Book Description

How do we make decisions--good and bad--and why are some people so much better at it than others? Thats the question Malcolm Gladwell asks and answers in the follow-up to his huge bestseller, The Tipping Point. Utilizing case studies as diverse as speed dating, pop music, and the shooting of Amadou Diallo, Gladwell reveals that what we think of as decisions made in the blink of an eye are much more complicated than assumed. Drawing on cutting-edge neuroscience and psychology, he shows how the difference between good decision-making and bad has nothing to do with how much information we can process quickly, but on the few particular details on which we focus. Leaping boldly from example to example, displaying all of the brilliance that made The Tipping Point a classic, Gladwell reveals how we can become better decision makers--in our homes, our offices, and in everyday life. The result is a book that is surprising and transforming. Never again will you think about thinking the same way. ... Read more

Book Description

In The 7 Habits of Highly Effective People, author Stephen R. Covey presents a holistic, integrated, principle-centered approach for solving personal and professional problems. With penetrating insights and pointed anecdotes, Covey reveals a step-by-step pathway for living with fairness, integrity, honesty, and human dignity -- principles that give us the security to adapt to change and the wisdom and power to take advantage of the opportunities that change creates. ... Read more

Reviews (558)

One of the best business/success books out there
Unfortunately, during my experience with corporate America I've had several business/success books thrust upon me. The Seven Habits of Highly Effective People is the only one that was worth reading.

This book, coupled with the First Things First training I received at work has had an enormous impact on me. Five years later, I still organize my life based on my mission statement, roles, and goals. I plan weekly and take time out to Sharpen the Saw. I don't always live up to the seven habits, but at least I'm going in the right direction. Periodically I pull this book out of my bookshelf and flip through it to reinforce the lessons it contains. It's also one of the few books I've ever bought someone as a gift.

My biggest criticism is that Covey has a tendency to beat you over the head with examples. Numerous times as I read the book I thought to myself, I get it, move on. My other big complaint is that this book coined the word "proactive," which is believed to mean the opposite of reactive, but actually means that the person using it is an idiot and needs to resort to using made-up words to appear highly effective.

This book has definitely changed my life for the better.
This is a book that has changed my life irrevocably and forever. It required great energy, patience and time to read, one with much meaning and very deep in content. In fact, after struggling through the first two Principles outlined in this book I found myself putting it away on the shelf. For nearly a year it sat there and I didn't pick it up again until I had another reason to. The second time around I could not put the book down and took prolific amounts of notes. The third time I read it I learned even more.

This book is about self, about becoming the true you and living your life optimally. This is not a pep-rally or a psychological breakdown of "The 100 Top Tips to Boost Your Self-Esteem". The Seven Habits of Highly Effective People is all about understanding where you can (should) be taking yourself in your life. The influence, the support, the understanding, the energy that Dr. Stephen Covey discusses comes from within yourself; it is not an external influence that fades as soon as the source is gone. You create it; you live it; it becomes you and you become it. These principles are not subject to the whims of others. You create yourself, you build upon yourself and you become an effective person in your life through learning to help yourself and others. You learn how to graduate from dependence to independence and then even further on to a higher level: interdependence all by looking deeply within yourself and following seven sound principles that are laid out in a very logical, rational and emotionally-sound manner. The principles behind Dr. Covey's ideas are based on faith in self, community and God. He helps you to understand the philosophy, "Love Me for Me."

In The Seven Habits, Covey talks about the Personal Mission Statement. This is a project that you create, write, rewrite over and over until it describes the person you most want to be. Then you simply spend the rest of your life living those beliefs until you become that person. It is probably the easiest, yet most difficult thing you will ever do in your entire life. Why? Because you must devote your entire life, and energy to this task. How easy it is to become side-tracked and slide into old habits of comfort. But these old habits are the ones that you want to rewrite with new, better habits. This is a difficult road to follow. It is also, without a doubt the most rewarding activity you will ever do in your entire life. After all, the most rewarding things in life are often the most difficult.

STRATEGIES FOR EFFECTIVENESS
Stephen Covey outlines the best strategies for maximum effectiveness in this great book. The fact that this book has remained a best seller for over 15 years should tell you something about the merits of the informmation that it contains.

Highly recommended book.

Definitely a must read book
I have worked for major corporations and I have been self employed in direct sales and network marketing. Hardly a day goes by when I don't find someone who recommends and in many cases, carries The 7 Habits around with them in their briefcase.

In a world of me, me, me, me. It's great to have a noted and highly respected authority like Dr. Covey teach the concepts of "Win-Win" and "seek first to understand, then be understood."

I am also happy to see that Dr. Covey has endorsed network marketing and recommends it. easy to understand why. Network marketing is indeed the wave of the future so it makes sense that the professionals of the present and the near future will be applying Dr. Coveys techniques just as those Fortune 500 companies have been doing since the 1980's.

Great book. I highly recommend it to everyone and especially network marketers who want to significantly grow their business.

Thank you Dr. Covey for a great book.

An excellent book
The way the author has deconstructed human development and potential is insightful. The author's view is that people first develop a triumvirate individual competances and skills.

1) Be Proactive.
2) Begin with the End in Mind.
3) Put First things First.

Once they have mastered this they can then accelerate the results they achieve by mastering 3 more skills that enable them to enable others.

4) Think win-win.
5) Seek first to understand.
6) Synergize.

Encompassing these 6 habits is the seventh habit which emcompasses the others is the

7) Sharpen the saw.

Though the some of the ideas are a little trite or naive together they form a good toolset. ... Read more

Book Description

The major difference between achieving people and average people is their perception of and response to failure. John C. Maxwell takes a closer look at failure—and reveals that the secret of moving beyond failure is to use it as a lesson and a stepping-stone. He covers the top reasons people fail and shows how to master fear instead of being mastered by it. Readers will discover that positive benefits can accompany negative experiences—if you have the right attitude. Chock full of action suggestions and real-life stores, Failing Forward is a strategic guide that will help men and women move beyond mistakes to fulfill their potential and achieve success.

Reviews (35)

You don't have to afraid of failure anymore
Many of us dislike failures and mistakes. We will try to avoid them because we are afraid to be labeled as losers. However, this book tells us there is no perfectionist on earth, as long as you are human being, you would make mistakes. Those mistakes will guide you the way to success if you are to learn from them. The difference between average and achieving people is their perception and response to failure.

This books provide us with 15 steps to failing forward. You are going to overcome adversity and maximize your potential if you follow these steps.

Moreover, Maxwell gives readers a lot of real life experience examples to demonstrate how successful people response to adversity and handle it.

This book is highly recommended.

Well structured book of encouragement
I have read a few of John Maxwell's books about leadership and found them all to be insightful. In fact, he is usually one of the first authors I recommend to anyone looking for a book about leadership. I particularly enjoyed this book because it brings a somewhat different perspective to failure - a practical one.

We all have heard the cliches about "staying the course", and "not giving up", but this book adds layers of details about failure that you will probably not find in other books. Maxwell goes step-by-step into the numerous facets that can determine the differenc between success and failure. Having finished the book, I am more inspired to get busy, and make things happen - even if it means failing forward a few times.

Also, I especially liked the fact that John Maxwell includes numerous stories about those who have failed (usually numerous times) before achieving their goals. The stories help illustrate the points he makes throughout the book, and prove that it takes determination, effort, hard work, and sacrifice to get through the obstacles that you will face while chasing your dreams.

I highly recomend this book to anyone interested in learning practical strategies for achieving your goals and dreams. The exercises at the end of each chapter will help put Maxwell's concepts into action for your own life. Good luck.

Failure is Your Stepping Stone to Success!
John C. Maxwell brings a gift to all who have ever felt like a "failure" by the extraordinary examples of some of the greatest people that have achieved outstanding success, only to attribute that to their prior so-called "failures."
This book will help you USE the lessons you can learn from your experience. One of the most important aspects of this book is to NOT PERSONALIZE the experience, and take it into the core of your being, The KEY is to take "you" out of the failure, and look at it as another outward experience that will teach you much. It is most often that our deepest struggles are the very foundations for our greatest growths and triumphs. This book sets a model of clean ethics, taking responsibility, being PASSIONATE about what you are doing, because without passion, you might as well just stop - because passion is the driving force behind every success.
If you have been through the mill, and want to really be inspired about your experiences from some of the greatest people who have brought inspiration to others, then this book will give that to you. An excellent book for turning failure into genuine success. 10 Stars!
Barbara Rose, author of 'Individual Power' and 'If God Was Like Man'

Failure is never final
This was is my first book by Maxwell, but it won't be my last. Maxwell mixes scriptures along with success principles and tells us that failure is never final. It's not how many times you fall, it's how many times you get back up and how much you learn from it.

Some people have called this a hookie-pookie superficial feel good book. I strongly disagree, except that I can do more by feeling good than by feeling lousy.

Maxwell is excellent. His words will inspire you but more than that, his words, when followed will instruct you as well.

Outstanding book. Highly recommended.

An important nook about an important life issue
John Maxwell does a marvellous job of helping people to work through failure and move on. I am 53 years old and was recently laid off by an employer who told me that I was the best employee he had. I felt betrayed and would wake up every morning thinking of ways to get even (even though I knew I wouldn't act on them.) I was really hurt and couldn't get over it. A friend of mine suggested I read two books. The first one she recommended was this one and it really helped me to put things into perspective. Instead of moping around the house, I started looking through the papers and making calls to get job interviews. Yes, it got me going! The other book my friend recommended was Optimal Thinking: How To Be Your Best Self which helped me to understand that every situation (even a a situation I don't like) is an opportunity to be my best, and it showed me how to make the most of any situation. With books like these in the world, we never have to be stuck and we can really make the most of our lives. ... Read more

Amazon.com Audiobook Review

We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins ... Read more

Reviews (6)

Very disappointing
I was very disappointed with this audio cassette. The one-hour cassette has limited information and is not worth the money. I have a library of audio tapes filled with great information. This is not one of them. I found the narrator voice very annoying to listen to. The tape reminded me of a college professor lecture. I will never buy another tape without checking your reader reviews. I want my money back!

