthday, when we begin to wonder about our second half. If you're at or approaching that age, you probably think about how much money you're going to need so you can have the kind of life you want. Charles Schwab, bestselling author of Charles Schwab's Guide to Financial Independence, offers you advice and support for getting there.

For more than twenty-five years, Charles Schwab has been passionate about demystifying investing. In a user-friendly style, You're Fifty --Now What? offers a mix of clear and workable advice about how to accumulate and grow your money. Through simple worksheets, understandable language, and a healthy dose of encouragement, you learn how to take control of your financial life. You'll find answers to your questions, including help with estate planning and charitable giving.

His message emphasizes that the goal is not just financial security, but also the peace of mind that comes from knowing you're prepared. He takes you step-by-step through a process that will enable you to see where you are financially today and where you want to get so that the second half of your life can be as fulfilling as you hope.

One hundred percent of the author's profits from this book will be donated to a charity that benefits seniors through The Charles Schwab Corporation Foundation.

Dear Reader,
We have a point in our lives when we find ourselves wondering about the second half. The age differs from person to person. For some it comes in their late forties, for others it's in their early fifties. When we reach that age, we feel different. We may sense a change coming and we want to pause and to think about what we've accomplished and what we still hope to do.
So what does this have to do with investing?

A lot. A sound investing strategy is what gives you the means and the courage to do what you want. The issues may seem daunting. But it can be done. It has to be done, because while getting older isn't a bad thing, being unprepared for it is. And by not understanding the financial part of your future, you sabotage yourself and you limit your choices.

Start today, maybe even right now. Take control of the second half of your life. Dream about it, wonder about it, think boldly about what you want. And take the first step, which is usually the hardest. Once you get started, the satisfaction you feel will keep you going. But don't delay in your preparations. The best is yet to come.

Charles R. Schwab
from the prologue
... Read more

Reviews (11)

3-0 out of 5 stars Good overview of planning issues - with limitations
It's good to see a book like this focused on the issues confronting retirees, and those approaching retirement. The book provides a very broad and general overview of the issues involved.

I applaud the author's advice to consider a 4% annual withdrawal rate from investments. In my experience, many financial advisors, influenced by the prolonged bull market, have suggested higher rates.

I caution against following every opinion in this book, however. Three broad suggestions by the author stood out as troublesome, in my view:

First, that "you're better off including individual stocks and stock utual funds in your retirement account (where taxes are deferred) and bonds in your regular account (which is currently taxable." (Page 184.) Adopting a contrary strategy, and minimizing taxes on the equity portion of your portfolio (held in a regular account), can in my view yield far superior results, from both a financial planning and estate planning perspective.

Second, the statement "If you have a Roth IRA, I sugest you withdraw from it first [to generate retirement income] since your withdrawals are not taxed." This statement completely ignores the tremendous long-term benefit of tax-free growth, and I completely disagree.

Third, the suggested asset allocation models are too simplistic -each individual's own asset allocation should be affected by many factors, only some of which are discussed in the book.

While a brief discussion is made of Modern Portfolio Theory and probability analysis (Monte Carlo), more insight into these areas could have been provided, given their utility.

The foregoing comments illustrate the limitations of any book seeking to address the very complicated tax, actuarial, financial planning, asset protection planning, and estate planning issues confronting the retiree today. Despite this, I recommend the book (with reservations) to both retirees, and those approaching retirement, who need to increase their knowledge of basic planning concepts. There is tremendous value in each person educating themselves on financial planning concepts. Just don't take this (or any) one book as gospel.

5-0 out of 5 stars Welcome Resource!
Schwab's book provides solid and practical information for those of us who no longer can be called young no matter what the definition is. Unfortunately, helpful financial books that target Baby Boomers and older folks are in shamefully short supply! For readers who want another indepth look at the financial issues that face older investors, I'd suggest another excellent book-the Retirement Bible. Like Schwab's book, the Retirement Bible provides advise on recommended portfolio withdrawal levels and devotes an entire chapter to discussing in what order money should be withdrawn during retirement. Unlike Schwab, Lynn O'Shaughnessy, the author of the Retirement Bible, suggests that Roth IRA money should ideally be touched last. I definitely agree with her opinion and many financial experts do too. What I also like about the book is that she demystifies a lot of estate planning issues, which books written by attorneys hopelessly fail at. You can't go wrong getting either of these books.

4-0 out of 5 stars For Baby Boomers: Should be titled You're 60, Now What?
This is a book that everyone should have in their personal development library. Is it a great read or does it have cutting-edge insights? Probably, no. But wisdom is wisdom and doing what's right with your money is more a matter of principle than fancy strategy. If your strategy is too far removed from this book, then you're probably taking on far more risk than you should. I think that a lot more should have been written about wills and trusts for estate planning. That's an area that would have only taken another 10 pages, but would have completed the works and is something that everyone over 50 with bucks needs to know well.

5-0 out of 5 stars This book is a must read and a real eye opener.
I am in my mid fifties. I have a MA in economics on top of an engineering degree. I was never very interested in investing as an economics student when it was merely a academic subject. I focused on other parts of my study of Economics. Now that I am older and trying to determine if I am indeed able to retire now I am finding the subject of investments much more fascinating and "Your' Fifty...." Extremely informative and helpful in showing me how retire in some comfort and with some confidence that I can sustain that comfort in the face of taxation and inflation throughout the "second half".

I have read several other retirement investment books since this one and found that this one was the best of the lot. I highly recommend it to anyone who planning retirement savings plans or anyone wondering about retirement right now.

4-0 out of 5 stars A good resource for us aging boomers.
I've read many personal finance books and none of them was perfect. Every person's situation is different and what works for one person may not work for another. However, out of all of the books that I've read in this genre, this was one of the better ones.

The book is intended for someone that is in the later stages of their working life who expects to retire in the not too distant future. Although the title of the book implies that it was written for someone in their 50s, the book is really intended for anyone that is in the latter half of their working career. I am in my forties and felt that this book had a lot to offer. Schwab offers advice on how to invest in preparation for your retirement, and what to do with your investments after you retire. Although the book does not assume that everyone has built up a nice nest egg by the time that they're fifty, it acknowledges that those that haven't are going to have a some of catching-up to do.

Schwab does have an aggressive bias when it comes to investing. He recommends a portfolio that is heavily weighted in stocks even after you retire. This is contrary to the traditional weighting recommended by most other sources. His rationale for this approach is that retirement is much longer now than in the past. People are living longer. The returns that you get with a traditional conservative portfolio may not last your lifetime. He also feels that the income that you'll need after you retire is often understated by many financial planners. Although we live longer, the older we get the more unexpected expenses we may incur (medical, long-term care, etc). Although he acknowledges the risks with this approach, he points out that there are risks with the conservative approach also - that your savings will run out when you need it most.

In addition to investing, Schwab covers other topics such as types of insurance that will make your retirement years less risky for you and your family (life, health, disability, long-term care, etc).

Schwab includes a chapter on charitable giving and stresses how important it is for all of us to give back to their community. Like other texts, he summarizes some of the tax advantages of giving, but he truly seems to believe that those fortunate enough to have accumulated some wealth need to consider returning some of it to a cause that they believe in. I thought that this chapter was nice touch and a departure from the "show me the money" attitude that is the cornerstone of most personal finance books.

This book is not perfect and may not be for everyone, but if you are in the latter half of your working career, I think that you will enjoy and benefit from this book. ... Read more


108. Strategic Selling : The Unique Sales System Proven Successful by America's Best Companies (AUDIO CASSETTE)
by Robert B. Miller, Stephen E. Heiman
list price: $16.95
(price subject to change: see help)
Asin: 0886900778
Catlog: Book (1986-07-01)
Publisher: Miller-Heiman
Sales Rank: 584906
Average Customer Review: 5 out of 5 stars
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Reviews (4)

5-0 out of 5 stars Superb! 100% useful
This is the BIBLE for customer focused consultative selling!

If you are a sales professional or manager interested in revving things up and taking your sales team to the next level this is the program to do it! Step by step instructions for detailed account management , opportunity assessment , identification and how to build trust, get the customer to help you understand their needs and then to help you close the deal!

The system is like all Miller- Heiman programs- very detailed and filled with examples. This is perfect for helping salespeople who tend to go to one person at a client and not expand into the account- learn about other people and how they can influence decisions. Underlying message is the more your know- the less you hear "NO!"

I first did this program as a salesperson over 10 years ago- since then I have taught the program 4 times- I personally learn each time I do so. Other programs by Miller-Heiman are all built upon this program and its sister program Customer Focused Selling. Their advanced LAMP ( Large Account Management ) program requires this as a pre-requisite.

Clients of Miller-Heiman include big pharmaceutical companies, top automotive manufacturers and suppliers, I took a class in Chicago with the sales team responsible for selling the big 3 transmissions! Telecon companies use Miller-Heiman. Electronics mega-sellers use the system. Can your business benefit from the system designed to maximize the output of every sales call?

Then bid with confidence! Great book to read before your winter sales team meeting.

5-0 out of 5 stars Don't Get Lost in the Sales Cycle
It would be great if you could develop some new technique for walking into a large corporation and closing a major sale on the first visit, but it rarely, if ever, happens. Chances are, you're in for drawn-out process with lots of players. Most corporate sales professionals meander through this process hoping to "do what it takes" to close the sale. Miller, Heiman finally offer up a way of keeping score -- of knowing where you stand in the process and what you have to do to keep it moving in the right direction. By developing a standard nomenclature to discuss buy types and their relevant position in the sales process, Miller, Heiman allow you to keep track for yourself, but discuss it with your sales management. This is likely the most important book about the strategic side of selling. I can guarantee you this: read this book -- practice the technicques within, and you will never find out you lost a sale after the fact.

