Reviews (3)

very cool book
As with most of Jim Zuckerman's books, this one was incredibly informative. The 12 chapters cover the areas in photography that are the most helpful in getting the best shots of nature and the outdoors.
From perspective to motion to exposure to self-critique, Jim's knowledge of photography is second to none. I know of no one out there shooting who understands the mechanics of this medium more than him. And it shows in his photography, which is simply amazing.
This is a must buy for any one serious about seeing and capturing nature better in their photographs.

Excellent Teaching Guide
I purchased this book and I have used many of the artistic techniques and ideas to improve my nature photography. I would advise any one who is serious in nature photography to use the ideas Jim outlined in this book. I can't see how anyone who actually studies this book to not be satisfied with the content. I also have looked at a lot of this authors work and I think he is one of the best nature photographers in the business. His work is outstanding.

An Exercise in Frustration
In his introduction to "Capturing Drama'" Jim Zuckerman says that "translating nature's drama to film requires a three step process'.locate the subject'.previsualize an artful interpretation'.the technical aspects come into play." If Zuckerman had organized his book by his three-step procedure this might have been an interesting and useful book with a new slant on nature photography.

Instead, he picked twelve concepts around which to organize his work, such as form, perspective and exposure. Under each of these headings he shows several of his pictures with a brief statement. The pictures and the statement often do not relate to his chosen concept. They rarely relate to his three-step process. Often he omits really significant information that should be covered. For example, in his chapter on perspective he does not point out that using different focal length lenses, with different angles of vision, while keeping the image the same size, will change the amount of background included in a shot.

Sometimes he is just plain wrong. In several places he suggests that if he had used a different focal length lens for a subject, changed his distance but kept the exposure and image size the same, he would have gotten a different depth of field. It's an optical fact that if the image size and exposure are the same with different focal length lenses, the depth of field around the image will still be the same.

I also can't walk away from the publication itself. The book was printed on a semi-coated stock rather than the usual coated stock of photography books. The color gamut of such paper is less than coated stock and many vibrant colors appear slightly toned down. Too bad. Some of Zuckerman's photos are good.

In summery this book is a collection of random tips rather than an organized approach to the subject. And I was frustrated. ... Read more

Book Description

Community and public support are essential to the success of conservation and resource management programs. Often, the level of support received depends on whether or not the goals and importance of the program have been clearly explained to the public, the press, or policymakers. Without good communication, even the best programs are liable to fail.

Communication Skills for Conservation Professionals provides in-depth guidance on achieving conservation goals through better communications. It introduces communication approaches-marketing and mass media, citizen participation, public information, environmental interpretation, and conservation education activities-and offers scores of real-world examples and straightforward advice that will help conservationists develop the the skills they need to communicate effectively. Following an introductory chapter that provides an overview of the communication process, the book:

• describes research techniques for gathering background information and targeting audiences
• outlines the steps involved in developing a communications campaign
• explains how to use mass media-from giving interviews to writing news releases and holding press conferences
• provides examples for developing interpretive media for conservation
• explores long-term conservation education strategies
• presents program evaluation techniques to determine the level of success achieved, or to identify steps for improvemen.

Communication Skills for Conservation Professionals is a much-needed contribution to the environmental literature that will play a vital role in helping scientists, managers, concerned citizens, and students to more effectively communicate their knowledge and concern about the environment, and to achieve greater professional and community success with their environmental campaigns. ... Read more

Book Description

Written in an approachable style, the updated, 10th edition offers advice and guidance to individuals and organizations in assessing the MBA opportunities available to them around the world.The book takes you through every aspect of studying for an MBA from choosing the right school, describing the MBA experience and how to use your MBA to climb the career ladder.This comprehensive and authoritative guide to programs worldwide presents an unbiased and detailed assessment of the options available. New features in this edition include profiles of successful MBA alumni, profiles of distance learning programs and recruiters' ratings of schools. ... Read more

Reviews (6)

Very good
The best book I have seen in one year searching and investigating about MBAs,GMAT, European vs American programs,etc. If you are planning to buy this book, wait for the 2001 edition which should have recent data.