A common-sense approach to negotiation
Roger Fisher and William Ury, of the Harvard Negotiation Project, brought together all the strategies of negotiation and explain how to use them and why they work. Many of the strategies seem like common sense, but the authors give concrete examples to help the reader become more aware of the good methods.

At first, I thought this would be another book which simply gave pointers on good negotiation. The writers go a step further and discuss what to do when faced with a party which uses unfair negotiation tactics (like threats or good guy/bad guy). Invaluable.

This is all written in an easy-to-read format and well worth the time to read.

A single tape! Content is good, but not a good value
I guess I was expecting more than a single tape for my $10. I think there is probably a lot of good information in the book, but it's hard to tell from a single hour of talk on a single tape. I recommend getting the book and forgetting the tape for this one.

This groundbreaking work is still a must read
At the time of its first publishing, Roger Fisher and the Harvard gang introduced a book that was truly groundbreaking and remarkable - while being concise and readable. The book is a must read now more than ever. Fisher and the Harvard Negotiation Project have provided the language for modern negotiation - a language everyone should learn. "Getting to Yes" is a great start to improving negotiation skills that build long term relationships and advance short term interests. The world would be a little bit better if everyone took a little time to read this little book.

The art of tiating
The tapes give you useful tips for negotiating. In the most part, however, these are either common sense rules or unoriginal comments based on other works in the field. All in all, the work may be full of information on the subject but I found it hard to go through it all and boring. ... Read more

Book Description

Reviews (157)

How to understand emotions and make the most of them
I read this book in 1997 and was fascinated with the content, especially information about "flooding" ie. when we are emotionally overloaded and we can't respond effectively. I was also particularly interested in Dr. Goleman's research into the components of emotional intelligence -- self-awareness, impulse control, persistence, zeal and self-motivation, empathy and social deftness. Dr. Goleman explains what happens to us neurologically when we experience emotions and why emotional intelligence is important. After reading his book, I was left with questions such as, "What do my emotions mean? How do I deal with my emotions when they occur?" These questions are specifically answered in Optimal Thinking: How to Be Your Best Self by Dr. Rosalene Glickman. Dr. Glickman explains why and how each emotion is experienced, the messages they bring, and questions to ask yourself and others to best resolve emotions and achieve emotional mastery. In my opinion, these books belong in every family and in every workplace.

Why emotional intelligence wins out over basic intelligence
This ground-breaking book proposes that emotional intelligence is a learned ability that is as much or more important than basic intelligence and should be part of our schooling just as reading, writing and arithmetic. The author sets out new scientific evidence showing, step-by-step, how healthy emotions and destructive emotions control our lives. Feelings often count as much as logic, and we have gone too far, says Dr. Goleman, emphasizing the purely rational, when emotions are so powerful.

All emotions are an impulse to act; the creation of instant plans for handling a life situation. Now we know in detail how emotions prepare the body for differing responses. A human being is made up of two minds according to Goleman. One thinks, and one feels; two fundamentally different ways of knowing.

The author defines emotion as "a feeling and range of propensities to act." The principal emotions are: Anger: Fury, outrage, resentment. Sadness. Grief, sorrow, cheerlessness. Fear. Anxiety, apprehension, terror. Enjoyment. Happiness, joy, delight, amusement. Love: Trust, kindness, devotion, infatuation. Surprise: Shock, amazement, astonishment. Disgust: Contempt, scorn, abhorrence. Shame: Guilt, embarrassment, remorse, humiliation.

Various emotions have various physical effects on the body. Anger, for example, causes blood to flow to the hands; strong energy for vigorous action. Fear causes blood to flow to the legs making it easier to run. Happiness is a positive emotion that provides readiness and enthusiasm. Surprise makes it easier to figure out what's going on and create a plan of action. Sadness helps adjust to a significant loss and brings a drop in energy and enthusiasm.

When emotions are out of control, the emotional mind takes over and swamps the rational mind. Emotions have a mind of their own and can hold views independent of the rational mind. Goleman names five main domains of emotional intelligence: (1) Knowing one's emotion (2) Managing emotions (3) Motivating oneself (4) Recognizing emotions in others (5) Handling relationships.

A most important emotional lesson, of course, is anger management. As a culture, we have not bothered to make sure children are taught the essentials of handling anger or resolving conflict. These and other fundamentals of emotional competence have been left to chance, says Goleman.

Surprisingly, the emotional mind is far quicker than the rational mind and springs into action without considering consequences that may prove to be mistaken or misguided. Scientific findings indicate we often cannot control emotions. What's more, the emotional mind takes its beliefs to be true, discounting evidence to the contrary. That's why it's difficult to reason with someone who is emotionally upset.

A familiar husband-wife emotional story: Wives, it seems, are the emotional managers and as such, are more likely to criticize husbands. Men are more likely to be stonewallers. Wives try to bring up and resolve disagreements. Husbands, on the other hand, are reluctant to be drawn into arguments. As a wife sees her husband withdraw from a discussion. she increases the volume and intensity of her complaint white he becomes defensive or stonewalls in return. She becomes contemptful, frustrated and angry; the husband feels more and more an innocent victim. As husbands stonewall, the wife feels completely stymied. The author calls this psychological impasse "flooding~~ and points out that flooding escalates, often going out of control.

There is ample evidence of growing emotional recklessness in the wortd, the author points out, and makes a strong case that it is critical to teach emotional competence to children as part of their education.

Significant topic, questionable presentation
The importance of emotional intelligence was proven to me early on in this book, especially with the author's neurological explanations of the brain. Daniel Coleman used a variety of approaches to prove the importance of emotional intelligence including: neuroscience, biology, and case studies. Yet, some of the directions the author chose to take lost my interest. The case studies could have been abbreviated and maybe the classification of emotions could have been expanded on. The book demonstrated the dire consequences of not learning emotional intelligence and sometimes used extreme examples which seemed unnecessary. However, this pioneering book (albeit somewhat outdated) deserves attention.

For me the book started well with references to Aristotle's "Nicomachean Ethics," making a connection between the wisdom that Aristotle exalted and emotional intelligence. The book went on to explain how the physical components of the brain affect emotional behavior; here the amygdala is explained, which is the control center for emotional behavior, and is referred to throughout the book. This biology and neuroscience clarified how rudimentary emotional behavior is in the human brain.

In part three, the author showed progressive thinking in his belief that the medical profession must consider emotional factors. Since the book's publication, medical schools have agreed with him. On June 10, 2004, the Wall Street Journal reported that graduates from all 126 medical schools in the U.S. will take a standardized test that will rate "bedside manner." According to the article, this test will "gauge what multiple-choice questions cannot: a graduate's ability to communicate with patients..."

In parts Four and Five my interest waned as the author discussed how emotional training can save society. Although the author suggests key improvements to pedagogy, the case studies and extreme examples of what can go wrong with the emotional brain belabored the topic for me. Post Traumatic Stress Disorder is closely analyzed, as is trauma, abuse, and bullies - all valid areas for discussion but beyond what is needed for demonstrating what emotional intelligence is and why it is important. Violence, social aggression, and certain neuroses resulting from emotional problems could have been explained in a shorter section. But the author deserves credit for offering solutions, and has an interesting theory that modernity is the cause for a worldwide trend of melancholy.

I would have liked more of the book devoted to the challenge of defining emotions. Of interest to me was Appendix A because it revealed the classification attempts made for emotions. The section considers a handful of "core" emotions with all other emotions being a blend of these; there also might be families of emotions with many nuances affecting moods and temperament.

This book reveals a big-picture outlook of the human brain and the emotional activity that is an intrinsic part of it. The thesis that emotional intelligence can be more important than IQ is well supported, but the author is not saying that it is necessarily better! (Previous reviewers of the book have created an EQ-versus-IQ contest.) Both are critical facets of intelligence that must work together and neither can be dismissed.

You have to try the Emotional Intelligence PowerPoint!
I bought the book along with the recommended Emotional Intelligence PowerPoint, which is just a terrific resource! It's a complete presentation on emotional intelligence (which saved me a lot of work) but the great thing is it plays movie clips right from the presentation to illustrate each of the emotional intelligence skills. My audience really grasped the concept and was entertained enough to give me 100% of their attention for the full hour. Really great!

Before it got crowded
Most of the great industrialists had one thing in common; they were able to give credit where credit was due. This is a lost art in the management of humans in today's concentrated environment that depends upon statistics and numbers.

No man or woman ever created a number that wasn't backed by the self discipline that enabled him or her to give the level of commitment that came with the desire to give that commitment. If they do, they fall upon deaf and dumb hearts, and are bound to be used for different uses than the ones intended.

Passionate commitment is the only thing that ever changed a life, or lives, and the main thing that determines success that might be predictable. Without commitment, marriage fail, even if they appear to work. Without commitment, incentives are little help to the people trying to use them to create wealth, for themselves or for others.

Negative commitment alway works worst to produce desirable outcomes because they never carry a reciprocal commitment to get the job done, and to do it well.

The pride of passion and success is the single most important component of a job well done, and a job well loved, by which great things are made possible because of the commitment brought to the job, that is felt within, and rarely without the internal commitment that defines and fuels the task to be done, often with a sense of vision for accomplishment as well as for the harmony that enables teamwork to exist that relies upon it, as opposed to the tyranny that sometimes fuels efficiency and completion of tasks that may be unpleasant but necessary to be done.

A positive outlook is essential to most quality jobs and often underestimated in its power to create powerful results. Among groups, failure to recognize credit where credit is due destroys more groups than not, and strains the ones where it is not present. Groups break down at varying levels, but almost always at the lower levels from the negligence of the upper levels to give that due credit, and to respect its presence as important to any organization. Failure is always a managerial negligence, and false rewards are immediately noticeable to the participants of any group because they deal daily with the results of performance that would be the criteria by which management determines successful performance to offer those rewards. Underlings usually know the score, and often better than management because of its isolation. Misplaced credit is as damaging to organizations as those where it is non-existent since it destroys not only faith but also integrity.