5-0 out of 5 stars A comprehensive sales methodology
_Strategic Selling_ is a valuable book, especially for those of us who are not "salesmen" in the classic sense, but have to operate in the Complex Sales environment. Consultants and Client Relationship Managers will find it especially valuable.

_Strategic Selling_ provides valuable insight into how to set up "Win/Win" situations: it begins by identifying the different kinds of "Buyers" in every sales situation, the roles they play, and what constitutes "Value" to them.

It then provides a mechanism for identifying what you do not "know" about the various Buyers, with the objective of finding out. It is an approach which helps you paint a complete picture of the dynamics at work in a selling situation, so that you can operate effectively within it.

Finally, it provides a mechanism for "keeping the sales funnel full" -- a challenge which most people operating in cyclical industries can identify with.

Following this methodology can help you ensure that you do not blunder around in ignorance in a Complex Sales environment -- you will know at least as much as the next guy, and probably much more. And you will be actively doing something about it.

Rackham's _SPIN Selling_ is a good complementary book to _Strategic Selling_, as it provides a tactical approach -- the "How To" as opposed to the "Why".

_Strategic Selling_ is an interesting -- though not uncomplementary -- contrast to Holden's _Power Base Selling_. Both approaches can provide insight into the inner workings of the Complex Sale; however, _Strategic Selling_ focuses less on manipulating the political forces at work, and may thus be more palatable for some

5-0 out of 5 stars Excellent system for sales analysis
Strategic Selling is a long time favorite of mine because of the simplicity and structure to the method. Especially for the new salesperson, this book provides the tools to effectively handle complex sales situations. ... Read more


109. Smart Women Finish Rich : 7 Steps to Achieving Financial Security and Funding Your Dreams
list price: $17.95
our price: $12.21
(price subject to change: see help)
Asin: 1559276185
Catlog: Book (2000-10-06)
Publisher: Audio Renaissance
Sales Rank: 149952
Average Customer Review: 4.82 out of 5 stars
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Book Description

Here’s how to take complete control over your financial future! David Bach’s revolutionary program offers a truly life-changing way of approaching your finances to gain real independence and security. In this valuable course you’ll learn that it’s not how much you earn that matters but what you do with the money you work so hard for. You’ll also learn that you already have everything you need to live a life that is in line with your values—a life in which your dreams come true!

David Bach believes that women deserve to live well and finish rich. This fascinating, critically acclaimed audiobook will show you just how to do it.
... Read more

Reviews (88)

5-0 out of 5 stars The BEST Personal Finance Book Out There. PERIOD.
I've read about 90 books on personal finance, frugality, etc., in the past year. This is THE BEST. PERIOD. Bach doesn't tell you how to get rich. He talks to you, coaches you, cajoles you to figure out what's really important to you. And then he tells you how to fund those important goals. I've never seen such a beautiful blend of coaching and advice. After reading the couples version of this book, I got my husband to read it, and then we held a "Finance Night" in which we did all the exercises, talked them through, went over our budgets, insurance coverage, etc., and then came up with a 10-step action plan. This book motivated us to do all that! I've since read the version for women and am getting copies for every one in both our families for Christmas. I personally can't remember the specific financial advice Bach gives. Personally, I think financial strategies need to change as events and circumstances change. I don't need a book for specific strategies. I needed a book to help me figure out very specifically what we wanted out of life, and get me motivated to move in that direction! And that's what this book did.

5-0 out of 5 stars Well written financial planning primer for women and men.
I am a Certified Public Accountant with a background in financial planning. In February, I purchased the book for myself. The information wasn't new, but it spoke to me in volumes. For Valentine's day, I purchased the book for my assistant and secretary.

I have finished the book once, and have now been going through it a second time implementing each of the seven items.

During tax season, many of my clients ask for advice? What should we be looking to invest our money in? What does the Roth mean? How much insurance do we need? How do we plan for retirement? Should we be making gifts to our children's college fund? Many times I am not able to spend as much time, during the tax season as my client will need to absorb the information provided then begin working on the plan. This book allows my clients the time to understand the basics of financial planning. Know the time requirements on both them and myself to become effective. This is a wonderful starting point.

I often recommend books that I have read on financial planning, but this was the first time that I not only have recommended the book I went out and purchased over a dozen additional copies. I have given them out not just to Smart Women, but young couples, and those looking toward retirement. The information is sound. It's easy to understand. If the steps are followed they will make any client Finish Rich.

5-0 out of 5 stars Awesome, highly recommend
I picked up this book because I like to read as much as I can about investing. I thought I knew it all--but learned a ton from this book. This book is for every single woman out there. Being financially literate is as important as having good health. It is vital to get finances in order and this book explains how, is easy to followm and Bach makes the topic of money and saving a lot of fun. A must have in your library.

5-0 out of 5 stars Perfect For Those Who Don't Have A Clue About Finances
I had tried asking others regarding finances but it was the usual in one ear out the other. Learning, hearing and asking questions about finances can be a confusing and frustrating task. I decided to give this book a shot and I was pleasantly pleased.

Everything was spelled out in the simplest terms and explained thoroughly. I can now discuss financial matters with the best of them. This book also pushed me to take those first steps to financial freedom without my old fears.
I also enjoyed the fact that the book discusses how our values are also important and made me think about more than just dollars and cents, but also about what I want out of my life.

I highly recommend this book and also the "Smart Couples Finish Rich". You'll be surprised how much you didn't know!!!

5-0 out of 5 stars Very Insightful
This is a great book. I had gone to the bookstore to pick up a different book which they did not have. I came across this one and decided to buy it since the other one was not available. This book is very insightful and definitely helps you with your money. It gives steps and worksheets and advise. There are success stories and practical solutions. ... Read more


110. Gung Ho! : Turn on the People in Any Organization (Cassette)
by KENNETH BLANCHARD, SHELDON BOWLES
list price: $13.00
our price: $9.75
(price subject to change: see help)
Asin: 0375402144
Catlog: Book (1997-09-23)
Publisher: Random House Audio
Sales Rank: 370564
Average Customer Review: 4.54 out of 5 stars
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Book Description

1 cassette / 90 minutes


Ken Blanchard and Sheldon Bowles, co-authors of the New York Times business bestseller Raving Fans, are back with Gung Ho!-an invaluable management tool that outlines foolproof ways to increase productivity by fostering excellent morale in the workplace.Through the inspirational story of business leaders, the revolutionary technique of Gung Ho! is revealed in three simple, yet amazingly powerful principles:

The Spirit of the Squirrel: Practice worthwhile work
The Way of the Beaver: Be in control of achieving the goal
The Gift of the Goose: Cheer each other on

Destined to become a classic, Gung Ho! also includes a clear game plan with a step-by-step outline for instituting these groundbreaking ideas that boost enthusiasm and performance and usher in astonishing results for any organization.Whether your organization consists of one or is listed in the Fortune 500, this AudioBook ensures Gung Ho! employees committed to success.
... Read more

Reviews (80)

5-0 out of 5 stars Great Book and Here's Another!
Ken Blanchard and Sheldon Bowles have created another classic. In a highly effective parable, they provide a blueprint any leader can use to create organizational excitement in just about any type of organization. The most positive characteristics of this book, like all Blanchard books, are the underlying values and wholesome philosophies that drive the message home at each juncture along the way. Whether a person is leading a small work group, a department, a division, or an entire company, he or she will find many useful ideas in this easy-to-read book.

Another book, with a foreword by Ken Blanchard, that I have just finished is also destined to be a classic alongside GUNG HO! I highly recommend everyone - not just people in leadership positions - read WINNING WAYS: FOUR SECRETS FOR GETTING GREAT RESULTS BY WORKING WELL WITH PEOPLE, by Dick Lyles. Dr. Lyles is a protégé of Blanchard and Bowles and this book proves that he, also, has mastered the art of parable writing. This book contains tips that will help anyone be more powerful and charismatic in their dealings with other people.

5-0 out of 5 stars It will make you believe in yourself and your staff
I joined a new company almost two years ago. Many management people over me were required to read "Gung Ho". I asked to read it and found it thought-provoking, but the three concepts exciting. I've lived those three concepts for the past year and just recently was put in charge of a group seven staff-members. As I recalled the book and the basic concepts, I took it down and read it afresh. As I had practiced, I began teaching the three basic concepts without telling my staff what they are doing. Now my next step is to let them in on the secret. I know "people" are watching me and that's okay. My team is succeeding. With these three concepts in my daily plan of action, I know I will pass the test of a new supervisor as well as have helped create a great winning team. The staff themselves are the winners. The book explains in extremely simple but motivating language how to work together, take control of your actions, and praise one another when we "do good". The book "Gung Ho" is a great birthday or Christmas gift.

4-0 out of 5 stars You may be able to take something from it
Managers may not be able to enact all of the principles of Gung Ho, but they will be able to walk away with some valuable insight in the world of motivation and performance. If your not sure if you really want this book or not I would recommend that you go for it. There is truly nothing to lose and the reading is entertaining and informative. Every person will be able able to take something from this book and be able to apply it to their work environment.

4-0 out of 5 stars economics class
The book gung Ho by Ken Blanchard and Sheldon Bowles is a great book for managment. It is excellent in the way it simply defines a way to significantly improve your management skills by focusing in the 3 principles. the principles could be used in personal life as well as your profesional life. It is so great that it helps create organization and to use practice using techniques on a daily basis. I recommend this book to anyone who is interested in improving their work style. This book is also easy to read and understand.

4-0 out of 5 stars Simple But Useful
Gung Ho! is a book related to management. Although the concepts in the book are simple, it is important to everyone, especially those are in the management field. The three underlying principles are The Spirit of the Squirrel, The Way of the Beaver and The Gift of the Goose. They are parables of the importance of making employees understand their roles, the conflict between directing the tasks to employees and empowerment by management, and the importance of appreciation to employees respectively.