Don't waste your time looking up for another book, this is THE MBA BOOK.

for people who want some information on MBA outside US
Do not expect some key information about Harvard, Wharton or NYU. This book just lists about 200 MBA with a quick overview (2 pages) on each. If you want to apply to an MBA in Australia or in China, this book can give you all the basic information you need to know.

Thorough overview of MBA programs outside of the US
This book is a godsend to anyone contemplating one of the many top-notchMBA programs outside of the US. Bickerstaffe doesn't attempt to"rank" the schools, which seems to be the only way anymore thatthe US programs are described in the guidebooks. Instead, he providesfactual information often difficult to locate anywhere else. I wassurprised to find a book like this existed. Great find.

"WHICH MBA?" provides valuable information on MBA programs.
"WHICH MBA?" is a valuable source of information for understanding the student composition and curriculums of MBA programmes all over the world. I appreciated Bickerstaffe's focus on European programmes. Often it is very difficult to find information on programmes outside the U.S. "WHICH MBA?" does not attempt to rank MBA programmes or assess thier reputation. It merely provides facts.

Really useful!!!
I refer to the 8th edition, available since 1996. A really useful guide. I strongly recommend it to each and every potential taker for the expensive MBA studies. ... Read more

Reviews (1)

Great Resource For Speakers And Inspiration
I speak for a living and one of the toughest things can be to find the "just right" quote to embody the main ideal of your presentation. Most quotes book collections and online quote sites make you have to filter through tons of useless stuff to find the jewel you were looking for. This book focuses on quotes that are the very best for use in the workoplace and organizes them by subject matter. Simply put, I find what I'm looking for faster and easier with this book than in other places. ... Read more

Book Description

Mark McCormack provides information that may be new even to experienced negotiators. He describes the qualities of a good negotiator; the features of a win/win negotiation; the most effective (and most desperate) negotiating tactics; and how to reconcile different negotiating styles when they collide. ... Read more

Reviews (6)

Street Smart solutions on Negotiating
Mr. McCormack is as experienced as they come.

The book (like his others) is easy to read and full of gems.

However, He is much more capable in Sales and Management. Delightful book nonetheless.

I also recommend; You Can Negotiate Anything by Herb Cohen.

Unusual and peronal insights into negotiating
I already have read one of his older books what they don't teach you.... I liked that book and it's the same with 'on negotiating'. Mr. McCormack offers unique insights into the negotiating process though on a very personal and unuasal way. In order to get new ideas, to analyse a situation I am in as a negotiator I find his book really helpful. It's more much more interesting than the usual 'sales books' I've read before. And by the way I like to learn from the experiences of other people.

Informative, helpful, not elementary
I enjoy reading Mark McCormack's books. On Negotiating was enjoyable, and provided some helpful things for me to think about and put into practice. However, if you were to buy only one book on the subject of negotiation, this would NOT be the first book to buy. Fisher, Ury and Patton's "Getting to Yes", or Cohen's "You can negotiate anything" are better books to begin with. Either of these books treat the reader more as a beginner and provide a more fundamental discussion than Mark McCormack's book.

On This Book...
I've just finished reading this book and I must say it is a must read for anyone in business who is in a position to do any buying or selling. Everything is a negotiation and this book offers great insights and many "common sense" things that you wouldn't think of when negotiating.

I fully recommend the book!