Emotional IQ is far more valuable to the organization for this reason. Maintaining the integrity of the group is crucial to its success, and sometimes, to its survival. Faith is as asset to integrity, but only a part of what makes any organization valuable since better times can be managed, or sustained, during times of hardship, but integrity forms the heart of commitment for most who are associated with, and determine the vitality of the entire organization through bad times or good. There is no replacement when destroyed, either intentionally or accidentally, and few apologies are effective to heal those deep wounds. Relationship or relational discrimination is the distinction that makes the different in any organization, and those which cultivate the image of equity generally do equity. Those that don't suffer the effects of their lack of commitment by revealing their flaws, not only to insiders but also to outsiders. Emotional intelligence often relies upon intuition to determine its presence or absence. ... Read more

Reviews (19)

A must-read for Customer Perspective in Balanced Scorecard
This book's concepts for strategic marketing management are so widely accepted that the popular Balanced Scorecard concept of Kaplan and Norton in 2001 decided to adopt the ideas for the "customer perspective".

The authors manage to take Michael Porter's two generic competitive strategies - Differentiation and Cost Leader - and elaborate on these to an extent never presented so elegantly before. In the process, they discover a third generic strategy - Customer Intimacy.

Thus, Treacy and Wiersema distinguish between focusing on the following value dimensions:
- Operational excellence (cost leadership / focus on supply chain management)
- Product leadership (innovation / focus on product lifecycle management)
- Customer Intimacy (service leadership /focus on customer relationship management)

These are the FOUR RULES that govern market leaders' actions:
Rule 1: Provide the best offering in the marketplace by excelling in a specific dimension of value
Rule 2: Maintain threshold standards on the other dimensions of value
Rule 3: Dominate your market by improving value year after year
Rule 4: Build a well-tuned operating model dedicated to delivering unmatched value

Expanding on the fourth rule - operating models - may the best long-term contribution of this book. The authors explain in detail and via case stories how the operating models differ for each of the three value propositions. In practice, I've learned that by explaining the operating models, many people can easier find themselves depicted than in the overall generic dimensions of cost, service or product leadership.

OPERATIONAL EXCELLENCE or Cost Leadership - Best total cost - operating model:
Key success factor: Formula!
Golden rule: Variety kills efficiency
Culture: Disciplined teamwork; Process focused; Conformance, "one size fits all" mindset
Organization: Centralized functions; high skills at the core of the organization
Core processes: Product delivery and basic service cycle; built on standard, no frills fixed assets
Management Systems: Command and control; Compensation fixed to cost and quality; transaction profitability tracking
Information Technology: Integrated, low-cost transaction systems; Mobile and remote technologies

PRODUCT LEADERSHIP - Best product - operating model:
Key success factor: Talent!
Golden rule: Cannibalize your success with breakthroughs
Culture: Concept, future driven; Experimentation, "out of the box" mindset; Attack, go for it, win
Organization: Ad-hoc, organic, and cellular; High skills abound in loose-knit structures
Core processes: Invention, Commercialisation; Market exploitation; Disjoint work procedures
Management Systems: Decisive, risk oriented; Reward individuals' innovation capacity; Product lifecycle profitability
Information Technology: Person-to-person communications systems; Technologies enabling cooperation and knowledge management

CUSTOMER INTIMACY - Best total solution - operating model:
Key success factor: Solution!
Golden rule: Solve the client's broader problem
Culture: Client and filed driven; Variation: "Have it your way" mindset
Organization: Entrepreneurial client teams; High skills in the field
Core processes: Client acquisition and development; Solution development; Flexible and responsive work procedures
Management Systems: Revenue and share-of-wallet driven; Rewards based in part on client feedback; Lifetime value of client
Information Technology: Customer databases linking internal and external information; Knowledge bases built around expertise

If you're interested in Customer Intimacy, you may want to add Wiersema's additional book on only this strategy to your shopping basket. I highly recommend both paperback books ... great value for money ;-)

Peter Leerskov,
MSc in International Business (Marketing & Management) and Graduate Diploma in E-business

Not just for the sales and marketing folks!
This business book should be in EVERY marketing and sales professional's library. In one reading of less than four hours you can understand the distinct value disciplines that define your company. And, just as important, you can recognize the value disciplines of your customers and competition. But, you don't have to be strictly a sales person. I'm my company's Chief Technology Officer and I felt the book was very valuable - after my CEO made me read it!
The message of The Discipline Of Market Leaders is that no company can succeed today by trying to be all things to all people. It must instead find the unique value that it alone can deliver to a chosen market. Why and how this is done are the two key questions the book addresses,
Three concepts are introduced that every business finds essential:
1. the value proposition - implicit promise to deliver a particular combination of values - price, quality, performance, etc.
2. value-driven operating model - combination of operating processes, manage-ment systems, business structure, and culture that allows a company to deliver on its value proposition.
3. value disciplines - three desirable ways in which a company combines operating models and value propositions to be the best in their markets. THIS is the key take away from this book.
Three distinct value disciplines:
1. operational excellence - provide middle-of-the-market products at the best price with the least inconvenience - value proposition is low price and hassle-free service.
2. product leadership - offering products that push performance boundaries - value proposition is offering the best product, period.
3. customer intimacy - delivering NOT what the market wants but what specific customers want - value proposition the best solution for the customer with all the support needed to get the maximum value from our products.
The selection of a value discipline is a central act that shapes every subsequent plan and decision a company makes, coloring the entire organization, from its competencies to its culture.
If a company is going to achieve and sustain dominance, it must decide where it will stake its claim in the marketplace and what kind of value it will offer to its customers.
markets, the only established way to improve value to customers is to cut process. If you haven't started thinking about cutting your way to leanness, it's going to cost you later.
High quality is the cost of admission to the market. Without it, you're not even in the ballpark.
Four new premises underlie successful business practice today:
1. companies can no longer raise process in lockstep with higher costs
2. companies can no longer aim for less than hassle-free service
3. companies can no longer assume that good basic service is enough
4. companies can no longer compromise on quality and product capabilities
These four points are critical to the book and to how you must think about value. It is true - we can no longer charge for high quality - it IS expected. By delivering superior value, companies change their customers' expectations. In effect, these companies became market leaders NOT by fulfilling old-fashioned ideas of value, but by getting their business to master one band in the value spectrum. They believed in three important truths that characterize the new world of competition:
1. Different customers buy different kinds of value. You can't hope to be the best in all dimensions, so you choose your customers and narrow your value focus.
2. As value standards rise, so do customer expectations; so you can stay ahead only by moving ahead.
3. Producing an unmatched level of a particular value requires a superior operating model - "a machine" - dedicated to just that kind of value.
Four rules that govern market leaders' actions:
1. Provide the best offering in the marketplace by excelling in a specific value disci-pline.
2. Maintain threshold standards on other dimensions of value.
3. Dominate your market by improving value year after year,
4. Build a well-tuned operating model dedicated to delivering unmatched value.
The operating model is the market leader's ultimate weapon in its quest for market domination. Value comes from choosing customers and narrowing the operations focus to best serve those customers. Customer satisfaction and loyalty are simply the by-product of delivering on a compelling value proposition - not the drivers behind it. When a company selects and pursues one of the value disciplines, it ceases to resemble its competitors.
Customer-intimate companies demonstrate superior aptitude in advisory services and relationship management. This is an incredibly difficult concept for sales and marketing professionals to grasp. They want the largest market possible. If you are customer-intimate, your market is one company at a time. This calls for hard work.Customer-intimate companies don't deliver what the market wants, but what a spe-cific customer wants. The customer-intimate company makes a business of knowing the people it sells to and the products and services they need. It continually tailors its products and services, and does so at reasonable prices. The customer-intimate company's greatest asset is, not surprisingly, its customers' loyalty.
Customer-intimate companies don't pursue transactions; they cultivate relationships.
They tailor their mix of services or customize the products, even if it means acting as a broker to obtain these services and products from third parties or co-providers.
Where to begin? Start with the last chapter and take a close look at Figure 11. From that point I realized my company's value discipline. The rest fell neatly into place.

A Must for Every business owner
In Business studies, we were taught that to succeed with our business we should be able to provide best product/service, best prices and superb customer service. The results are mainly unsatisfactory because while we try to master all three aspects, we fail in all of them.

This book will teach you for the first time how to succeed with "imperfection" along with customers blessings.

You dont have to provide your customer with the best product AND best price AND best service, just choose one of those values (depending on your target market and long term objectives) and focus all your resources on developing this value. The book is backed with real life stories from some of the leading firms and the values they have chosen to focus on.

This book is a must for every business owner.

Highly Recommended!
Authors Michael Treacy and Fred Wiersema make it clear that market leading companies all concentrate on creating value for their customers. Then they focus on specific cases from Nike to Johnson & Johnson. No company, including yours, can succeed by trying to be all things to all people. Companies must ascertain the unique value - be it price, quality or problem solving - they can deliver to a specific market. The book proves that comparisons are not odious if they are interesting, and the comparisons it offers are intriguing indeed. Anecdotes and case histories cover companies that are market leaders today - AT&T, Intel, Airborne Express - and companies that used to be market leaders. The authors offer you three choices: lead with low costs, great products or outstanding ability to solve customers' problems. But if you are going to lead, you have to pick a direction and implement a management strategy that supports it, a lesson eased along by the clarity of the writing. We from getAbstract recommend this book to executives who are seeking advice on trumping their markets.

A Business Classic
You can't make money trying to be all things to all people.

Such a simple idea and so hard to live up to.Treacy argues that companies compete on three dimensions:Product Innovation, Low Cost Provision (aka Operational Excellence) or Customer Intimacy.He further argues that the way to make money is by being best in one (and only one) dimension.Trying to be "world-class" in more than one dimension diffuses your efforts, sets up contradictions in your organization and confuses your customers.Pick how you want to compete and be disciplined about sticking to it.

This book offers a classic model for thinking about business and how you serve your customersMore than just high-level strategy setting, this book gives you a lens through which to prioritize projects and make decisions at every level of management.It brings clarity to confused business cultures (or at least gives leaders a way to talk about why they have different visions of the future of the company).

Incidentally, there has been a fair amount of quantitative research since this book was first published confirming the correlation between strategic alignment and financial performance.As long as you've maintained a minimum (parity) on the other dimensions, companies that stick to one agenda really do perform better financially.