In my view of point, I think Gung Ho! is a revolutionary technique to boost enthusiasm and performance and usher in astonishing results for any organization. The principles are the tips to increase productivity by fostering excellent morale in the workplace. For example, employees will be loyal to the company if they gain job satisfaction from their worthwhile work. Positive reinforcements such as appreciation (i.e. say ¡§well done¡¨ when those have good performance) and empowerment can motivate employees to improve and have a better performance.

To conclude, Gung Ho! is easy to read but useful for everyone. The writers convey the important management strategies to the readers by using simple story and parables. I think it is a good time for the company, the management team and the employees to refresh and understand their roles so that they can have a good relationship which can benefit as a whole. ... Read more


111. Think LIke A Champion : Building Success One Victory at a Time
by Mike Shanahan
list price: $18.00
(price subject to change: see help)
Asin: 0694522406
Catlog: Book (1999-09-01)
Publisher: HarperAudio
Sales Rank: 864204
Average Customer Review: 4.89 out of 5 stars
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Book Description

Coach Mike Shanahan knows about achieving big goals. Armed with his plan, he and his world champion Denver Broncos have elevated themselves to spectacular levels of performance. In three amazing years, they transformed a "mediocre," aging" franchise--and their legendary quarterback who just "couldn't win the big game--into the most feared powerhouse in the league; with back-to-back Super Bowl rings to prove it.

 Now, in Think Like a Champion, Shanahan opens his playbook to show the X's and O's of winning, a detailed game plan to help you storm the field with foolproof strategies, confidence, and the indomitable will to win. Shanahan's principles of success are as deceptively simple as they are challenging:Preparation is keyWhatever the sacrifice, it is worth the price of pursuing your passionBreak down the competition's weakness and learn from their strengths Pick great leaders and give them the power to inspire Set huge goals. It's about work ethic and balance

Armed with his vision, and these proven success principles, you can improve your chances on Game Day--or any day of the week.
... Read more

Reviews (9)

5-0 out of 5 stars Building success one victory at a time.
I have heard this advice before: If you want to be successful
at something, find the most successful person you can in that area, listen to what they say, and try to follow it. Well, its hard to imagine a football coach more sucessful than Mike Shanahan. Here's a guy who started with a dream: to be a head football coach, started as an unpaid volunteer for a college team, and worked his way to be one of the best, most respected, coaches in the NFL (winning 2 consecutive Superbowls) at a young age.

The great thing is, he has written a book that is designed to help people win beyond football, in any area of life. Shanahan breaks it down for you: the way he prepares, some struggles he's had, some ways he motivates people (including the little things that we learn are so critical), very good wisdom concerning life, and a lot more. Also very critical is the fact that this book is very easy to read and understand.

You even get a bonus section in each chapter written by some of the greatest people and minds in football: Paul Tagliabue, Jerry Rice, Bill Walsh, John Elway, Deion Sanders, Steve Young, George Seifert, Joe Montana, Marcus Allen, Al Michaels, and more. They give their own take on the subject being discussed in the chapter, which is not only informative, but like the book itself, filled with wisdom.

The chapters consist of 16 basic areas to focus on to become successful, things like: Preparing (all of life is preparation, and not preparing is preparing to fail), Sacrificing (don't expect to get anything good done without sacrifice, if it was easy, everyone would do it), Learning (without learning, you will be hopelessly stuck where you are), Detailing (the devil is definitely in the details and that's where things often break down). This is just a taste of the wisdom in this book. Highly recommended for people looking to improve themselves.

5-0 out of 5 stars What a Success Story! Motivational!
A die-hard Broncos fan from the days dying watching those ridiculous striped socks and watching Fran Tripuka get killed, what a job Shanahan did turning it around into two Super Bowls in a row.

Learning of his background and his principles makes me now not only a more avid Bronco fan, but also a Shanahan fan as well. His perseverance from the days of his kidney injury to how he became part of Sooner coaching staff till today is truly one of principles of success through hard work, not gifts or who you know or any of the other myths most people who never get anywhere fall for and are unmotivated. Most of them just don't ever want to work hard at anything, but have it handed to them. Shanahan disproves all that bunk and shows how it came to be. Unbelievable that when given the Raiders head-job, didn't even have the downpayment for a house.

This guy is very endearing to so many of us who never had the backgrounds for those connections, but wanting something bad enough, and always believing it, achieve it one goal at a time.

Great advice, especially appreciate his concern for balance.

Excellent read. Thanks, Mike, from a new fan and admirer.

5-0 out of 5 stars "...if you fail to prepare, you prepare to fail."
Straight-forward, crisply articulated and with practically no unnecessary fluff, Mike Shanahan's book, "Think Like a Champion," compellingly argues that the game of life is basically won or lost before the "players" take the field. Shanahan asserts his point of view over sixteen easy-to-digest chapters (each about ten pages or less) on the diffent tenets of becoming the best at what you do.

What I liked about this book is that while the author culls specific examples from his football career, the "moral of the story" is clearly applicable to ANYONE seeking to become the best in any endeavor. Offering an excellent, enjoyable read to both sports enthusiasts and non enthusiasts alike, the author's writing style is to neither excessively arm-wave nor make unsupported generalizations.

In fact, part of the Shanahan's credibility here is in his willingness to name names when providing examples of people living up to a credo espoused in a given chapter or more dramatically, falling short.

Written with humility, Shanahan's book leaves the reader feeling that there is nothing magical to becoming a huge success -- other than having a plan and putting in the blood, sweat and tears required to make that plan a success. Or as the author concludes, citing legendary coach Vince Lobardi, "Your quality of life is in direct proportion to your commitment to excellence." So true.

4-0 out of 5 stars Great.....if you can decipher all of the football jargon
Mike Shanahan does a wonderful job at getting across the key points of being successful, and the work ethic and dedication needed to get by. I could have done without all of the sideline/football references, but seeing that he eats, drinks, and sleeps football, that may be a bit much to ask. I would recommend this book, but if you're not to savvy about football, it may be a bit rough.

5-0 out of 5 stars Prepare for Success
I enjoyed this book very much. I am preparing to take the CPA exam. For those of you who aren't familiar with it, the CPA exam is one of the most gruling professional certification exams. I read Shanahan's book to motivate and inspire me to do all that I could to pass the exam before I begin to study.

One phrase in his book sticks out in my mind:

Preparation + Desire + Work Ethic = Luck

I read this quote evey morning before work and every time I start my study. I have this on my review materials and I remember it as I prepare.

I am a huge fan of the Denver Broncos and of Shanahan. Later this year when I pass the exam I will send him a letter thanking him for the motivation. ... Read more


112. Spin Selling
by Neil Rackham, Bob Kalomeer
list price: $16.95
our price: $11.53
(price subject to change: see help)
Asin: 1565112601
Catlog: Book (1998-08-01)
Publisher: Highbridge Audio
Sales Rank: 329018
Average Customer Review: 4.48 out of 5 stars
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Book Description

How do some salespeople consistently outsell their competition?Why does closing work in small sales but fail in larger ones?How can salespeople dramatically increase their sales volume from major accounts?

Spin Selling has the answers.Developed from 12 years of research into thousands of sales calls, the SPIN strategy is already being used by many of the world's top sales forces.If you're in sales - or if you manage a sales force - you need these revolutionary, easy-to-apply techniques.

With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales.He shows how conventional selling methods are doomed to fail in major sales.And he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases.The methods are controversial, and they often go against the grain of conventional sales training,.But the powerful evidence Rackham presents will convince and convert you. ... Read more

Reviews (46)

5-0 out of 5 stars Absolute must read
intially the Name "Spin Selling" came across to be as some cheesy and manipulative model being taught by the author.
after reading various books and attending seminars and workshops i was consistently referred to this book.
also i researched some of the high-performance Sales Professionals and most of them had training on SPIN Selling, so
i finally decided to read Rackham's book "SPIN Selling" and
i'm glad i did and yes this book i feel is the Foundation of all the Modern Sales Training out there.

His Training is backed with extensive proof and facts and every single advice is backed by extensive research conducted by huthwaite. very impressed.

"Situation - Problem - Implication and Need-Payoff", these are the four types of Questioning you will learn and the Value and relative importance of each and in what order to be used effectively.

the biggest lesson for me is the Difference of a "Implied Need" compared to "Explicit Need" and how it all boils down to uncovering "Explicit Needs" and to communicate with customers about "Benefits". this book also clears a very common mistake a lot of us do, to look at a product or solution's advantages and convey that as Benefit to customer. As per the author a "Benefit" is one that solves a Customer's "Explicit Need".

don't be discouraged by any review that writes off the book's style of writing to be research oriented, the book is around 190 Pages and it's worth the weight in gold.

5-0 out of 5 stars A Book For The True Professional
A breath of fresh air. The profession of Sales is plagued with all sorts of nonsense, most of it annecdotal at best. Little actual research has been done to identify good processes for sales professionals and consequently we get idiotic advice ranging from "Always Be Closing" and endless manipulative closing techniques for doing so, to recommendations on how to sell "anything to anybody." Such sales tactics are precisely the reason salespeople have been saddled with negative stereotypes.

SPIN Selling is the result of extensive observation and analysis of sales calls by behavioral researcher Neil Rackham. His findings are both practical and useful, and are well presented in this book. As sellers, we might give some thought to how we would like to be treated as customers - something that should not be a revelation, but is. We should understand the customer's goals and objectives and help them be successful if we want to be successful. Forget your scripted sales pitch, leave your brochures in your briefcase, ask questions and listen to your customers to understand their needs BEFORE presenting your product. Surprisingly, this will actually shorten the selling cycle and will result in better long-term customer relationships. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.