" Only man negotiates." McCormack is the passkey.
"Question everything" and "Think big,long term" is the premise of this audio cassette program. Does "Breakfast at Wimbledon" ring a bell? Mark McCormack was responsible for negotiating the deal behind the scenes, that would later become a household name and sunday afternoon event. As entrepreneur/owner of IMG(International Management Group)a sports marketing company, started with only $500.00 in capital, later to become a multi-million dollar corporation. Mark McCormack has the credibility and knows the power of negotiating. His teaching on this cassette program is invaluable to the listener, be it a lawyer or a layperson. McCormack is a dealmaker worth investing in. ... Read more

Book Description

The definitive technical writing reference in an updated sixth edition. This comprehensive resource-alphabetically arranged for quick reference-provides guidance on the writing process, in-depth treatment of grammar and usage, abundant real-world examples of technical writing, and up-to-date coverage of technology. ... Read more

Reviews (8)

Indispensable
As a technical writer, I've found this book to be just that. While it definitely is not a "how to write technical manuals" type of book, the topics and material covered make it well worth having on any writer's bookshelf. And in this latest edition, not only have the editors done another great job, the book's page layout is wonderful. In previous editions, all text and type was in black. In this edition, headings, paragraph titles and diagrams are framed in blue. This seemingly minor change makes the book's material easier to read and refer to.

The book continues to have extensive information about writing-related topics. Everything from proper grammar, to writing reports, to interviewing subject matter experts, how to do Internet research for a writing project, writing newsletters and/or abstracts, interviewing for a job and interviewing a subject matter expert for more information about a subject, writing proposals, and so forth is covered in this book. There's even a companion web site to the book that provides links to online resources for further information.

The book's preface contains what the editors consider their "Five Steps to Successful Writing," and also a "Checklist of the Writing Process," complete with subsections containing listings for (in order) Preparation, Research, Organization, Writing a Draft, and Revision. In fact, a few of the book's numerous entries contain their own "writer's checklist" of things to do. Some subjects have not only a heading, but cross-references to other pages of related topics. For example, if I was interested in learning how to write a proposal, I could go to that listing, and also find reference information on internal and external proposals. There seems to be at times an endless wealth of information about whatever writing topic you are looking for. This book's main strength obviously is how all the book's material is organized.

This is one book every writer should have. Even though it isn't a "how-to-write" book, it's still a "tools for writing" book. I find myself referring to it often when I'm
working on any kind of writing project.

As with past editions, the book's editors have done a wonderful job with this handbook.

Excellent resource
I have the 5th edition of the book and it's one of the better resources I've found for technical writing and general writing. The entries are concise and to the point.

Practical not Pretty
While this book is a practical guide for professional writers, it isn't enough on its own.

I haven't used the book enough to make it worth the price I paid but it's a nice refresher for things I should know but don't remember.

A Very Good Handbook for Technical Writing
I have the 5th edition of this handbook. It is a very good reference book to keep at your desk. Although I would not recommend this as a text book for technical communication, it is a great reference book for anyone that has to write or create documents at work. It is arranged alphabetically by topic, and has a detailed index. This book makes a good supplement to a text book for a college level technical communication class.

There must be better technical writing resources
Summary: If you already have an adequate writer's handbook, look elsewhere for advice about technical writing. If you are new both to writing in general and technical writing in particular, you could do worse.

The publisher claims that the handbook "is specifically geared to the art of technical communication". Not so. The majority of information here pertains to all writers--for instance, the explanation of the proper use of italics and discussion of the voice, mood, and tense of verbs. Even the examples are general rather than technically-related: the entry for like/as has the example "She took to architecture as a bird takes to nest building", which it is difficult to imagine finding in a computer manual, progress report, proposal, or even correspondence.

Some readers may find value in the longer entries, such as those about feasibility reports, instructions, process explanation, proposals, and various types of letters. These provide an interesting combination of introduction/recap for these topics. However, some of the longer entries are bewildering--for example, there is an entry about interviewing for a job, the presence of which is difficult to justify, particularly as the discussion is not specific to jobs in technical writing.

Several entries are marked with a symbol that resembles a cross between the European recycling logo and the yin/yang symbol. There is no explanation of the meaning of this symbol... unless the reader happens across the entry for English as a second language (ESL). Ouch.