I was taught the basic model years ago and have used it more times than I can count since.This book is on my very short list of "must-read".The examples are getting a little out-of-date now, but the core lesson is timeless. ... Read more

Book Description

This upper-level Business Spanish text gives students an in-depth introduction to the Spanish-speaking business world. ... Read more

Book Description

The second edition of the "consultant's bible" is here!

For over fifteen years, consultants--both internal and external--have relied on Peter Block's landmark bestseller, Flawless Consulting, to learn how to deal effectively with clients, peers, and others. Using illustrative examples, case studies, and exercises, the author, one of the most important and well known in his field, offers his legendary warmth and insight throughout this much-awaited second edition. Anyone who must communicate in a professional context--and who doesn't?--will use the lessons taught in this book for years to come!

"Who would have thought the 'consultant's bible' could be improved upon? Count on Peter Block--the consulting profession's very own revolutionary--to push us to confront and struggle with the paradoxes inherent in our work."
--Candace Thompson, organization development consultant, First Chicago NBD--A Bank One Company

"Block has distilled years of experience into a wise, down-to-earth, and eminently practical guide to excellence in consulting. If you are new to the practice, Flawless Consulting will chop years off your learning cycle. And even if you're an old pro, Block's insights will elevate you to new levels of effectiveness. Flawless Consulting is not simply about becoming a better consultant; it is about using consulting as a path toward becoming a better person."
--Barry Oshry, president, Power & Systems, Inc.; author of Seeing Systems and Leading Systems ... Read more

Reviews (21)

An excellent guide, very practical & full of insights
This book has been a useful guide for me over the past 15 years at various stages of my career as a Human Resource professional. Block provides a comprehensive framework and practical tips for the consultant (both external and internal) at various stages of the consultancy process. For the beginners in business consultancy and professionals in any staff functions, the book will set you on the right foot. One will also find it an important refresher and practical toolbox throughout their career. The book is delightful to read, with lots of interesting illustrations and examples. It is one of few books that I always keep within reach in my office.

NOW I find this book...
About a year ago, I decided to leave a full-time internal consulting position (health care) to start my own consulting firm. Several months after having done so, I've just discovered Peter Block's "Flawless Consulting." There is no doubt in my mind that had I read this (or the 1st edition) sooner, the years I spent as an internal consultant would have been much easier and much more fruitful. (Shame on me!)

Anyone in the consulting biz owes it to himself/herself to purchase and read this book. If you work in a business and don't consider yourself a consultant, get the book anyway - you might be surprised to learn just how much consulting you actually do. There are some VERY powerful lessons about negotiation between the covers. The checklists alone in this book are worth the price, but it is a fantastic piece of work.

Don't let simplicity mislead you; this is right on target
Re-reading this book after several years, and overseeing perhaps 125 student consulting projects, I am more impressed than the first time. In the past I'd taught consulting entirely on a practicum basis (common practice, by the way), but recently decided to add readings. We bought a couple dozen books - my assistant read all of them - and we settled on Block for the process and Biech's The Consulting Business for how to run one's own practice.
As I watch my undergrad and grad students work through their projects, I find that Block speaks realistically and clearly to the essential challenges they face throughout. I know from experience that some people dislike his style. But I've also seen that, if they gain experience, they change their mind. I wish I'd required this (not just recommended it) long ago.

Succinct yet powerful
This has to be one of the biggest bargains I've seen on Amazon.

If you're the sort of person who people turn to for help, this book should be on your shelf. Before I was through the bare 200 pages, I saw how the concepts would apply directly to not only the business world but to such far-flung areas as political activism & relationship counseling.

Peter Block makes clear that he is addressing his ideas not only to "outside" freelancers, but to "inside consultants," company troubleshooters, as well. He's done a remarkable job.

The most powerful chapters are those (8 & 9) that examine the problem of resistance to change, thoroughly & precisely describing the different forms of resistance, what they mean, & how to deal with them in order to maximise productive change.

The book won't make you a consultant -- you still have to have some sort of expertise in a given area. However, if you're already acting in a consultative capacity, it'll very quickly raise your effectiveness.

And the book was fairly priced when it was published. Now that you can pick up a copy for a dollar or two, it's nothing short of a steal. Buy a few copies & share.

Too many words, not enough content
The least amount of stars I could choose was one, otherwise I would most certainly have chosen NONE.

I had to buy this book... for an online class at HWG/IWA (where I am a member). The class was on Contracting Your Services. The book was totally inappropriate and had nothing to do with web design contracts. Poorly written, with too much psycho-babbling, it could have been a 10-page paperback pamphlet with a list of pointers...

I can't believe I bought this book, tried to read it and get something out of it. ....

To give my instructor a bit of credit, I don't think there are any good books yet on this topic. ... Read more

Book Description

Deepak Chopra’s best-selling guide to creating abundance and prosperity is now on CD and read by the author. Based on seven natural laws that govern all creation, this book shatters the myth that success results only from hard work, exacting plans, and driving ambition. Deepak Chopra offers a life-altering perspective on attaining success: Once we understand our true nature and learn to live in harmony with these natural laws, well-being, good health, fulfilling relationships, energy and enthusiasm for life, and material abundance can be achieved. Simple yet profound, the book’s timeless wisdom and practical steps can be applied with surprisingly quick results. "A must-read for anyone who missed The Prophet by Kahlil Gibran." — The New York Times ... Read more

Reviews (126)

"The Seven Spiritual Laws of Success"---- " revisited"
Knowing how to be spiritual is going to be our quest, for our future understanding depends on it. It's going back to our roots so to speak...from where we came...remember? If "Healing Society" by Dr Seung Heun Lee requests a spiritual awakening to accomplish our goal of "playing well together" to accomplish our higher purpose of peace on earth... who better than a wise and compassionate teacher, we know as Deepak Chopra, to tell and show us how to be this? Deepak generously leads us to a beautiful place where all we have to do is "be." Spirit is what we are... and love is who we are... and where we come from and then return to. What more can we desire? Maybe to revisit that perfect state from which we came,perhaps? Maybe everything is possible and simple. Maybe we should return to our innocence. In innocence we are fearless in our thoughts and actions...totally in tune with our inner self. Let's be beautiful together...in spirit shared from our hearts where God lives. Read or reread "The Seven Spiritual Laws of Success" A Practical Guide to the Fulfillment of your Dreams and Deepak will give you the gift of your inner you...your "self"...dare to be beautiful!

Practical and very fulfilling. A must read!
I have been going through a major turning point in my life and this book has allowed me to deal with my life's challenge in a very self fulfilling way. This is a must read for anyone wishing to find true inner peace and happiness. I wish I found this book 20 years ago! Read it every day and make it a fundamental part of your life. Self fulfillment will come when you practice the "Seven Spiritual Laws of Succcess". This book truly illuminates the heart, soul and mind

"This existence of ours is as transient as autumn clouds."
It is always nice to find someone out there that thinks the same way you do, however express it much better.

In "The Seven Spiritual Laws of Success", by Deepak Chopra, he describes the fundamental principles of the universe and how we as part of the universe can be successful. Throughout the book he has to slow sown and explain how he is using many of the words as we usually give them different meaning. Then there are a few times that he has to turn to Indian words instead of making up new ones. Many say he is based in Ancient Vedic concepts yet if you did not know of them you would relies these are concepts of the now.

He hits the deck running with this book so if you have not been exposed to these concepts before you may need to re-read the book several times. And this book was not meant to jus be read you need to practice the concepts to understand them. This book is based on "Creating Affluence" and does not have the size to contain a lot of background reasoning for drawing conclusions. Your practice off the laws will do that for you.

The concepts are too simple to give the titles any meaning however here they are.
1. The Law of Pure
The source of all creation is pure consciousness...
2. The Law of Giving
The universe operates through dynamic exchange...
3. The Law of "Karma" or Cause and Effect
Every action generates a force of energy that returns to us in like kind...
4. The Law of Least Effort
Nature's intelligence functions with effortless ease...

5. The Law of Intention and Desire
Inherent in every intention and desire is the mechanics for its fulfillment...
6. The law of Detachment
In detachment lies the wisdom of uncertainty...
7. The law of "Dharma" or Purpose in life
Everyone has a purpose in life...

On a personal note it is so eerie that many of the things he talks about especially in the seventh law was the way me ad my siblings were raised. However I was 20 years old before cutting throw my first Veda

Be sure to also listen to the audio to here how he emphasizes.

Applying these laws has helped many...
...myself included.

I first read this book about 4 or 5 years ago when I began my journey towards discovering my Higher Self. This book is a great read no matter what religion (if any) you belong to. Honestly, the fundamental laws that lead to success in the game of life along all lines--health, wealth, peace of mind, love/relationships and true expression--are very simple but few of us are lucky to happen upon them. Then, for those who do, applying these laws consistently is something that even fewer of us do.

My favorite nugget of wisdom from this book is the follow:
"That which doesn't multiply through giving is neither worth giving nor receiving." (pg. 30)

I try to keep this insightful idea in mind when I consider not only finanacial and material concerns but my relationships and interactions with people as well.

I have read 3 of the author's books and this one is thus far my favorite.

Spiritual Laws Made simple
Chopra has manage once again to bring a lot of Eastern Philosophy to the west with a certain simplicity.He makes it easier to follow these principles in our everyday lives.Spirituality is everyday living and This book allows us to practice that!
Thank you Chopra for these insights ... Read more

Book Description

It's come to this.

All the confusion and chaos and change and turmoil in our working lives have finally tipped the balance. We now need a new way of doing business.

Most of us view change as a threat, and survival as the goal. Yet we work too hard to consider just getting by as our primary goal. In Survival Is Not Enough, bestselling author Seth Godin provides a groundbreaking new way to organize companies to thrive during times of change. It contains a simple yet revolutionary idea: we can evolve our companies the same way nature evolves a species.

Darwin was right. Evolution is a fundamental force of nature, and Godin demonstrates how this force can be unleashed in any organization. The first step is to eliminate the anti-change reflex that's genetically coded into all of us. Once a company learns to "zoom" (embrace change without pain), it is much more likely to evolve. And a company that evolves can become ever more profitable.