As a sales professional with many years' experience, and now as sales training manager for a division of a Fortune 500 company, I highly recommend this book and the methodology Rackham describes. There are other good books for salespeople - but if I could only recommend one, this would be it.

5-0 out of 5 stars Great methodology
As a sales trainer, I found this book to present a wonderful methodology for both salespeople new to the business as well as seasoned salespeople. The SPIN principle (Situation, Problem, Implication, and Need-payoff) works in almost any sales environment whether you are selling big ticket items to large accounts or volumes of small ticket items.

Overall, I found "SPIN Selling" to be a great book for addressing the strategic and tactical aspects of selling. In addition to this book, I highly recommend the book "Cognitive Selling: Proven Fundamentals and Techniques of the World's Most Effective Salespeople" by Todd Bermont. "Cognitive Selling" is the perfect complement to "SPIN Selling" as it provides a methodology for maintaining a winning attitude and frame-of-mind which is essential to succeed in selling.

5-0 out of 5 stars Neil Rackham gets it right
SPIN Selling was the first sales book I ever read, back in the days when I sold copiers. Ten years later, as the owner of a sales training company, I still utilize those very principals of questioning Rackham taught me way back when. The key to sales is to have a process, a process within a process. Rackham adheres to this very foundation. This book is guaranteed to make you money!

Todd Natenberg, Author of the book, "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions (www.toddnatenberg.com) and President of TBN Sales Solutions

3-0 out of 5 stars Definitly BUY THE BOOK ..Skip the audio
I love SPIN Selling, the book and workbook. Also Major Account Sales Strategy. When I bought the CD I was thinking I could add a tool to my audio library and have more constant exposure to the concepts. But no

This audio was worse than my grade school educational film series. The reader is dull, boring and almost put me to sleep in the car. This is GREAT material. Everyone that is considering any of the books I would heartily give them a 5 of 5 stars.

I fast forwarded through the entire first cd, hoping that I would start hearing the same "meat" I read about in SPIN. What Iheard was a lot of "pre-program" dialog.

If I could speak with Neil Rakham I would say, "Neil, this is an outstanding program. Please get a reader with more emotion". ... Read more


113. Running with the Giants: What Old Testament Heroes Want You to Know About Life and Leadership
by John C. Maxwell
list price: $12.98
our price: $9.74
(price subject to change: see help)
Asin: 1586213970
Catlog: Book (2002-10)
Publisher: Time Warner Audiobooks
Sales Rank: 184987
Average Customer Review: 4.8 out of 5 stars
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Book Description

How would the legendary figures in the Bible advise us today? We're running the race of our lives and it's a long one. We need encouragement along the way a cheering grandstand or a personal trainer or two. John Maxwell reminds us that even in a modern world, the greatest inspiration is still found within the pages of the Old Testament. In RUNNING WITH THE GIANTS, Maxwell brings those great personalities to life. David would remind us how to overcome adversity.Noah would tell us not to fear doing the impossible. And Rebekah would urge us to give and serve generously. Each of these and the many other biblical figures Maxwell examines can motivate believers toward their personal best in the marathon of life. ... Read more

Reviews (5)

5-0 out of 5 stars The example of a life well lived has timeless power
An inspiring little book that draws life and leadership principles from Old Testament Biblical characters. Maxwell uses the power and example of these people's life stories to draw out some great truths. The backdrop is running in a stadium with the "great cloud of witnesses" that surround the Christian and having some heroes of the faith come down to run a lap with you and give advice on lessons they learned. See the other reviews for the list of Old Testament heroes that are included.

Each chapter has some discussion questions that can be used for personal reflection or for discussion as a group. There is also a brief prayer from each Biblical character for the reader to apply the truths from that chapter to their life. The discussion questions at the end of each book could easily be used for a small group study. Although the chapters are all brief, to really be able to answer many of the discussion questions adequately, you would need to read the Biblical passages for the Biblical figures mentioned in each chapter. This would obviously be a good thing. Even if you don't use the discussion question, it's still a motivation and inspiring read.

5-0 out of 5 stars 10 Lessons from Old Testament Heroes and Heroines
The text for this book is an expanded version of a talk given by Dr. Maxwell at an NBA All-Star game. As a result, there's a sports context for the book's structure.

The concept is that we each lead our lives with a cloud of witnesses observing as we perform (Heb. 12:1). "Since we are surrounded by so great a cloud of witnesses, let us lay aside every weight and the sin which so easily ensnares us, and let us run with endurance the race that is before us."

You imagine yourself running 10 laps in a race with the stands full of the great people from the Bible. Ten of them come down in turn to join you in running one lap, and share words of encouragement as they do.

From Noah (". . . for when you wonder if your life really counts"), you learn that "you can make a difference" as you contemplate his single-minded focus on building the ark.

From Esther (". . . for when you are uncertain about your purpose"), you are reminded that "when you realize God's purpose for you, you will feel empowered" as you focus on her developing the courage to make pleas to her husband the king to save the lives of the Jews.

From Joseph (". . . for when life isn't turning out the way you planned"), you focus to not "give up on your dreams" as you think about Joseph's childhood dreams that all of his family would honor him.

From Moses (". . . for when you are fearful or reluctant"), you are exhorted to "live in the faith zone, not in the safe zone" as you think about Moses returning to Egypt to lead the Jews after heeding the call of the burning bush.

From Rebekah (". . . for when others ask for your help"), you are reminded to "give generously to others" as you recall her serving water for hours to Abraham and his camels.

From Abraham (". . . for when you don't understand God's ways"), you remember that "God always does the right thing" as you consider his long wait to become a father and then God's command to slay his beloved son, Isaac.

From the Servant Girl in 2 Kings 5:1-3 who was a slave to Naaman (". . . for when you think your efforts are insignificant"), you see that "one small act can make a big difference" as you reflect on her suggestion to her mistress that Naaman see Elisha to have his leprosy cured.

From David (". . . for when others are trying to keep you down"), you see the example that "you can overcome the limitations others put on you" while contemplating what his father, brothers and King Saul did to slight David before he conquered Goliath.

Finally, from Jonathan (". . . for when you want to make a greater impact"), you realize that when it is possible to "strengthen a leader and save a nation" as you think about how Jonathan helped David with Saul.

These brief stories are supplemented at the end with suggestions for reading relevant sections of the Bible to deepen your understanding of these favorite stories.

At the end of each story and lap, there is a marvelous section that includes a prayer and discussion questions. The questions alternate between imagining what the Biblical figure thought about while following these lessons with asking you what you need to do in your life. In most cases, these questions caused me to think about the stories in new ways . . . even though they are all well known to me since I was a little boy in Sunday School.

I think it's easy for us today to forget to draw on the wisdom and experience represented by the great people in the Old Testament. Running with the Giants will help you overcome that tendency.

For me the only things that could have made this book better would have been to include more Biblical stories (including both the Old and the New Testaments) and nonreligious heroes and heroines who have led lives of exceptional spirituality and goodness. But that would have made the book longer, more expensive and taken longer to read. However, I think the difference would have been good for me. Perhaps we'll have a series of these books over time from Dr. Maxwell. I certainly hope so.

5-0 out of 5 stars Transcendent Values Then and Now
Having read and reviewed most of Maxwell's other books, I am probably somewhat unfair when suggesting that he frequently recycles many of the same leadership principles. Stated another way, had I read only the one Maxwell book each time I was composing a review of it, I would probably rate each of the Maxwell books Five Stars. They are carefully organized, well written, and thought-provoking. The same is true of this volume in which Maxwell focuses on ten heroes and heroines from the Old Testament. He suggests that each manifests an important life and leadership principle: Noah (one person can make a difference), Esther (God has a place for you), Joseph (Don't give up on your dreams), Moses (live in the "faith zone," not the "safe zone"), Rebekah (give generously to others), Abraham (God always does the right thing), Nehemiah (no problem is too big when you have help), The Servant Girl (one small act can make a big difference), David (you can overcome the limitations others put on you), and finally Jonathan (strengthen a leader and save a nation). Maxwell devotes a chapter to each and concludes with a "Discussion Guide" based on the material provided in the given chapter.

It is easy to list the names of the heroines and heroes, and, to list also the life and leadership principle each embodies. Far more difficult, obviously, to correlate their ancient cultures with our own. That is precisely Maxwell's point: However different cultures and individual circumstances may be, there really are some enduring values which are relevant to each. After I read this book, I was prompted to ask questions such as these. Have not contemporaries such as Gandhi made a difference? Was it not Mother Teresa's mission in life to give generously to others? Did Martin Luther King, Jr. ever give up on his dream? Were Gandhi, King, Sadat, and Rabin (to name but four) in a "safe zone" or a "faith zone" when assassinated?

To varying degrees, ancient as well as contemporary heroes and heroines demonstrate in their lives and in their leadership of others the same principles and values which Maxwell affirms all of his many books. This one is different from the others in that it attracts our attention to ten individuals most of whom we seldom think about, much less appreciate, and from whom we can learn much of value if our hearts as well as our minds are both willing and able.

4-0 out of 5 stars Running with the Giants
Maxwell has done it again. He has put togeher a book that inspires and empowers people to press forward to reach new heights. It's an easy read and can be applied to life immediately.