Although this fifth hardcover edition has a 1997 copyright date, some examples betray the book's earlier origin. The examples of typeface quality (under the entry for word processing) shows a very early laser printer. The text discusses dot matrix, letter-quality, and laser printers-inkjet printers are not mentioned. Similarly, there is no discussion of the writing of software documentation. I was left with the feeling that revision was limited to insertion of new entries (such as the Internet item).

This book is an uneasy compromise between a grammar style guide and a series of short articles on technical writing. I yield to educators to judge whether or not it is suitable for first-year university and college students. My subjective impression is that it does not represent value for money, even for that audience. ... Read more

Book Description

Sure-fire techniques for keeping any audience engaged and engrossed. People don't want to see how clever you are-they want to discover how clever they are. This is one of Roy Underhill's guiding principles in Khrushchev's Shoe. An audience-centered approach to making inventive presentations, this unique book offers lessons from some of today's most diverse personalities such as Garrison Keillor, Larry King, Katie Couric, and historical figures such as Martin Luther King, Jr., and Francis Bacon. A field guide for anyone who will benefit from more effective dialog, Khrushchev's Shoe is ideal for educators, trainers, advocates, and presenters-or any person who simply wants to do a better job with an audience of even one. Its strategies go beyond bland presentation techniques to reveal the underlying principles that make interaction both more meaningful and more enjoyable. For casual conversations or formal business interaction, this essential resource contains tools that can be implemented immediately. ... Read more

Reviews (3)

Great fun, great ideas
There are so many dumb books on the communication process this one is really great and different. When the author talks about creatvity you realize he really understands the process. I found this book fun, irreverent, witty, useful, and original. Great stuff!

Need to be engaging?
Roy Underhill's "Krushchev's Shoe" is simply an excellent guide to becoming an engaging speaker, presenter, even writer. Through delightful personal anecdotes and voyages ranging from the nature of the creative process to voice spectograms illustrating the difference between a good speaker and a weak one, Underhill provides the reader with a brilliantly written, wise, and funny book about the nature of public presentation. The book is amply illustrated with woodcuts and sketches driving his points home. As a teacher I cannot stress how useful this book is. I have recommended it to a program designed to teach teachers how to teach (better). Many books of this nature are deadly to read--this one is great. His chapter called "The Morning After" alone is worth the price of the book.

The Woodwright Speaks - And Audiences Listen
Think of selling this show to network, even PBS, executives. One walks into the office and says, "I have a great idea for a TV how-to show where a guy goes out and cuts down a tree, then he teaches you to use traditional hand tools and make it into a replica of the chair in which Jefferson sat while he wrote the Declaration of Independence. Once you watch it, you can go out and do it yourself! Whaddya think?" One would have to expect as ungraceful an exit from the producer's office as the construction worker who found the singing frog in the classic Warner Bros. cartoon.

Well, that is exactly the show, The Woodwright's Shop, that Roy Underhill has been able to keep on television for more than 20 years. Of course, if most hobbyist woodworkers are going to watch a "how-to" show and make something presented by the host, they are more likely to follow Norm Abrams' measured drawings and run to Home Depot for the lastest tool to really make the sawdust fly. But, audiences watch Underhill's show not only for the extreme mastery he shows of his craft, but also his mastery of captivating an audience with a great storytelling approach.

This is the essence of Krushchev's Shoe. Roy Underhill takes what he has learned in demonstrating a craft totally foreign to modern audiences, both on his television show and at Colonial Williamsburg, and shares it with his readers so that we may become better communicators.