Whether the market is up or down, whether technology is hot or not, in all industries, from retail to tech to restaurants, the organic approach to organizations described in this book will always outperform the competition. As long as our world isunstable, evolving businesses will win. ... Read more

Reviews (24)

Godin does it again!
In his follow-up to the popular e-book Unleashing the Ideavirus, marketing guru Seth Godin uses Darwin's theory of evolution as an extended metaphor for how companies have to constantly change in order to adapt to unstable economic environments. Survival Is Not Enough: Zooming Evolution, and the Future of Your Company maintains that in these uncertain times, business owners have to constantly tinker with their marketing, products, and personnel, even if they've already discovered some successful strategies. While he lays the metaphors on a little thick, Godin's otherwise clear, crackling prose and real-life examples make the book an engaging read.

Thoroughly enjoyable...
I really enjoyed Seth Godin's Permission Marketing so I had high expectations of Survival is Not Enough and I must say that my expectations were easily met.

I read the book cover to cover in one day and found that Seth's insights were not only meaningful but inspirational.
Any person managing people or thinking of starting a company should invest in reading this book. It will definitely change the way you see the role of people in your company and how companies hold on to survival for dear life rather then embracing change to continue and succeed and as we're shown time and time again "Survival is Not Enough"

Has some interesting ideas..
Has some interesting ideas. I don't know how much of it can actually be implemented, however. Just because there's chaos around you doesn't mean you have to live/work in chaos. Remember the hare and the turtouise fable?

Science and Business Hand in Hand
Europeans, especially the British, see science as separate from business, and scientists and businessmen as separate species. This book categorically refutes this folly. Science and business are the same. What he is trying to say about the outliers being successful in a changing world is not new. The germans always practiced this principle. Try to do the best job you can and keep improving it technically no end. Provided you are not doing something completely silly, you will find that your only competitor will be, perhaps, another West German company (this is what happened in textiles in Germany). The problem is that we always focus on making that dollar, on the "average" behaviour or achieving some margin. Money is EMERGENT, i.e. just do what you love and at some threshold of excellence the money will follow you. The hidden message of evolution is seeing change as an agent of opportunity rather than a threat. Therefore, governments should encourage and support education, long degrees of 6 years or so, as used to be the norm in France and Germany we require again today even more so than before. Only when the population acquires the hunger for knowledge can they become the flexible individuals able to survive is a dynamic world.

Left me flat
Seth Godin is becoming the new Tom Peters. I found very little of substance here, which surprised because I enjoy his Fast Company column. This was just a lot of high minded columnist talk from someone who will never have to do any of it.

I prefer more down to earth authors who offer practical advice, not a lot of evangelist sounding advice. ... Read more

Book Description

Subtitled: Lessons in Creativity from IDEO, America's Leading Design Firm

IDEO, the widely admired, award-winning design and development firm that brought the world the Apple mouse, Polaroid's I-Zone instant camera, the Palm V, and hundreds of other cutting edge products, reveals its secret for fostering innovative, out-of-the-box thinking across the world of business.

There isn't a business in America that doesn't want to be more innovative and creative in their thinking, products, and processes. At many companies, being first with a concept and first to market are critical just to survive. In The Art of Innovation, the general manager of the world-renowned design firm IDEO, Thomas Kelley, takes readers behind the scenes of this wildly imaginative and energized company to reveal strategies and secrets it uses to turn out hit after hit.

IDEO doesn't believe in the myth of the lone genius working away in isolation, waiting for great ideas to strike. The fact is, as Kelley points out, everyone is creative, and the goal at IDEO is to tap into the wellspring of creativity among its employees. How does it do that? First, IDEO fosters an atmosphere conducive to freely expressing ideas, throwing out (most of ) the standard rules, and freeing people to design their workspaces and environment to fit their personalities. It is IDEO's focus on teams that has resulted in its countless innovative breakthroughs - the constant give-and-take among people willing to share ideas and trust in the group process, dubbed "the deep dive" by IDEO. In entertaining anecdotes illustrating some of IDEO's own successes (and mistakes), as well as pioneering efforts at other leading companies, Kelley shows how teamsresearch and completely immerse themselves in every possible aspect of a concept or problem, examining it from the perspective of the companies they are designing for, from the perspective of safety, and from the perspective of consumers.

IDEO has won more awards in the last ten years than any other design firm, and full half-hour Nightline presentation of its creative process received one of the highest ratings in the program's history. Total immersion in The Art of Innovation will provide business leaders with the insights and tools they need to make their companies the leading-edge, top-rated stars of their industries. ... Read more

Reviews (2)

Read this Book
I read this book awile back during a vacation and couldn't put it down.I only read no-fiction books and this one was the best I'd ever read.I've never felt compelled to review a book before, but his one was worth it.It was very well written, informative as well as inspirational.It made me want to go work at Ideo.Well worth your time.

The Art of Innovation
Thanks Tom! We're just starting a new technology business and we're wanting and needing to create the sort of culture that you have at Ideo. Our industry is dynamic, so if we're not dynamic then we will not succeed. For us that means innovate - deliver true value to our customers - learn - innovate - deliver more value to our customers, in a continuous cycle. You have given us some practical ideas about how we can ingrain innovation into our culture as we grow. Thanks. ... Read more

Book Description

The allure of Southern women is undeniable. Men are captivated by them, other women are mystified. Even the South's most treacherous enemy, General William Sherman, fell victim to the fluttery charms of a Georgia belle and loved her to the end of his life. So, what does a Southern woman have that other women do not possess?

Simply put, Southern belles survive in a man's world while wrapped in a pouf of flowery femininity and gracious manners. In fact, Southern women often over-emphasize their femininity and use it as one of their most successful tools in business and life.

What Southern Women Know is the business book for women who want to be successful without sacrificing their femininity, good manners, and family-centered traditions and life-style. ... Read more

Reviews (99)

Splendid First Book, Excellent Second One!
Not realizing that this book existed, I read the sequel first -- What Southern Women Know About Flirting. The Flirting sequel was so wise and witty, I couldn't wait to read the first one. I liked it a lot, too, and can recommend it to any woman who wants to celebrate her femininity or to increase her femininity. It's hilarious in places, thought-provoking in others. While I thoroughly enjoyed it and will be giving it as gifts, I think I have to choose the Flirting sequel as my favorite. In fact, it's probably going to become my favorite book of all time. The ability to flirt is the best accessory that a woman can possess (that and a little fluttering and a lot of flattering!)
How did this woman get so smart? Lots of lessons, apparently. The kind of lessons she shares with her reader in both What Southern Women Know (That Every Woman Should) and What Southern Women Know About Flirting.
I just discovered that she has written a novel so I must now grab my shopping cart and buy The Town That Came A-Courtin'. How funny. In less than a week, I have bought THREE Ronda Rich books but seven days ago, I had never heard of her!
Just goes to show that you never know when you'll dig up a hidden treasure chest.

Just What I Needed To Hear!
This book was just what the doctor ordered for me. Thank goodness, I ordered it! I was raised in the South and taught manner and extreme courtesy. However, after graduation, I moved from the South so slowly but surely I got away from the roots of my raising. I'm embarrassed to say that I got away from doing thoughtful things like -- as the book suggests -- taking magazines to families waiting with loved ones at the hospital. I also neglected myself. No more lipstick or mascara. While on a trip back to the South, a friend recommended What Southern Women Know so when I returned, I bought it.
Well, I'm glad I did. It's back to being thoughtful to others and, just as importantly, to myself. Hurray for a book that celebrates Southern womanhood and holds us up for an example to all.

Southern women are better than this
If you believe Ms Rich, then what Southern women "know" is thatmen are easily manipulated, shallow, ego-maniacs, who only value women in as much as how good they make them (men) feel about themselves.

We all appreciate thoughtful, kind, positive people and I have met plenty of Southern women and men who fit that description. For the most part I think their charm was sincere.I certainly hope their consideration was not simply a means of getting something they wanted from me.

This is really cynical stuff wrapped in "spun sugar" asMs. Rich would say.I'm not interested in getting what I want if it forces me to live in the affected, inauthentic way Ms. Rich advocates here.

The BEST Book About Southern Women
I clicked on to order copies of this book -- one of my all-time favorites -- for gradutation gifts. There's such good advice in this that I think the messages should be shared with young women about to embark on college or career. It is always a favorite graduation gift for me to give. When I read a reviewer who pointed out a couple of things the author had written that seemed to go against the true message of the book, I had to respond. I have read What Southern Women Know so often that the pages are worn so I consider myself a bit of an expert on it. The heart of this book where Miss Rich points out being charming, kind and thoughtful is the essence of this book. Like most Southerners, she has a tongue-in-cheek, self-deprecating sense of humor so it isn't mean-spirited. It's funny in a way that true bred Southerners understand it. A reviewer pointed out that she is from New York and that might be the difference for her. Trust me, it is.
When I read such passages, I chuckled, knowing it was a joke, not true. This book, after all, is listed as a "humor" book and that it is. But it also has a lot of great wisdom and heart in it. If you're Southern, you'll understand completely when you read it. If you're not, just remember: The South is so renowned for its sense of humor that there is actually a term "Southern Humorist". To my knowledge, there isn't terms such as Western Humorist, Midwestern Humorist or Eastern Humorist. I'm not throwing aspersions, just pointing out that what makes this book so adorable is that it is Southern Humor.
Happy Reading!

Fun reading, but definitely not words to live by
I bought this book because I wanted some nice, light reading.That I got.I got through the book, but I must admit I could have easily stopped reading it.I do agree with the author, there is something compelling about Southern women.I think their grit and tenacity are wonderful. I also think that her advice to be polite and tactful at all time is a great piece of advice. I am even and old fashioned enough to think it is nice to spoil your man.What I did not care for was what I saw as artificiality to get what one wants, the complete fixation with how one looks on the outside and the advice to seek revenge. There were many passages that talked about stuffing your anger/negative feelings down. Doesn't seem good for us. Also, she talks often about how Southern ladies ostracize women that do not fit in the mold.For all the author's talk about being polite and charming, there was some pretty mean spirited advice in there--always directed at other women, never men. When reading it, I kept thinking about Elaine's line in Seinfeld when she says girls just tease another girl until she develops an eating disorder. Fun reading, but definitely not words to live by. Then again, I don't hale from the South, but from New York.