5-0 out of 5 stars Timeless Truths
John Maxwell once again provides solid, practical wisdom that encurages and inspires. The examples from the Old Testament make the life lessons easy to apply to your own life. This book really helped me. ... Read more


114. Brag! The Art of Tooting Your Own Horn Without Blowing It
by Peggy Klaus
list price: $18.98
our price: $12.91
(price subject to change: see help)
Asin: 1586215280
Catlog: Book (2003-05-01)
Publisher: Time Warner Audiobooks
Sales Rank: 474330
Average Customer Review: 4.55 out of 5 stars
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Book Description

A renowned communication expert introduces a subtle and efffective way of selling your best asset--yourself--without turning off those you're trying to impress. It is well-documented that working hard isn't enough to keep your professional star rising: Self-promotion is recognized as one of the most important attributes for getting ahead. But learning to share your talents and successes without coming across as smug or rehearsed is a tricky skill. Now, Peggy Klaus, top communication and leadership coach, has developed a program that will teach anyone to brag--and get away with it. Filled with practical examples of ways in which people in various work-life stages can promote themselves, Klaus teaches readers to communicate strengths and accomplishments without appearing too opportunistic, eager, egotistical, or self-aggrandizing. Now anyone can communicate with style and substance--in any situation--and walk away shining like the star they are! ... Read more

Reviews (11)

5-0 out of 5 stars Yes- Brag
This is an amusing, informative book advising people how to self-promote. I read the book, and then put into practice what was taught for some telephone promotion for raising funds for a non-profit organization that I work with. It was amazing how the technique Ms. Klaus advised encouraged the return of calls previously ignored. I was so pleased. As well, it is fun to read, making you chuckle throughout. She is a great educator.

5-0 out of 5 stars MyShelf.com Book Reviewer
In today's corporate market, competition is fierce, as people try to out do each other to get ahead. There are many techniques, but not every one is effective. Finding the right marketing technique to sell your skills is crucial. Survival is only for the fittest.

Peggy Klaus is a world-renowned Fortune 500 communication coach. Being an expert in the art of communication has enabled her to create a book based on simple-to-understand, real-life concepts. Her techniques show how to capitalize on being yourself while making the most of your accomplishments.

With her "Track 12" concept, she allows readers the opportunity to interact with the book itself by answering questions that can be referred back to at the right time and appropriate moment to make yourself outshine the competition. For instance, you will learn how to effectively throw a reference to one of your achievements into everyday conversations without sounding phony or unnatural. Her advice is golden; it provides the polished style and refined substance needed to climb the corporate ladder.

Of all the books I have ever read on this subject, I found Ms. Klaus's to have the most grace and the most overall, long-term impact. For anyone who is struggling to gain the recognition for their hard work and long hours, this is the book you will need to add to your book collection. Very highly recommended.

5-0 out of 5 stars Wow! I think this book was written just for me!
Brag! was recommended to me highly... three different times. The third recommendation was because the book was on the "must read" list of a class I was taking on marketing. I finally bought the paperback version of the book since I was unable to find it at the local library.

I ho-hummed as I opened the book thinking it would be yet another inspirational speaker writing a book bragging about her success and that everyone else should be inspired. Inspirational speakers have never been that inspirational to me - probably because their "inspiration" lasts as long as it takes for me to get back to my car (usually at the top level of the parking lot furthest away from the auditorium). Once I'm behind the wheel of my car I am thrust back into my own world wondering what just happened. Hadn't I felt great just a few moments before? Wasn't I ready to go get 'em? Wasn't I determined to get going and make a success of my business?

I read the first paragraph of the Introduction of Brag! and Peggy Klaus had me hooked. Wait a minute. I know she was talking about her own background in her narrative, but it sounded as if she was talking about me! She speaks of her father telling her as a child, " ...don't toot your own horn; if you do a good job people will notice you." My parents and Sunday School teachers said that all the time, too, and more. "Bragging is a big no-no." "The Bible says that modesty is a virtue." No wonder I never really liked inspirational speakers. They come off as giant braggarts. According to Peggy Klaus, they're not doing it right.

Countless phrases of virtue and avoidance of being obnoxious and self-aggrandizing hang in the back of my head waiting to pounce as soon as someone asks me what I do. I murmur, "I'm a graphic designer" only half-believing that I deserve the title despite my success. "Graphic designer?" they ask. "Does that mean you do, like, brochures and stuff like that?" "Yeah," I answer. And then the conversation falls flat.

This is where Peggy Klaus picks up the pace and tells you right out that if you don't speak up for yourself, no one else will. However, there is an art to this type of communication. Peggy spends the remaining 190 pages helping you take stock of what you have to brag about while you make yourself a "Brag Bag" full of "Brag Bites" and a few good "Bragalogues" to fit various situations. She also has some plain talk rebuttals to the "buts" we all have to talking about ourselves. My favorite:

" 'But... do I really need to brag 24/7?' Like the Scouts, be prepared... to toot at any time. That doesn't mean, however, that you do it all the time or that you do it at inappropriate times or places. You do it when it feels comfortable. And learning how to make it feel more comfortable is what this book is all about."

Peggy's examples are plentiful and, if you're like me, you'll see yourself in her examples more than once. She's not just any braggart, she's the best! Her natural way of writing (read: unpretentious), extremely practical advice, recommendations and her sense of humor combine to make this my favorite book of my business reading and the book that, right now, is making the most impact in my life and in my business.
-Anna Kris Bell
Catchphrase Graphics

5-0 out of 5 stars Keep on Tootin¿
Probably most people were taught three principles early on in life: Obey the golden rule, don't pick up hitchhikers, and let other people praise you. Author Peggy Klaus can't help you with the first two, but she debunks the third principle.

Just what is bragging? Or put more properly, WHEN is bragging bragging and when is it taking advantage of opportunities? According to Klaus, there's a time and a place for proper bragging. Bragging (or "self-promotion") can be practiced in and out of the office. It can help you get better assignments, better pay, better recognition, better relationships, and more. But you have to do it properly...

Klaus show us first how NOT to brag, citing many examples of failed bragging and how to correct them. When practiced correctly, the principles of BRAG can help you communicate your talents without coming across as obnoxious. Recommended.

193 pages

5-0 out of 5 stars Great for Job Hunters
As someone who is looking for a new job, I am always thinking about how to make my interviews go better. This book made me see how I have been presenting myself to possible employers with an almost apologetic attitude. Klaus explains how to make up bragologues about yourself so that you can let people know who you are and what you can do without sounding obnoxious. I was skeptical at first, but for the first time in months I have been called back for a second interview. I also told my friend about this book and she said that it helped her get a new client. It's fun to read and has lots of easy to use advice. ... Read more


115. The Warren Buffett Portfolio : Mastering the Power of the Focus Investment Strategy
by Robert G. Hagstrom, Stefan Rudnicki
list price: $25.00
(price subject to change: see help)
Asin: 0787119474
Catlog: Book (1999-04-01)
Publisher: Audio Literature
Sales Rank: 557550
Average Customer Review: 3.96 out of 5 stars
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Book Description

The sequel to the New York Times bestseller The Warren Buffett Way reveals how to profitably manage stocks once you select them

Staking its claim on the New York Times Bestseller list for 22 weeks, The Warren Buffett Way provided readers with their first look into the strategies that the master uses to pick stocks. The follow-up to that book, The Warren Buffett Way Portfolio is the next logical step. It will help readers through the process of building a superior portfolio and managing the stocks going forward.

Building and balancing a portfolio is arguably more important than selecting any single stock. In The Warren Buffett Portfolio, Robert Hagstrom introduces the next wave of investment strategy, called focus investing. A comprehensive investment strategy used with spectacular results by Buffett, focus investing directs investors to select a concentrated group of businesses by examining their management and financial positions as compared to their stock prices. Focus investing is based on the principle that a shareholder's return from owning a stock is ultimately determined by the economics of the underlying business.

Using this technique, Hagstrom shows how to identify lucrative companies and manage investments synergistically for the best possible results. The Warren Buffett Portfolio draws on the collective wisdom of Warren Buffett and other mavens of focus investing, including economist John Maynard Keynes and investors Philip Fisher, Bill Ruane of the Sequoia Fund, and Charlie Munger, Vice-Chairman of Berkshire Hathaway. It clearly outlines the strategies and philosophies of focus investing and illustrates how to implement them effectively. ... Read more

Reviews (25)

5-0 out of 5 stars This book adds something to the existing literature.
I read this book the week before the annual meeting and hoped Warren or Charlie would comment on it. Charlie Munger did not disappoint. He recommended it even though he did not care for Hagstrom's first book. As someone who enjoys reading Charlie's ideas and philosophy, which are usually published in Outstanding Investor's Digest, I found this book to be quite interesting. New and different ideas are covered which may inspire the reader to investigate further. The topics of probability and psychology are discussed as they relate to investing and some actual data is presented instead of the usual anecdotal evidence. If Charlie recommends it, it must be worth reading. Other books he recommended at the meeting were Ron Chernow's "Titan: The Life of John D. Rockefeller, Sr." and David Landes' "The Wealth and Poverty of Nations." Warren Buffett recommended reading Washington Post Chairman Katherine Graham's autobiography "Personal History" and John Bogle's "Common Sense on Mutual Funds."

2-0 out of 5 stars It doesn't add much to the understanding of Warren Buffett
Don't get me wrong...the book isn't awful. It is just that it is more of a compilation of 3 sources of Buffett-isms and investment psychology than anything else. If you have read Warren's Letters to Shareholders, and Peter Bernstein's "Against the Gods - The Story of Risk", and have ever heard Charlie Munger speak, there is nothing new here. The author is a qualified mutual fund manager, and I commend him for not plugging his own fund throughout (though he does plug his first Buffett book many times.) But precisely because he has written 'one of these' before, I view this current effort as irrelevant. Go to the sources...get online, read the letters yourself, read "Against the Gods" and read "Buffett - The Making of an American Capitalist." Those give you much more color, flavor, and insight on what makes The Oracle tick.

5-0 out of 5 stars A true treasure among modern investment books...
In "The Warren Buffett Portfolio", author Robert Hagstrom devotes an entire book to debunking the greatest misconception prevalent in the investment world today: the myth of "diversification". Hagstrom sets out to prove that Mark Twain was a market wizard when he said "put all of your eggs in one basket, and guard the hell out of that basket!"