This book is helpful to anyone who dreads standing before a crowd and opening one's mouth. It is particularly helpful though to those of us who train others to be effective communicators. Museum professionals, theme park managers, teachers, etc, may all find some use in the suggestions Underhill makes in Krushchev's Shoe. ... Read more

Amazon.com

Nearly everyone responds to a good yarn, and that's precisely the point behind The Story Factor by Annette Simmons. A "collaborative behavior" consultant to public and private organizations, Simmons argues that storytelling may just be the best management tool available to modern business leaders because it exerts influence in ways that other techniques cannot. And she doesn't suggest that stories be exclusively reserved for formal presentations, either; on the contrary, Simmons shows how they can be used effectively in small group settings and even one-on-one situations. She begins by describing six basic types that can be adapted to any circumstance (Who I Am, Why I Am Here, The Vision, Teaching, Values-In-Action, and I Know What You Are Thinking). She then offers pointers for finding them and advises that ideas be jotted down whenever they appear, built upon consistently, and practiced in private until the telling comes naturally. To that end, she includes helpful tips on presentation, noting that the words are only part of a package that includes body language, clothing, tone, and other components. Follow her lead and you'll likely never relate to any individual or group in the same way again. --Howard Rothman ... Read more

Reviews (13)

The Power of Storytelling Explained
From the moment I started reading The Story Factor I was satisfied. Finally a book that explains why stories are such effective communication tools. As a trainer and communication consultant I was looking for the deep structure behind storytelling. It's all here: how stories move and motivate people, the six kinds of stories you need to tell, the psychology of influence and how a good story trumps the facts. The author includes her own stories and draws upon those from other cultures as well. Nearly every page is complete with examples and anecdotes you can take into the classroom or boardroom.

It's a practical book. For example, chapter seven deals with convincing the "unwilling, unconcerned or unmotivated." While there are no surefire remedies for every situation, Ms. Simmons provides a common-sense overview of resistance and some skillful ways to work with it. Even if you're not telling stories regularly the psychology lesson is valuable. True, this is not a paint-by-numbers book because good story telling is too subtle for simple how-to formulae. You learn the art of storytelling by telling lots of stories.

The Story Factor provides solid structural principles and the tips and ideas to stimulate creativity. Start telling stories and use the book as a guide. The style is fast and readable with catchy phrases and subheads. My copy is thoroughly underlined and annotated so I'll never be able to resell it! If you're interested in how to craft stories that sell, motivate, inspire and persuade you'll be glad you bought this book.

A great guide to telling your story
As a business owner, I have a story to tell to our customers, our vendors, my co-workers, my financial partners and our industry. It's important that the people I'm talking to understand the point I'm trying to make and that they believe in my credibility and that of my organization.

This book is a great guide to discovering what the story is behind the facts and figures, and then creating illustrations to help those facts and figures come alive to the person listening to the story.

It contains numerous examples and tips that have helped me make my point in a more interesting and more compelling way. It's an easy book to read and digest, and will leave the reader with practical information that can be put to use immediately.

Definitely worth the time!

Spirit of the Story
Ms. Simmons makes a clear stement in the Introduction that hers is not a prescriptive "how-to" book of rules for successful storytelling. She reveals beauty in the spirit of the story rather than in the details.

As a former participant at one of Ms. Simmons' seminars, I would like to emphasize an important point about the book's title. The book is about stories and how everyone has one to share. The book is not simply about telling the story but also about listening to and grasping the deeper meaning of others' stories.

For those in the marketing and sales arena, is your success based soley on spinning clever pitches about your products and services? Isn't it also about understanding your prospective clients' stories (e.g., past experiences, special needs, desired growth)? The Story Factor helps to unveil these important stories which are too often not told or not recognized.

The Story Factor can help you begin to remove the shell that masks your story and your ability to hear others' stories.

What's the Story?
Have you noticed a renewed interest in storytelling throughout public life? More and more people are weaving their message into a narrative rather than just telling the unadorned facts. I think this represents more than people simply exercising their poetic license. That being the case, what we need is an analysis of what stories are, how they are constructed, and why they work.

Annette Simmons gives us this account. The key to the role of stories comes from a saying that she quotes: People don't care how much you know until they know how much you care. People are looking to interact with those they can trust, and their willingness to trust depends on their perception of reciprocal caring. Stories are the best way to demonstrate care, and build trust.