... Read more

Reviews (3)

Goal: to learn English THIS year
I need to learn English THIS year for one way or another but I will learn it.You can write it.

Goal: to learn English THIS year
I need to learn English THIS year for one way or another but I will learn it.You can write it.

Goal: to learn English THIS year
I need to learn English THIS year for one way or another but I will learn it.You can write it. ... Read more

Reviews (41)

problems of economic globalization are daunting
Greider is clearly one of the very top liberal\populist economic analysts who writes for laypeople today. Greider proves, beyond a shadow of a doubt, that economic globalization as it is practiced today is fraught with contradictions and the potential for disaster. His book is simultaneously alarming and hopeful; the prospects for implementing his common sense reform proposals seem poor in the current conservative political atmosphere, meaning that global deregulation is sure to move even quicker now, causing new and frequent financial crises. The fundamental point in his book are sound: that an unequal income distribution, reinforced by the relocation of capital to low-wage areas, exacerbates a problem of inadequate aggregate demand, making recessions more likely. Greider is quite clear in his belief that a deflation of incomes, economies, and prices is the ultimate consequence of this fundamentally unjust new world economic order. To support his thesis, he takes the reader on a tour of a variety of places all over the globe, showing how, for example, the repression of labor rights in a place as far away as Indonesia contributes to a worsening of the wage-earning potential of first-world middle income workers. Greider is one of the few writers today who offers a genuinely humane and efficient economic vision that the world would be wise to follow. He suggests worker ownership of capital as a middle road between the inequities of capitalism and the disincentives of communism. He points out how transaction taxes on international capital flows would return stability to foreign exchange markets and, more importantly, national economies. He makes clear that the rule of finance capital, as manifest in high real interest rates, is only exacerbating the fundamental capitalist problems. (inadequate demand and excess capacity) Above all else, he makes apparent that economies, like all social institutions, are fundamentally human contrivances, and thus can be favorably altered by a populace with enough imagination to envision a more prosperous, equitable, and environmentally sustainable future. Greider is way left of almost anyone in D.C. today, but he is no communist, as is apparent from a reading of this book. All progressives should read this book, (though it is somewhat complex for those without prior exposure to economics) and use Greider's policy suggestions to pressure the political class to legislate real changes in our global economy so that we can create a more stable, equitable, sustainable, and democratic global community. As a final point, it is very heartening to see someone provide such plentiful evidence for what to me is a self-evident proposition: widely-shared prosperity requires genuine political democratization, everyone and anywhere in this tightly bound global economy.

Provocative, Insightful, Compassionate Look at the 3rd Wave
No one writes with more verve, insight, and human compassion than long-time Rolling Stone contributor and Editor William Greider. His perspective always centers on the human cost of social phenomena, and is always heartfelt, compassionate, and extremely well focused. In this book he centers in brilliantly on the ways in which the so-called "Third Wave" of global trading and commerce is poised to transform the social, economic, and political landscape of the countries in which it is being introduced. His writing skills are superb, and the ordinarily dry and stuffy stuff of economics come alive in this highly readable and quite entertaining work. In fact, reviewer Brink Lindsey of the Kirkus Review called this book "the best-written book on the global economy" he had ever read. Ditto, Mr. Lindsey, ditto.

I also agree with his observations calling the prose energized, clear, and sharp. However, I disagree with the negative criticism many other critics and reviewers have voiced concerning Mr. Greider's conclusions herein, which seem to center on the fact that he is not an apologist, fellow-traveler, or celebrant of the new global forces. Indeed, Mr. Greider's perspective is more sanguine, expressing concern of the many ways in which this fundamentally anti-democratic new commerce tends toward becoming a revolutionary & extraordinarily well-focused force literally power-hosing the new wealth generated by this commerce in the direction of the rich and well placed at the expense of almost everyone else.

Who can argue against the observation that we increasingly face an amazing conundrum when in face of the greatest sustained period of prosperity in the last forty years many people at the lower reaches of the socioeconomic spectrum are slipping farther and farther behind, that this prosperity is not acting to level the playing field, but, on the contrary is intensifying the distances and qualitative life styles of the affluent and the poor, or with the observation that consistently the indifferent, selfish and affluent conservative Republicans, ignoring the needs and problems of a majority of others, still demand a substantial tax refund for themselves at the expense of the rest of the populace? The truth speaks for itself in the sense that the governments of the world seem either uninterested or unable to regulate, limit, or meaningfully constrain the powers, policies, or dispositions of the multi-national corporations who now produce, distribute, and control the majority of the world's commercial efforts.

These corporations seem to be primarily motivated by motives much less socially responsive or oriented than they are profit-centered. Unless one actually believes in the silly, self-serving and patently ridiculous nonsense about Adam Smith's 'invisible hand' of the market place, believing that somehow an unregulated and unconstrained world economy will automatically and magically manage and self-corrrect itself through the countervailing forces of the marketplace (can I sell you some of my old lottery tickets?), one must take heed of the plethora of examples one can readily observe concerning the changes in our social, economic, and political environment that stem from the effects of this new 'global economy'.

In summary, Greider argues that the world is headed for a difficult & chaotic set of social & economic circumstances; disastrous levels of industrial plant overcapacity, unmanageable surplus goods, unemployable labor pools, frantic & often irrational stock speculation, unserviceable debts, and chronic massive unemployment. While all may seem to be wonderful to a casual observer watching along the surface, we are in fact skating bravely over the very thin ice of a totally new and revolutionary set of socioeconomic circumstances, and we should hardly be racing across this fragile and frozen expanse so quickly or so recklessly, trusting so blindly in so many anonymous corporate forces that historically have never bothered to concern themselves with the social, economic or political consequences following in the wake of their profit-oriented activities. Given the increasingly random & uncontrollable flow & use of capital, coming to terms with this emerging bulwark of the 'new world order' will be increasingly problematic. His conclusions are similar to those of neo-Luddite authors like Sales Kirkpatrick and Theodore Roszak, who have come to similar conclusions about the increasingly serious situation emerging concerning a technical, commercial, and economic world spiraling out of control. In my opinion, Greider's book is a heaven-sent call to arms; the first issued by a mainstream social critic whose argument we would all do well to consider.

His conclusions drive the narrative
"The Storm Upon Us ... everything seems new and strange ... nothing seems certain ... masses of people are tangibly deprived of their claims to self-sufficiency ... this revolution is steadily creating the predicate for its own collapse ... the prospect of an economic or political cataclysm of unknown dimension ... ." These and similar claims are found on just the first two pages of the book. To be fair, Mr. Greider also references the "great fortunes" thrown off by globalization and the fact that millions escape poverty, but right from the start you get the feeling that he is working backwards from his conclusions and choosing his rhetoric and his examples to sell his point of view. It's almost as if Mr. Greider is suggesting that, now that the West has gone through the very sort of radical transformation he describes with shock and dismay, the rest of humanity should just stay where they are at while we in the industrialized world figure out if and how they should reach for the security and the lifestyle that we take for granted. If you are looking to validate an anti-globalization bias you already hold then this may be the book for you, but I think it's fair to say that most readers would like to benefit from Mr. Greider's considerable experience and expertise without having to interpret his selective or overly cynical presentation. In a nutshell, my problem with the book is not that it argues against globalization and is wrong, but that it is as committed to persuasion as it is to education. I chose not to finish the book and will look for a more neutral resource.

A Close Look At Globalism
I've been meaning to write about One World, Ready Or Not (1997) by William Greider for some time since I finished reading it a few weeks ago, but it is a difficult book to describe in detail given it's scope and content. I first encountered Greider in the pages of Rolling Stone magazine where he writes about politics and economics and was impressed by his intelligence and rational thinking. Needless to say, he is somewhat liberal and progressive. This book is an excellent look at globalism, especially how economic systems and policies affect the world. Some of these sections are bit difficult to follow, but I found his case studies of different companies and labor movements quite fascinating, especially the section about the airplane industry and Boeing in particular. He explained how Boeing parcels out parts contracts to countries that order airplanes as a sort of kickback for countries doing business with them.

The section about the negative impact of free trade zones on the poor people who work in them is very telling. (For a more comprehensive look at the exploitation of third world workers see Naomi Klein's excellent No Logo, which is a good companion text to this). It is something that has troubled me since I saw a large group of peasant girls lining up at the gates of a textile factory in Cambodia, they looked like they were twelve, it was very Dickensian. The fact that they make around $20 a month for shoes that cost over $100, is absurd to me. I'd like to present some of the suggestions he has for reforming the global economic system, which has been spiraling out of control. All of them seem quite reasonable to me.

1. Tax capital instead of labor.

2. Reform the terms of trade to ensue more balanced flows of commerce, compelling export nations to become larger consumers of the global production.

3. Bring the bottom up-raising wages on the low end as rapidly as possible-by requiring trading nations to honor labor rights.

4. Forgive the debtor-that is, initiate a general write-off of bad debts accumulated by poorer nations.

5. Reform the objectives of central banks so they will support a pro- growth regime instead of thwarting it.

6. Refocus national economic agendas on the priority of work and wages rather than trade or multinational competitiveness, as the defining issue for domestic prosperity.

As Greider mentions, none of the propositions I have suggested is especially radical or even new in historical terms, since they all have been actively employed at one time or another. Nonetheless, I don't really expect to see any of these reforms adopted given the fact that there's no real economic motivation to do so. The problem as Greider states it, is that there is no governing body with the best interests of workers overseeing economic policies. As a result the gap between the haves and have-nots will continue to extend. All in all, a very thought provoking look at global economics.

Amateur Opinions in Print
Grieder likes playing the role of a public intellectual- one who cuts through it all to see what is really going on. One who sees all that escapes supposed experts, particularly economists. What he sees is a destructive machine that is out of control. There is no one at the wheel of global capitalism, it is wreaking havoc, and will undo itself. To prove this point he describes capitalism and 'free market theory' with disparaging adjectives. To make his case he needs do explain why these theories are wrong and provide valid evidence. He does neither.