The heart of this book rests on the premise that a proper portfolio must be "diverse" (i.e. must include 40 to 100 different companies) in order to remain "safe" and avoid a loss of capital. However, while such a notion may decrease short-term volatility, it does not necessarily increase returns. Hagstrom examines investment guru Warren Buffett's ideas on the subject, such as "knowledge decreases risk, not the number of stocks in your portfolio". Such an approach makes sense. Which is better, to own a few companies that you know everything about, or a lot of companies that you know little or nothing about? The less you know about a company, the more likely it is that an unforeseen event will sneak up on you and hammer your portfolio.

The book also addresses the fallacy of "re-balancing a portfolio". Again, Warren asks, why are you selling off your best company to buy a bunch of under-performing companies? Such a line of thinking is akin to saying "Michael Jordan takes too many shots and makes too much money relative to the other players on his team, so he should be traded to another team for three players so as to decrease the risk of an injury hurting the team... or we should give more shot opportunities to players of lesser talent so that the team doesn't become dependent on Michael Jordan to win." Nobody ever won an NBA Championship with run-of-the-mill players, but the Bulls won six NBA titles by relying on Michael Jordan.

It's this stalwart advance in the face of conventional wisdom that separates this book from most in the stock investment genre. Give it a try. You may find it's the most profitable book you've ever purchased...

Britt Gillette
Author of "Conquest of Paradise: An End-Times Nano-Thriller"

3-0 out of 5 stars If Hagstrom's so smart...why isn't he rich?
I have always been fascinated by Warren Buffett ever since I heard about this character in Omaha who didn't even have a stock ticker his office but had remarkable results in Adam Smith's SUPERMONEY.

I read THE WARREN BUFFETT WAY with interest and watched with anticipation as Hagstrom launched Focus Trust as a means of replicating Buffett's success. Alas, after an initial doubling of value in the Bull market the fund has generally hovered around $20 and singularly failed to even come close to matching Buffetts track record.

Hence, I'm forced to agree that too much emphasis is on Buffett the stock picker and not enough on Buffett the Business and Management analyst. Look elsewhere.

4-0 out of 5 stars Take It With A Grain of Salt
Don't get me wrong- I learned a lot of valuable lessons about investing from this book. However, I believe most people don't understand the true secret of Mr. Buffet's success, and that is his ability to buy influential stakes in large concerns that he understands thoroughly. Buffet is not the typical small investor who is trying to nickel and dime his way to riches. Far from this, he is a man who has a lot of cash behind him, and can wield that cash to obtain seats on the boards of promising companies. Once there, using a bit of common business sense and uncommon financial influence, he can effect positive change in a company (there may also be a few derivatives being bandied about to boot). None of us small investors can ever do that.

Like I said, I learned a lot from the book. Instead of telling me which stock to buy, the book offered me basic principles to guide me in my investment activity. The book also helped me to better understand my own financial behavior and accurately diagnose my investment temperament. It also gave me some very important pieces for a strong blueprint for successful investing. Three of the most important lessons that I took from this book are first, buy only those companies that you understand intuitively, second, be patient with your investments, and third, the most important lesson, never hesitate to buy into quality and transparency. The book also pointed me in the direction of other references that I believe are worth reading, such as John Burr Williams' Theory of Investment Value, Benjamin Graham's Security Analysis, B. Graham's Intelligent Investor, and Philip Fisher's Common Stocks and Uncommon Profits. One gem from the book I found especially startling (and very insightful) is Buffett's overwhelming approval and outright endorsement of index investing to those of us who want to be in the market, but either can't stomach the volatility or are too lazy (or dense) to do our own investment research.

I also found that reading this book in combination with John Bogle's Common Sense Investing in Mutual Funds made for good, strong positive reinforcement.

If you can't beat the market, join (index) it! ... Read more


116. The Warren Buffett Way, 2nd Edition
by ROBERT HAGSTROM
list price: $24.95
our price: $16.47
(price subject to change: see help)
Asin: 0739315692
Catlog: Book (2004-10-26)
Publisher: RH Audio Assets
Sales Rank: 233471
Average Customer Review: 3.96 out of 5 stars
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Book Description

"Simply the most important new stock book of the 1990s, to date. Buy it and read it." —Kenneth L. Fisher Forbes

The runaway bestseller—updated with new material included for the first time!

"The Warren Buffett Way outlines his career and presents examples of how his investment techniques and methods evolved and the important individuals in that process. It also details the key investment decisions that produced his unmatched record of performance." —from the Foreword by Peter S. Lynch Bestselling author, One Up on Wall Street and Beating the Street

". . . an extraordinarily useful account of the methods of an investor held by many to be the world's greatest." —The Wall Street Journal

"Robert Hagstrom presents an in-depth examination of Warren Buffett's strategies, and the 'how and why' behind his selection of each of the major securities that have contributed to his remarkable record of success. His 'homespun' wisdom and philosophy are also part of this comprehensive, interesting, and readable book." —John C. Bogle Chairman, The Vanguard Group

"It's first rate. Buffett gets a lot of attention for what he preaches, but nobody has described what he practices better than Hagstrom. Here is the lowdown on every major stock he ever bought and why he bought it. Fascinating. You could even try this at home." —John Rothchild Financial columnist Time magazine ... Read more

Reviews (45)

5-0 out of 5 stars Belongs on the list of all time investment classics.
Other reviewers have written that this book is undervalued and they are right. Right from the start Hagstrom gives us advice on the nature of the market. He then gives management tenants, how to value a business and all kinds of investment tenants. These tenents are so fundamental that its very difficult to see how investing can be done without them in one form or the other. This makes the book timeless. Numerous examples are given from real world cases of how these tenants are used. There is also an excellent appendix that gives examples of how a business is valued. This is very helpful. Some reviewers have criticized Hagstrom, saying that if the book is true, why isnt he rich? But this is not how information is to be judged. There are many books that contain solid gold advice, but there are few who master them. Buffett is among them. If one wants additional information on Buffets methods, I suggest reading "How to pick stocks like Warren Buffett" by Tim Vick. But The Warren Buffett Way is a classic and at the top of the heap.

5-0 out of 5 stars one of the most popular investment reads
This book is for anyone whether you are trying to understand investing for the first time or an experienced investor refreshing yourself with the principles of fundamental analysis. Hagstrom answers all the questions of what makes Buffett one of the most successful investors of our time. He talks about Buffett's childhood as a boy ambitious to turn a profit in selling Coca Cola as well as his philosophy behind which he makes his decisions on buying a particular stock. The refreshing part about investing like Buffett is whether you buy millions of dollars worth of stock or just a few shares of stock, you can still use the same principles that Buffett uses in making a decision. The methods are straight-forward and bring common sense approach to picking stocks. In it you buy stocks as if you were buying groceries and not as if you were buying perfume. It is not even necessary to know any complicated formulae about how to determine the value of a stock although some elementary math is required. If you only had to pick one book to read about investing and burn all the other books I would recommend this book. It is more informative that many other textbooks out there read by college students filled with unnecessary math and financial theory.

5-0 out of 5 stars Worth the read
Forget B-school, read this book. Seriously, a great introduction to value investing and the Buffett mentality of risk.

Hagstrom's analysis is very easy to read and understand... a book everyone should read.

5-0 out of 5 stars What if Mr. Market goes really crazy?
If you are reading this book just to be better informed, I think you will get your money's worth. I feel I got a five-star education. But if you are going to read it to make a decision to buy or not to buy Berkshire Hathaway, you should keep these two points in mind: First, almost everyone considers Warren Buffet to be the world's greatest investor. This special attribute of Mr. Buffet might be reflected in the price of Berkshire Hathaway stock. If Warren Buffet were no longer around, what would that do to Berkshire Hathaway? Hasn't Mr. Buffet's greatness built in a premium in Berkshire Hathaway stock?

Second, this book proves that Mr. Buffet beat Mr. Market most of the time under normal circumstances. In abnormal circumstances, Mr. Market could beat Mr. Buffet. Abnormal circumstances would exist if Mr. Market went into a long, deep depression (like he did in the 1930's and dropped in value by 90%). And could a second terrorist attack similar to 9/11 cause Mr. Market to panic and create abnormal circumstances in the economy?

No matter how good the company, Mr. Market can and will hurt the value of its stock. If there is another terrorist attack like 9/11, Mr. Market will panic and Coca Cola, Washington Post, GEICO, etc., would all suffer terribly.

5-0 out of 5 stars Once Again, Take It With A Grain of Salt
I am not Warren Edward Buffett. Unlike Mr. Buffett, who has the delightful headache of trying to figure out where to put his steadily growing billions, I am a non-investor, sitting on the sidelines, wondering what all the fuss is about. Like most readers of this book, I have been told incessantly to invest for retirement, and not knowing exactly how I should do so, I figured it might be a good idea to glean a few secrets from a proven successful investor. Hence, I read The Warren Buffett Way from cover to cover, hoping to learn a few things.

And what did I learn? I learned that I am not Warren Edward Buffett. Unlike Mr. Buffett, whose circle of associates includes all of the Beautiful People of Corporate America, I am surrounded by ordinary people, more than a few of whom are looking for a way to get rich quick. Whereas Mr. Buffett is patient and thoughtful with his investments, most of the people I encounter are thoughtless and reckless with their gambles. These two things, which I increasingly began to ponder as I read this book, distinguish me from the Oracle of Omaha, and quite possibly from most readers of this book.

The book consists of nine chapters, and is mostly historical in nature. It details many of Buffett's past exploits in the stock market, mostly the good moves but also some bad ones, and offers some of the principles guiding Mr. Buffett's stock investing strategy, grouped into three classes called Management, Financial and Market Tenets. The first four chapters of the book delve into the early history of Berkshire Hathaway, the key influences on Mr. Buffett which helped to shape his investment philosophy, Mr. Buffett's perspective on the financial markets, and the principles by which he goes about purchasing a business. The last five chapters of the book give example after example of some of Mr. Buffett's past stock moves, and tries to show his Tenets in action.