Annette also identifies six kinds of stories:
• Who I Am stories
• Why I Am Here stories
• The Vision stories
• Teaching stories
• Values-in-Action stories
• I Know What You Are Thinking stories
These are the themes for demonstrating care, building trust, and seeking cooperation.

Good storytelling can be learned. But authentic stories must be based on sincerity. More and more people can spot fakes sooner and sooner. So the storyteller must respect those in the audience. Never, never, never tell a story to someone you don't respect. The only message they will receive is your lack of respect. What they are looking for is a meaningful account of their situation. In a complex environment people listen to whomever makes the most sense -- whomever tells the best story. So tell it like it is, but with flair and heart -- if you tell it, they will listen! Annette explains how and why.

The Story Factor
This book opened my eyes to an alternative method of communicating, both at work and home. I now consciously notice good communicators and teachers using stories in everyday situations. Have recommended this book to friends. ... Read more

Book Description

Book Description

This brief version of the best-selling book connects college skills with career and life success. With its learn-by-doing emphasis, it encourages readers to think critically about their choices and goals.Chapter topics include a Welcome to College and further discuss: knowing how you learn and how to choose a major; goal setting and time management; becoming an active learner with critical and creative thinking; reading and studying; listening, note taking, and memory; test taking; relating to others in a diverse world; and building skills for life success.For students of college and life. ... Read more

Amazon.com

In this hefty single-volume reference, one of the world's mosttrusted public libraries dispenses business information on subjectsranging from sexual harassment in the workplace to methods oforganizing files. Ever wonder if your sales letters are in the correctformat, or where to find the small-business loan you need to expandoperations? The New York Public Library Business Desk Referenceanswers these and thousands of other questions in its far-rangingpages. Subjects covered include business writing and speaking,personnel administration, emerging technologies, accounting andbudgeting, office design, record keeping, marketing research, and muchmore. Extensive cross-referencing and a thorough index help keep trackof interrelated topics, and directories of consultants, recruiters, andgovernment resources give you the contact information you need to learnmore. If you're in business, this indispensable reference belongs onyour shelves next to the dictionary and thesaurus. ... Read more

Reviews (3)

Outdated !
Being an Accountant/Controller for smaller corporations (75-200 employees) ... I can state that this book would be Out-of-Date as of 05 March 2003 .... since it was published in 1999!!(and who knows when it was actually 'written'??).
Personnel issues & laws are changing too rapidly (so is the business world in general) to buy a book on business that is FOUR YRS. old !

An Essential Reference in our small office.
I own a small geoscience company in the petroleum sector; Rocks make senseto us, not files, office procedures or office equipment. There are three ofus in the company but nobody wanted to do the filing, bill-paying orbook-keeping because none of us had experience with these things.Initially, we created our own system(s)of getting things done by giving it2 or 3 seconds of thought. It worked fine until something changed, which italways does in this world.To straighten things up, I bought this book.It looked as useful as the much larger Desk Reference, which is aconvenient source of information that would take hours or days to locateany other way.The Business Desk Reference has kept us out of troublewith its brevity and accuracy. We discovered that our office was a plainvanilla setup and all we needed were a few 'tried & true' procedures tokeep us out areas where we don't know what we're doing and, instead, makingmoney, which we do know how to do.

A must have reference!
I have been using this book in the reference section of the library.I am sure that all of my family members will want a copy for work after they browse through my purchase. After thirty years in education, I have foundit to be my best source for career change information.The businessetiquette, and employment law information has been most helpful. It is arefernce book that one can read for pleasure.It is hard to put down. ... Read more

Reviews (8)

Good ideas for the tongue-tied.
This is an excellent book for anyone who thinks of the right response about three days too late. This book also provides a good framework on which to base verbal communication. It is especially useful for anyone that is shy, non-assertive, non-confrontational, or simply wants to put forth a professional image. I use it as an example in my Customer Service and Career Search classes and the students love it!