His evidence is at best, anecdotal. At worst it is from questionable or unnamed sources. Discussion of the free market concepts he opposes is almost totally lacking. The author claims that free market economics is unscientific and derides it as 'dogma' and 'a value laden form of prophecy' (p48). But, he tells his audience little about these supposedly false ideas. In fact, he admits (p53) that he does not argue much with this 'dogma'. So he admits to evading a serious discussion of the concepts he slanders.

He speaks in terms of absurdly simplistic supply and demand type reasoning, and mentions arbitrage, but he ignores the real issues that pertain to his subject matter. His chapter on wages and work ignores the issue of labor productivity- he barely mentions it (p67+76). The economic arguments that he dismisses hinge on marginal productivity, but it is not clear that knows anything about this supposed dogma. Instead, he focuses on income distribution between capital and labor. He sees international competition in labor markets as benefiting capital- consumers seem not to benefit from this at all. Later in this book (p122), he stumbles into the notion that competition benefits consumers, but fails to realize that he has damaged his own argument.

Greider claims that the most successful Asian economies rejected Laissez Faire and free markets (p87). But, the most successful postwar Asian economies (including Japan) have some of the freest markets. They have some governmental intervention, but far less than other nations. This is not Laissez Faire in the strictest sense, but who would deny that Hong Kong has a high degree of Laissez Faire? Successful Asian nations developed after considerable (not complete) privatization and deregulation.

He writes that the general claim by economists that free trade benefits people generally and causes only temporary and narrowly focused dislocation (p73) is wrong. His condemnation of trade theory is strong, yet he fails to demonstrate an understanding of important concepts, like the principle of comparative advantage. If he wants to engage in idle conjecture that is fine. But if he is going to claim that the experts are generally wrong, he could at least demonstrate a basic understanding of what the experts actually say.

Greider is fond of labor unions. He employs a simplistic high wages=prosperity argument to argue that labor competition benefits capital only and is per see bad for workers (p59). Efforts to restrict competition do raise wages for some workers. It also renders other workers unemployable (productivity matters) Greider provides an example of this principle in action with his Thailand example of job losses following higher minimum wages (p 70). This contradicts his dismissal of economic theory. Greider also writes much about things like social cohesion, shared responsibility, and collective identity. These are catchy phases, but indicate little more than his own dissatisfaction with current trends. He claims that people are helpless in the face of global capitalism, but voluntary consumer spending drives it. There is 'someone' at the wheel of global capitalism- global consumers.

Greider also has nice things to say about Veblen and Keynes (p51-2). In Veblen's case, there is some reason to show some admiration. Veblen was an interesting, though mistaken thinker. Keynes is a different matter. Greider tries to substitute discredited Keynesian ideas regarding overproduction for sound economic theory. He explains neither theory, provides no relevant evidence, and instead assumes the superiority of the demand-side economics of Keynes. This is mere conjecture rather than argument.

Greider complains that America is the worlds 'buyer of last resort' that absorbs surplus production. We supposedly buy imported VCR's, TV's, cars, beer, and clothing not because we derive consumer satisfaction from these goods. We are desperately trying to prop up global Capitalism by spending beyond our means! This, of course, is doomed to failure because we cannot accumulate debt forever. So he accepts Keynesian theory, which promotes deficit spending, but complains about he practice of deficit spending.

Greider admires Keynes' optimism about the supposed possibility of abundance (p440). Once having solved the economic problem, we can 'become social beings on a larger scale, discarding barbarism' and so on. Instead of private property in capital, we should have universal capital ownership- in other words, socialism. Greider dodges all the economic objections concerning socialism, all the incentive and knowledge problems. Instead he whines about how Capitalism induces 'infantile responses'- the pursuit of self interest and evasion of responsibility for collateral consequences of actions. This all reveals that Greider is merely a utopian dreamer. Limited life spans and physical resources put abundance permanently out of reach. Self interest is a part of human nature. As for evading responsibility, that is what socialism does. It socializes costs. Property rights enforcement under Capitalism forces people to bear responsibility for their actions. Some try to avoid this, but that is a violation of Capitalist ethics, not a consequence of them.

Perhaps his most obvious error is in blaming industrial capitalism for the rise of Nazism (p38). Everybody knows that the treaty of Versailles and hyperinflation wrecked German economy and led to Hitler's rise to power- everybody but Greider.

Grieder derides professional opinion rather than criticizing it. Of course, there is no reason why amateurs cannot criticize professional opinion. But Greider does not do this. He offers conjecture, derision, and utopian fantasies, but no substantive analysis. This book should not be taken seriously. ... Read more

Book Description

Amazon.com

This grandfather of all people-skills books was first published in 1937. It was an overnight hit, eventually selling 15 million copies. How to Win Friends and Influence People is just as useful today as it was when it was first published, because Dale Carnegie had an understanding of human nature that will never be outdated. Financial success, Carnegie believed, is due 15 percent to professional knowledge and 85 percent to "the ability to express ideas, to assume leadership, and to arouse enthusiasm among people." He teaches these skills through underlying principles of dealing with people so that they feel important and appreciated. He also emphasizes fundamental techniques for handling people without making them feel manipulated. Carnegie says you can make someone want to do what you want them to by seeing the situation from the other person's point of view and "arousing in the other person an eager want." You learn how to make people like you, win people over to your way of thinking, and change people without causing offense or arousing resentment. For instance, "let the other person feel that the idea is his or hers," and "talk about your own mistakes before criticizing the other person." Carnegie illustrates his points with anecdotes of historical figures, leaders of the business world, and everyday folks. --Joan Price ... Read more

Reviews (371)

Buy friends and coerce people
This is a very funny book. It's not meant to be, but the ideas it tries to put across are machiavelian, childish and short sighted. The underlying theme is that one should do favours for others in order to receive the same from them: hardly a theme to build friendships on.

If you are currently paying people cash to be your "friend", you might find significant financial savings from the ideas in this book: you could be paying them in plenty of other ways.

It makes a great gag gift: you will find yourself passing this around to read out loud at parties.

A Charter Member of My Self-Help Collection
here are a number of KEY books that helped me to develop
the best aspects of myself as a man and as a person. This
book is one of those cornerstones of who I am. It is timeless,
universal, and comprehensive in its coverage of the subject
material.

Other books and self-help products which are on par with this book are:

NEW SEX NOW: Life's Ultimate Pleasure DVD
Giant Steps
Think & Grow Rich
Self Matters
7 Spiritual Laws of Success
Ageless Mind, Timeless Body
THE 4 AGREEMENTS
The Power of Concentration
GODDESS WORSHIP dvd

I believe that anyone who wants to be a great person would do well to study all of the above very sincerely.

It won me over.
Just a joy to read, this book is truly a classic. With its timeless stories the author uses to illustrate the principles of getting along with others, this book should be requires reading for all human beings. Other self-help books I liked include "The No-Beach, No-Zone, No-Nonsense Weight Loss Plan, A Pocket Guide To What Works."

One of the first how to social skills books
Well, this is the grand dady of all social skills how to books from business to love and romance.I have the old fashioned politically incorrect version and have to re-read it to pick up the important points.

Some people understandably don't like this sort of book.It could make one so superficial to do things by rote all because you want something - but Carnegie himself points this out and scorns selfish motives.

It is ultimately about survival in a tough, competitive world and being genuinely nice to people - which naturally works.Especially good if you want to deal with Americans as Americans already know the lessons of this book and have studied it compared to continentals.

No book can necessarily help you get a top job or win the love of your life, no matter how much they promise to - especially if you mechanically try and follow instructions supplied in them.But for general principles this book is so important.

After all etiquette is something taught by Confucius, the Buddha and many historical personages - and this book has looked at all the greatest books before it came up with its strategies and rules of thumb.

The original book was based on so much research (and I don't really want the update) - that it would repay study.

Carnegie is the founder of emotional intelligence
I'm a big emotional intelligence fan, and when I read this book I can't help but see the parallels between Carnegie's thinking and the modern emotional intelligence works. This book, despite it's age, speaks to some of the core truths of how people work and provides excellent strategies for how to connect with other people. Carnegie has a keen understanding of what motivates people and I really enjoyed how succinctly he is able to sum things up and give me a useful way to approach my own life.

My favorite "modern" emotional intelligence book is "The Emotional Intelligence Quick Book" because it includes a free online test where you can measure your own EQ and learn how to better connect with people. ... Read more

Book Description

How do we as individuals and organizations survive and thrive amid tremendous change? Why are efforts to improve falling so short in real results despite the millions of dollars in time, capital, and human effort being spent on them? How do we unleash the creativity, talent, and energy within ourselves and others in the midst of pressure? Is it realistic to believe that balance among personal, family, and professional life is possible?

Stephen R. Covey demonstrates that the answer to these and other dilemmas is Principle-Centered Leadership, a long-term, inside-out approach to developing people and organizations. The key to dealing with the challenges that face us today is the recognition of a principle-centered core within both ourselves and our organizations. Dr. Covey offers insights and guidelines that can help you apply these principles both at work and at home -- leading to not just a new understanding of how to increase quality and productivity, but also to a new appreciation of the importance of building personal and professional relationships in order to enjoy a more balanced, more rewarding, and more effective life. ... Read more

Reviews (41)

Excellent Book!
Covey's books always leave a positive impression on his readers because they inspire in a practical way that can result in immediate changes. Since everyone is a leader in some regard the audience for this excellent book is widespread. Principles do not discriminate. They work in all circumstances and cultures. Covey helps his readers discover ageless principles and makes their application a logical followup. The analogy of courageous explorers is given for people going into uncharted territories. That's everyone. Each of us face things unique to our lives. Covey encourages people to view these factors positively. Flexibility is essential to living the abundant life he explains. This book is full of insight that helps keep a person focused on living in a maximum way.