The style of the book is mostly active until the fifth chapter, whereupon it becomes plodding. The book is extremely repetitive at points, and as other reviewers have pointed out, key concepts are not fully explained up front, suggesting that the possible target audience for this book are those having a strong background in the general principles of economics and business.

In all honesty, I have previously encountered most of the content of this book in coursework or self-study. I previously read Mr. Hagstrom's The Warren Buffett Portfolio, and found the two books to be similar in some respects. That said, I still found this book to be very interesting and useful, primarily because it exposed me to an investment approach which utilizes these concepts in ways I had not previously considered. I also found it highly interesting on an anecdotal level, given that Mr. Buffett's investment career spans The Go-Go Years, The Nifty Fifty Stocks and the 80s and 90s Tech Stock Boom, and yet he never once participated in these tech-stock manias but handily outperformed tech stock investors nonetheless.

Like I said, I am not Warren Edward Buffett and I can not expect or even hope to do what he does, but that does not mean that I can not think like him. Even Mr. Buffett cautions the small investor in this regard, as there are things that he can do that none of little guys can do. Yet, he also has said that there are things the little guy can do that he can not do. That said, the book deserves to be read by any one lacking the ability to reason through the process of investing. However, readers at all levels should not stop with this book. Others have pointed out that one could get even more information straight from the horse's mouth- the Berkshire Hathaway website.

On the other hand, as this information details past moves for which the conditions surrounding them are most unlikely to come around again, I believe that the more astute reader looking to learn more should consult The Money Game by Adam Smith for a brief historical look at financial foolishness (albeit the late sixties but the resemblance to Right Now is striking), The Theory of Investment Value by John Burr Williams for Buffett's original basis for valuation, and The Intelligent Investor by Benjamin Graham for a more detailed explanation of the concepts of margin of safety, intrinsic value, and the benefits associated with ignoring the market noise. These three books will help one learn how to reason through the investment problem, as this is the most important step, aside from finding smart people (as Mr. Smith admonishes forcefully in The Money Game and Buffett has consistently done) and thinking more but acting less (as Buffett has said- do a few things right and screw everything else). ... Read more


117. How to Read a Person Like a Book
by GERALD NIERENBERG
list price: $13.00
our price: $9.75
(price subject to change: see help)
Asin: 0394298314
Catlog: Book (1989-03-11)
Publisher: Random House Audio
Sales Rank: 448305
Average Customer Review: 3 out of 5 stars
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Book Description

1 cassette / 40 minutes
A multi-voice production

Explore the language that exists beyond words - the language of the body and its gestures.

Whether conscious or not of our bodies' movements, we express our feelings, attitudes, and motives through gestures that are often vague and frequently ignored.How to Read a Person Like a Book teaches you how to "decode" and reply to nonverbal signals from strangers, friends, and business associates, allowing you to:

* Gain command of business and social situations
* Sharpen your negotiating skills
* Recognize signals of affection and attraction
* Enrich your knowledge of body language.

Learn the clues that make reading people easy.Gerard Nierenberg's proven techniques for gaining control of negotiations, detecting lies, or recognizing signals of affection and sexual attraction will dramatically improve your understanding of others, giving you the advantage of added insight into all social and business situations.

... Read more

Reviews (9)

3-0 out of 5 stars Common Sense? or merely perceptive?
This book is a decent introduction to body language. It is basic, and really won't shatter any of your preconceptions of how to read body language.

If you consider yourself to be perceptive, or if you have studied other books on body language, you probably will not find anything earth-shattering or new here, but for a newbie, trying to pick up basics, this is a quick intro.

4-0 out of 5 stars reading body language
a very basic fast reaqd of the mannerisms of people and how to reflect upon yourself whats pointed out in the book
an interesting read

3-0 out of 5 stars Basic
This is a very good book for beginners on how to understand body language ... but the division of the chapters, and some examples make this book very basic.
very easy and fast to read

1-0 out of 5 stars Too basic
My impression was that this tape contained the most basic ideas that author's in this subject matter have ever presented. For eg., "People crossing hands in front of their chest means that they aren't accepting what you are telling them." That is the most typical statement I have ever heard, and this tape is full of them. There is nothing enlightening, nothing that makes you glad that you bought and listened to the tape. I felt it was not good use of time or money. For

4-0 out of 5 stars A Great Beginning Book
This is a great beginner's book to body language. It provides clearly-written descriptions and illustrations about how our actions and movements as humans can speak more loudly than our words can. This knowledge can be used to help determine if someone is being honest with you, agrees with you, is interested in purchasing your products, is attracted to you, etc. ... Read more


118. Money and the Meaning of Life
by JACOB NEEDLEMAN
list price: $16.99
(price subject to change: see help)
Asin: 0553473514
Catlog: Book (1995-01-01)
Publisher: Random House Audio
Sales Rank: 715070
Average Customer Review: 4.0 out of 5 stars
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Reviews (13)

3-0 out of 5 stars Get the Cliff Notes
There are good ideas, interesting asides, and new philosophical propositions to spare in Money and the Secret of Life. The basic premise--that money is a technology invented, not to accumulate wealth, but to realize human potential--is certainly worth our attention. Needleman is best describing money as the great tool of capitalism and capitalism as a great metaphysical system. The problem with Money and the Meaning of Life is that Jacob Needleman set out to write an inquiry into the spiritual potential of money, then sketched out a history of Western religious thought, and ended up writing a first person narrative full of punch lines thinly disguised as surprise philosophical discoveries. Mixing Max Weber, Guradjieff,Maimonodes, King Solomon, and an anonymous businessman (who really DOES know the meaning of life) could have been a rollercoaster ride full of unexpected connections and insights; what it actually ends up being is long-winded, self-conscious, and pretentious. In terms of the capitalist object, a good product, but, word for word, not exactly a terrific value.

2-0 out of 5 stars Pretentious, read chapter 20 onward,
I'd give it five stars but 1) It lacks an index. 2) It borders on salve for gilded yuppies much like Chopra's Seven Laws for Spiritual success. Don't feel sorry about making lots of dough, even if it's a immoral occupation - you deserve it was the main message I got. Ok, I know there's more to it than that.

But when the author in Chap 20 says money can buy you everything even love, I was vexed. Or that ethics and morality can be bought and sold like a pair of sneakers.And that unless we buy them, we cannot understand the things we can't buy! So if you're middle class forget understanding higher concepts, you don't got the bucks to buy enlightenment. Hmmm sounds like Sam Walton meets Eckhart meets The Fellowship of Friends. Everything is reduced to transactionalism. No meanings or values only cost.
Your teacher is the Benjamin Franklin in your wallet.

It's odd that Needleman promotes a idea which would condemed by any authentic spiritual tradition in the world.

Overall Prof. Needleman did a good job, but just barely, his style of writing is as usual, excellent. But content wise it is not up to par with his earlier works on philosophy or religion.
The target audience which again seems to be well off folks with guilt trips, yuppies, dot commies, etc. Ought to love it. But start at chapter 20 cause that's where it gets interesting.

If you work hard at a blue collar job skip it, this book is not meant for you. Only wealthy types with spiritual pretensions need apply, since this book is partly derived from seminars he gives around the country based on similar topics for corporate clients.

He also skipped on the psychopathology of wealth and money obsession. Why are so many of the new wealthy class, anti-charity and greedy to the point of amoral? Witness the fraud on Wall Street, how money corrupted our democracy, Dot com swindles or the S&L scandals. He's seems to ignore the corrosive effect money has on people also or why it's worshipped so much in our society. Money counts not character or essence.

...

4-0 out of 5 stars in God we trust-fund
This book was an enjoyable exploration of what money means to us and what it stands for...and why it has fallen into the cultural shadow.

The author makes a convincing explanation for the numinous power of wealth, a power partly due to the fact that two thousand years of Christianity turned away from matter and the body, which have now had their revenge via the symbol of the almighty dollar, America's real religion.

I almost gave this book a 3 because 1. it has no index, and I hate that; and 2. no effort was made to edit out gender-biased language ("man," "the nature of man," etc.).Oh, and 3. the publisher needs to spend more on the paper:it's no good for penciling notes on.

I'm not certain that the question of the integrity of one's work comes down to the quality of one's attention, as the author seems to maintain.The dilemma, say, of a scientist who designs nuclear weapons and then realizes one day--perhaps when jobs are scarce--that the work is eating up his soul even though it supports his family becomes a real dilemma, not only a problem of the ego that vanishes in the light of understanding.Doing a job he feels to be evil consciously doesn't make it any less evil to him; and consciously quitting and letting his family starve while he looks for work hugely impacts them.In fact, it's his heightened awareness and its unwillingness to "turn away from truth" that deprives him of his ability to feel good about his integrity no matter what he decides.

Needleman is right, though, that we must make peace with our relationship with money if we're to heal the split between our physical requirements and our thirst for meaning.To do that we need more, not less, "materialism," a more conscious probing into matter, the body, the things of the world, which today's electronicized economics have gone far toward dematerializing.

The book reminds me a bit of a quotation by Walter Kaufmann, who wrote about Shakespeare's solution to the dilemma of vocation vs. occupation (remember that, like Beethoven, the world's pre-eminent playwright was also an efficient businessman):

It has almost become a commonplace that the modern artist
has lost contact with his audience and that the public no
longer supports him as in previous ages...Shakespeare came
to terms with the obtuseness of his public: he gave his pearls
a slight odor of the sty before he cast them. Far from cheap-
ening his art, he turned the challenge of a boorish, lecherous,
and vulgar audience to advantage and increased the richness
and the subtlety of tragedy so vastly that age cannot wither it,
nor custom stale its infinite variety.-- Kaufmann, FROM SHAKESPEARE TO EXISTENTIALISM

5-0 out of 5 stars When Is Money Not Money?
I have been on a never-ending search for a higher-paying, more satisfying job/career my entire life believing totally that this would be the answerto many of my life's challenges and problems.Further, I believed that allof these challenges and problems were for the most part being driven byexternal factors.After reading this book, I appreciate that my searchsurely was and is about more than making money.