I don't agree with absolutely everything in the book (I had a few problems with how to treat a tyrant boss), but overall, it was very good.

Practical, Situational, Inexpensive
This book is (a) practical - it provides logical, step-by-step details that work, (b) situational - it is organized by the many types of conversations and interactions that one is likely to have on the job, and (c) inexpensive - it offers a lot for the money.

Granted, some of the specific situations covered in this book occur regularly and will be most helpful to readers who may have little or no workplace experience.

The book's real value, however, involves those interactions we have with our bosses, employees, customers, and suppliers that do not happen all that often. When these situations come up, emotions may run high and the stakes may be significant. In my experience, "common sense" alone wasn't always enough to ensure that I got what I needed and still maintained a good relationship with the other person. This book doesn't guarantee that (nothing does), but it does offer guidelines that have helped and worked for me.

If you have natural political savvy on the job, you probably don't need the information in this book. If you are more comfortable dealing with tasks than dealing with the people in your workplace, I think you will find this book well worth twelve bucks and the few minutes it takes to read about a specific interaction before you're actually having it.

Waste of Time
This book claims to provide important keys to office communication, but there is nothing ground-breaking here. In fact, it's a disappointing waste of time of the first order, as most of the items covered are mere common sense. If you need help remembering not to refuse a request by your boss by telling him that "that's not my job" then, by all means, purchase this book. Otherwise, try one of the 1000s of books out there that can really help you achieve this goal, such as Stephen Covey's "The 7 Habits of Highly Effective People" or Dale Carnegie's "How to Win Friends and Influence People".

Common sense will serve you better than this book
This book was written for people who truly have no clue how to act in any kind of professional setting. I was already aware that I should not use "quick and dirty" or "snafu" in a professional environment. It was a waste of money.

Excellent reference for your career
I use Griffin's book regularly for work and always find great ideas and expressions to jumpstart my thinking process. This book is thorough and professional. It should be on every office reference collection. ... Read more

Book Description

The ultimate guide to getting and succeeding in one of the most popular--and demanding--jobs in the world. Covers everything you need to know, from what an administrative assistant does to how to get and pay for the training you'll need to get hired. PLUS, tips on how to find the best-paying jobs and how to make yourself indispensable once you're on the job. ... Read more

Book Description

Joe Girard went from being a failure -- thrown out of high school, fired from over forty jobs, lasting only 97 days in the U.S. Army -- to being named in the Guinness Book of Records as "the world's greatest retail salesman" for 12 consecutive years.

Reviews (12)

This book couldn't put me down
This book offers a deep insight into the most amazing life achievements of a man called Joe Girard. I enjoyed the author's great sense of humour, which made the book a fun to read. His obvious passion for life and selling cars, would surely inspire anyone who is interested in improving their sales technique. A great read for anyone wanting to sell their soul. Jo Sea

Practical advice and plain talk.
J. Girard lays the business out where it should be: Sales is not for the faint of heart and the only way to truly succeed is to win the customer, close the customer, then pay the customer to send you more customers. His best advice: It is better to sell more product with a smaller commission than sell less and have to max out every deal. Also that every sale is really made to 250 people (even though that is less now because people are less connected). The book was funny because the prices on the cars and services was very oudated in my copy.