Corner Stone
I found the book intriguing. The book makes great common sense and has many quotable quotes. The foundation truths about leadership: "The Law of the Harvest"; "Life is one indivisible whole." Organizational ecosystem; four leadership paradigms; efficiency vs. effectiveness; trustworthiness is foundational; and seven chronic organizational problems are examples of a few the important lessons to learn. If you read nothing else this year on leadership, Principle-Centered Leadership is my first and best pick. All other leadership books are commentary. The book is a great read and keeps me well centered in an ever changing world of advice and new techniques.

Another winner by Covey---Great addition to 7 Habits
In this great book by Stephen Covey, we learn Covey's philosophy for creating more meaningful relationships and successes in the workplace. something we should be striving to implement throughout business and industry.

Coveys shows us how to implement these techniques in the home and elsewhere and the result is we will be rewarded with happiness and a fulfilling future.

Prior to reading Principle Centered Leadership, I didn't think it was possible to successfully balance my personal, family and professional life.

Principle Centered Leadership is a great addition to Coveys classic 7 Habits of Highly Successful People.

Building a team with a solid core
Steven Covey provides the reader a solid roadmap for successful leadership. When leaders with character work with others, they obtain loyalty and inspire the best results. Excellent read.

7 Habits 14 Points
This book brings the 7 Habits of Highly Effective People together with Demings 14 Points. If organizations were to use this methodology, they too would be effective. I recommend this book because it had a profound effect on an organization I was working for.

Can we lead better individual lives and have our corporations apply principles that will take those individuals to higher levels of accomplishment? America applies these principles in most of the best companies, these are enduring principles.

This is a book to read for leaders and teachers in business. ... Read more

Reviews (2)

A guide to developing value-centered leadership.
Donnithorne has provided a practical and concise work on developingvalue-centered leadership in any organization.He addresses the issues ofleadership within a moral and ethical context by: 1. Reviewing West Point'sapproach to teaching value-centered leadership (which is enjoyable to readabout in-and-of-itself). 2. Providing anecdotal examples from his own lifeas a military engineer who has worked in combat. 3. Providing examples in avariety of practical business settings, many which will be recognized bythe reader. 4. And, providing the reader with a summary of key questionswhich lead to the core of value-driven leadership. Throughout the book,Donnithorne references a wide array of current and past literaturevalidating and providing substance and context for the methods developed byWest Point.

Any individual who has experienced the trials, tribulationsand rewards of leadership will recognize much of the fundamental truthsfound in Donnithorne's effort.

Credibility also comes from Donnithorne'sown experience as a successful military officer, teacher and collegepresident.He is not an academic who has studied leadership patterns, etc. He is a practical, experienced leader who brings depth to his words bysharing interesting and heartfelt anecdotes from his own life.

This is amust read for anyone interested in the moral, ethical and value-centeredaspects of leadership and organizational life.

A Good Overview of Military Leadership & Management Style
I enjoyed learning about the Military method of training, developing and teaching people to lead and manage.Based on the synopsis, I was hoping to see how the Military leadership styles worked in the business world.But the examples of business applications were somewhat limited.Overall an interesting book ... Read more

Book Description

A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven strategies to help you realize undreamed-of success!Unseen opportunities face each of us every day.Using clear examples from his own experience, Jay explains just how easy it can be to find and/or create new opportunities for wealth-building in any existing business, enterprise, or venture.

And just how easy can it be?One entrepreneur took the concept of the ballpoint pen and refined it into a mulimillion-dollar idea: roll-on deodorant.Fred Smith of Federal Express took the methods that banks use for clearing checks to develop an overnight delivery company that has revolutionized the way we do business.Now, what have you seen-- or are going to see-- that you could take and turn to your advantage?

This program focuses on helping you spot the hidden assets, overlooked opportunities, and untapped resources around you, and gives you, and gives you fresh eyes with which to see and capitalize on them.You'll also learn how to adapt and apply these tools to your unique circumstances to maximize your income, influence, power, and success.
... Read more

Reviews (109)

If You Are in Business, You Could Use This Book
Jay Abraham has had a 25 year career in marketing. You can't be in a field that long and not know what is going on and how to be successful. In this book, Abraham shares all of what he has learned. Reading this book offers a golden opportunity to take advantage of an expert's advice.

His book is full of ideas and information about how you can be more successful in your business. He gives examples of big businesses that increased their profit margins and how they did it, and how you can do the same thing and get the same results as the big boys.

If you have a small business, however, or are just building your business, you can put Abraham's ideas and methods to work starting today. None of the advice is "Pie-in-the-sky" or difficult. The ideas are proven winners.

Abraham's approach is consumer oriented--his theory is if you have happy customers, you will have more business. This shouldn't be anything new or suprising, but in today's rough and tumble busines world, it seems the customer is the last person many businesses think of, yet there is where your profits are.

Each chapter ends with an "Action Steps" segment. These are assignments for you to do, and taking the time to do them will be worthwhile. The book is easy to understand; it comes through with what it promises and suggests ways you can go over what ou already have in assests and opportunities and make more of what you've got.

You'll take the cash away in buckets after reading this one.
This has got to be one of the best books on marketing that I've read in a long while. You find yourself sitting back and re-examining your entire business process and easily coming up with ways to attract NEW business from your existing customer or client base.

I easily came up with three full pages of new services to offer my existing clients. Jay is big on creating a Unique Selling Point. The lightbulb went off in my head as soon as I read about his. Putting these ideas into action can be done by anyone.

These services were just sitting here waiting to be discovered -- and I never would have found them without Jay's book. No matter what your business, you will be able to use the ideas in Jay's book. They are broad enough that you can capture the concept and mold it to the way that you do business.

Jay also has a set of tapes on this concept which I strongly recommend. His web site (abraham) has a good preview of his methodology and concepts as well.

If I could give one book to anyone....
This guy is truly a master. Hands down... you can't walk away from anything by Jay the same. I can't believe anyone would through criticism at him. There's one guy on here who says a couple things are unrealistic. Man if you don't learn here... you won't learn anywhere. Just check out his site and all the testimonials...unrealistic? Maybe you just don't want to get off your (....) to do anything. Jay can change the way you look at life and business. This book should be sold for $100 at least. The one thing I can say about his work is he can communicate marketing like no one you've ever heard. With his mindset... money does grow on trees.

This book is dangerous
If you don't want to change your whole world view on marketing and successful business growth, stay away from this book. If you don't want to be challenged, and prompted into creative, radical, always innovative ways to develop yourself and your approach to new business sales, then leave it well alone. If you do want more success - read it, and grow!

Very dissapointing
After reading all the build up and praise of Jay Abraham I was really looking forward to reading this book. Most if not all the marketing ideas he talks about are presented better in other books. The book is in large type and very wordy and quite a few stories and examples. The actual content of the book could be easily condensed by half.
And some of the examples he uses seemed highly unlikely to happen. In the chapter "with a little help from my friends" he tells about a landscaping company using a moving company's customer list. And for the use of the list the landscaping co is estimating to pay the moving co $47,000 in 6 months and every 6 months for life. Examples like that remind me of the get rich stories MLM's tell. They should of left out the chapter on internet marketing, short and only general information. Overall some good information but way way over hyped. I hope his $5,000 seminars are a lot better than this book. "Guerrilla Marketing Attack" has many more specific ideas without all the hype. ... Read more

Reviews (8)

Valuable Lessons Well Presented
This audio program is that rare combination of valuable, practical advice presented in an entertaining, easy to absorb manner. It's clear Roger Dawson knows his topic well, but what separates him from the many other "negotiating experts" is that his material is well-organized, and filled with many real-life, entertaining examples of his principles in action, making it easy and fun to learn as you listen.

I enjoyed learning about the different negotiating "gambits" (as Dawson calls them), for example "good guy, bad guy", "reluctant buyer/seller", "nibbling", etc. Many of these may seem like basic common sense, but they are the classic techniques used in all negotiations. Dawson shows you not only how to use them, but also how to respond when these techniques are used against you.

In my view, the author's "win/win" philosophy strikes just the right balance between hardball tactics and "win/win" fluff that ignores real world tricks. So even if some of these tactics may seem manipulative and unethical, Dawson's point is that it is important to become familiar with them, if only because others may be using them against you.

The material is presented at a basic level, so if you are an experienced negotiator, you may not learn much new here. But for the rest of us, a fascinating, entertaining and very practical introduction to the topic. Highly recommended!

Win-Win
I have read many books of this genre. I listed to this audiobook set and it is great. The presentation quality is excellent, but the content quality is fantastic. For example, his win-win section is better than any other I have seen. Most people (even experts) seem to think that win-win mean that one person wins and the other person is made to think he also wins, but is not quite that way (even if they don't say it, their end result is that it MUST be that way based on their model). Dawson's is a true win-win as is this audiobook.

Great tactics for people without morals or a conscience
A great eye opener for the non-salesperson! However, Dawson's tactics are what make the sales profession a sleazy business. I would never deal with anyone knowingly using these tactics, or at least I'd never deal with them a second time. His negotiating examples are riddled with bogus schemes such as creating fictitious higher authorities (i.e. I'll have to run the deal by my committee, my investors, my partner, etc.) He even suggests making commitments you and the other party know you can't keep. Paraphrasing: 'Come down another $2,000 and I promise to get your invoice payments in 5 days before due date,' Dawson says. 'You and he both know it'll never happen. But at least you let him save face by pretending he got a concession.' Bull-hockey! We're dealing in lies and deceit here, and calling it game. These tactics are good if you are void of moral decency and are not looking for repeat business. Otherwise, learn them so that when you see them, you can run like hell!

Outstanding! Great Sales tool for realestate/sales people
My sales have increased by 50% since I started listening to Roger Dawson.Negotating skills are the most important skills a sales person can aquire- Dawson makes it entertaining, simple to understand and practical. I've read and listened to them all but Dawson tells it like it is in the real world. He's been instrimental in helping me become number one in my sales field.

Fantastic!
This is an extremely valuable tape series. You will learn how to negotiate 10 times better, even if you think you are pretty good at it already. If there ever was a riveting set of spoken word tapes, this is it. This will solve your customer service problems, either giving or receiving, forever! A must have for anyone in any kind of business. Works great at the car dealership and at yard sales too! ... Read more