The structure of thebook is somewhat like a quilt pieced together of various subject matter,ideas and reflections about money.I had to make an effort to stay withthe flow when I couldn't see where it was going. Perhaps this was astrategy the author choose to use and the one that kept me reading to theend.

It's not a book I was able to rush through because as I read thetruth of what he was saying presented me with quite an accurate and painfulreflection of my own behavior and beliefs about money.I could only read alittle bit of the truth at a time because as I recall hearing once, thetruth will set you free but first it's going to just about kill you.I hadto let it kill me a little bit at a time.

An excellent companion piece tothis book and one that Needleman cites is by Lewis Hyde entitled, "TheGift."

4-0 out of 5 stars The needle can be found in this haystack...
I took the audio version of this book (as read by the author), and have listened to it three times.There are tremendous segements to this book, but since it doesn't start with, but builds toward, the tale of Giveto Caesar what is Caesar's, it takes a while to see where the first half ofthe material is headed. Instead the first half offers a number ofinteresting, thought provoking, reflections that may be useful for one andall.A bit wordy, but worth the time... ... Read more


119. Making Peace With Money
by Jerrold Mundis
list price: $12.00
our price: $9.00
(price subject to change: see help)
Asin: 0694522341
Catlog: Book (1999-10-01)
Publisher: HarperAudio
Sales Rank: 89272
Average Customer Review: 4 out of 5 stars
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Book Description

Making Peace with Money is about creating a relationship with money that is free of stress, worry, and pain. It offers practical advice on getting debt under control and managing spending, then outlines principles for changing psychological attitudes and opinions about money, for bringing more money into your life, and for using it more effectively and pleasurable. ... Read more

Reviews (1)

4-0 out of 5 stars Changes Our Money Attitudes
"This program works. I give you my word on that," Jerry Mundis writes in the introduction. And I believe him. Although the focus is an inward journey towards changing our relationship with money, it's not a book that one just reads and puts on the bookshelf but works in order to get the most benefit from it. It contains both insights and practical exercises that bring changes in our attitudes and then our actions towards money.

The chapters are divided into different areas of our relationship with money--debt, spending, generosity, vision, etc.--with each chapter containing essays, exercises and then quotations, anecdotes or meditations on that particular area. This book seems to take off where Mundis's first book, "How To Get Out of Debt, Stay Out of Debt and Live Prosperously", left off. I found his first book to be more matter-of-fact with a 12 step program foundation for debtors and only a relatively small amount of space dedicated to the attitude changing or more spiritual aspects of money problems. "Making Peace with Money" addresses debt in the first chapter but then is more focused on changing inner thoughts and attitudes about money. Therefore it's more useful to a larger number of people, those who may not have a debt problem but want to come to terms with their money relationship.

One of my favorite parts of the book is the last chapter that addresses special circumstances such as being out of work or problems with being able to spend money on oneself, what the author calls 'Anorectic Spending'.

I think this book would be especially useful to the person with serious debt problems when coupled with Mundis's other two books, "Getting Out of Debt,..." and "Earn What You Deserve". By diligently doing every practice in these books, one's attitude towards money couldn't help but change. Don't positive attitudes plus positive actions equal positive results? No wonder Mundis guarantees his program. ... Read more


120. Pour Your Heart Into It : How Starbucks Built a Company One Cup at a Time
by Howard Schultz, Dori Jones Yang, Eric Conger
list price: $16.95
our price: $11.53
(price subject to change: see help)
Asin: 1565112334
Catlog: Book (1997-09-01)
Publisher: Highbridge Audio
Sales Rank: 181808
Average Customer Review: 4.37 out of 5 stars
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Book Description

The success of Starbucks Coffee Company is one of the mostremarkable business stories in decades, growing from a single retailstore on Seattle's waterfront to a company with more than one thousandstores nationwide and a new one opening every business day. Starbucks haseffected a fundamental change in American life, turning coffee into anational obsession and establishing the coffee bar as a new fixture ofMain Street - a home away from home for millions of Americans. In PourYour Heart Into It, Howard Schultz, the CEO of Starbucks, shares thepassion, values, and inspiration that drive the success of thisfascinating company. Schultz gives credit for the growth of Starbucks toa foundation of values seldom found in corporate America - values thatplace as much importance on the company's employees as they do onprofits, as much attention to creativity as to growth. Schultz tells thestory of Starbucks in chapters that illustrate the principles which havemade the company enduring, such as "Don't be threatened by people smarterthan you," "Compromise anything but your core values," "Seek to renewyourself even when you are hitting home runs," and, most simply,"Everything matters." For entrepreneurs, marketers, managers, andStarbucks' loyal customers, Pour Your Heart Into It gets to the heartof a company that, according to Fortune magazine, "has changedeverything...from our tastes to our language to the face of Main Street." ... Read more

Reviews (81)

4-0 out of 5 stars An insightful read - much better than the typical CEO tract
I was pleasantly surprised as that number of insights I picked up in Howard Schultz' tale. He and Dori Jones Yang really appeared to have connected in the writing of this book. There's an effortless flow in the telling that gives you a 'fly on the wall' insider's feel without getting bogged down in coffee arcania or management dribble.

Schultz walks you through some of the thought processes and actions that led to important advancements in Starbucks' success with their customers. And, he's not afraid to point out when he's been dead wrong. He's strong enough to admit being dead set against the Frappuccino & totally missing the boat on what ended up being a blowout product for the company.

One comment - it's hard for me to reconcile Schultz' recent fixation on the Internet, going so far as ruminating about buying Williams-Sonoma for its online potential, with the clear-headed thoughts expressed in this book. [Yes, let's see...I'll have a latte and this leather couch, thanks.] Throughout the book, Schultz shows a complete understanding of a company's need to please Wall Street via growing profits, and also is quite clear of having to evaluate each decision by asking "Will it strengthen or dilute the brand?"

5-0 out of 5 stars You will never look at Starbucks the same way again
This is one of the best business biographies I have ever read. It is truly inspiring. One simple, and telling, output from reading this book on a plane was that as soon as we landed I headed to the local airport Starbucks for a latte. I rarely even drink coffee! So powerful are the imagery and the passion for coffee in his story that you can almost smell the roasted dark beans, feel them running through your fingers, hear the sounds of the espresso machine and taste the coffee itself!

Why is this imagery so important? Because behind the corporate image of a relentless pac-man like machine churning out new locations at a rate slightly above the national birth rate it seems, is a simple vision of passion for coffee combined with Italian neighborhoods and a warm and friendly place where the worlds best coffee and social friendship intermix. That is what Starbucks was all about.

The book itself is a remarkable insight into this journey. It was even more special for me, as I grew up with Starbucks - literally. When Howard talks about the vision he had to treat even his part time employees with full benefits and ownership in the company through stock, I know it was more than just a nice sounding corporate manta, it really worked. Friends I went to high school with in Bellevue in the mid to late 1980's worked at the first stores, and raved about this little coffee company and couldn't imagine working anywhere else. So, from firsthand experience I can tell you that what he says about the passion and vision coming to life in Seattle is all true

While company history is quite interesting, and the book itself just hums and glides without ever getting mundane, the real gems are in the emotional reality Howard displays. He talks about being overwhelmed to tears, about the rejection he faced while trying to get funding for his fledgling company, about the naysayers and others who nearly took it all away, and the struggle with having a hand in everything and slowly letting go. You know that you are reading about a real person, someone who came from a poor neighborhood in Brooklyn with working-class roots, not an image generated by a large corporations PR spin doctors

The value of people, so often lost in corporate bureaucracy, is evident here. Starbucks grew because it struck an emotional chord with people. He knew that in order for the company to be successful he needed people who shared the values. This is often spoken of, and rarely practiced in the corporate world where systems, forecasts, processes and other such tools become the focal point, and the simple fact that all results come through people is lost. He speaks throughout the book of people who helped him, coached him, mentored him, challenged him, and made the company what it was. One quote in particular summarizes his views: "If people relate to the company they work for, if they form an emotional tie to it and buy into its dreams, they will pour their heart into making it better." (Page 6) This theme comes through in every decision.

Overall, this is a wonderful book, and is truly inspiring. I would work for him tomorrow, if it really still is the way it's portrayed here. I encourage you to read this book and see your neighborhood Starbucks in a new light.

1-0 out of 5 stars Try Working at Starbucks
This is an interesting read if looked at as a fictional account of business. As a frustrated Starbucks employee, there are many an urban legend about how great we are supposed to be treated. Howard should go to work as a barista in one of his own stores, have customers insult him, throw drinks back at him and do all of the cleaning chores expected of the people making him his millions. As for the "One Drink at a Time", I wish that were true. We are expected to whip out drinks within mere seconds of them being ordered. Don't believe all the gospel of Howard. It ain't all that he thinks it is cracked up to be.

5-0 out of 5 stars A great read
OK. I don't read a lot of books. I am an entrepreneur. This book was great. I always liked starbucks coffee but now I have an in depth understanding of how truly amazing a company Starbucks is. You will not be dissappointed!

5-0 out of 5 stars Good Book to Read for those who Wish to Develop Own Business
You can see from this book how Howard Schultz upheld his belief in good coffee quality from the begining. Also, he was so committed to bring in new experience to his customers which was a very important marketing strategy nowadays. The book is easy to read and has given the reader a lot of inspirations! ... Read more


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