Joe Girard would never sell a car to me.
I can't really recommend this book. Joe Girard comes off very much like a salesman -- the kind I run from when *I'm* buying a car. He talks about using flattery to get the customer in the door. Of course, I don't think a salesperson should antagonize anyone, but he makes it sound like the phoney kiss a-- talk that so many tranparent salespeople use. Small lies are okay, he tells us. For example, a customer calls and wants a powder blue car with options X, Y and Z. Maybe he only has options X and Y and his car is gray. Nonetheless, he says he has the car the person wants anyway, and come on down. He can talk him out of powder blue and into gray later, and the missing option probably doesn't matter a lot anyway, and he can sweet talk the prospect. That's dispicable and a con. He talks about having every brand of cigarette in his office (the book was written in the 70s) so if the customer wants to go out for a smoke, he has no excuse to leave the office and postpone the sale. He talks about keeping *liquor* in his office to loosen up the prospect (Serving liquor to people who take test drives in unfamiliar cars! What a swell guy!) He drinks along--water, of course. Don't want *him* to be "relaxed," do we? It sounds like the sort of thing Jenny Jones would do--Oh, wait, she has!

I find a lot about this book unsavory. There are some good general tips about prospecting and bird-dogging, but these are available in other selling books that I don't want to take a shower after reading.

I also have to disagree about some things he things are bad habits. It sounds like a good idea to not join the "bull pen" and yak with the other salesmen. However, to a *certain* degree that is not a bad thing to do: it builds camaraderie and steels oneself for the difficult task of selling. Of course you don't want a salesforce that stands by the water cooler all day, but it's not good to spend 110% of your time on nothing but getting new customers either, or you could become a burnout case.

And then there's Joe's teary life story. Personally I picture Leonard DiCapprio playing the role of young, dirt-stained Joe, being beaten by his father, being beaten by his employers, being beaten by his customers, being beaten by random strangers, walking hundreds of miles in snowdrifts to get to his job, uphill both ways. Sorry, I don't buy it. Not that he didn't have a hard life, and surely his father was abusive (all too common back then, unfortunately). But his tone throughout is one of utter innocence to everything going on around him. He reacts to everything, it's all done *to* him. He got fired from his first job for selling too much, because the other salesmen were jealous? Yeah... He glosses over his own failures, and they only amount to slugging a customer when he called Girard an ethnic slur. Compared to his life, Dickens had a Disneyesque childhood. The reader should remember all salesmen sell stories, and he's no exception.

Oh, one more thing: the book is redundant. It's short as it is, but the way he repeats himself, it could be half its present size. --Or maybe a magazine article.

meat and potatos
The book gets right down to the details that are needed to make the sale, or even more important, get the customer in the door in the first place. A great motivational and educational book to add to the library.

Fun Guide
First, this book is misnamed. It should be called something like "How to build a great sales business." That being said, it is my only real critisism of the book.

He starts off by giving his own personal history, which is interesting reading, but not really what I am here for. He then goes into selling lessons, and for anyone that has built a sales business (and thinks of their selling as running their own business), he really lays out some good stuff. He talks about how to build a referal network, how to brand yourself in the market place, the importance of taking care of your customers and your coworkers, building and maintaing your contact lists, the importance of high activities and many other lessons.

As I sales manager, I would take out some of his chapters and give them to my sales people to read because I thought they were so good. The chapter on "Don't Join the Club" is worth the purchase price of the book if you are an inside sales person or a manager of them.

Easy read, you will knock it out in a couple hours. Highly recommend. ... Read more

Book Description

At 1000 pages, the most comprehensive management book ever published bringing together the ideas of the best management thinkers in the world. ... Read more

Reviews (1)

A must for all MBA students
Crainer covers al the pertinent management theories and gurus in this his most useful book to date.This book is a must for all current or aspiring managers and an absolute must for all MBA students. ... Read more

Book Description

A member of the PH OD Series! Organizational Learning II expands and updates the ideas and concepts of the authors' ground- breaking first book.With new examples and the most up-to-date information on the technical aspects of organizational and management theory, Argyris and Schon demonstrate how the research and practice of organizational learning can be incorporated in today's business environment.Features chapters focused around the Introduction to Organizational Learning; Defensive Reasoning And The Theoretical Framework That Explains It; Inquiry-Enhancing Intervention and Its Theoretical Basis; and Strengths and Weaknesses Of Consultation and Research In The Field Of Organizational Learning. ... Read more

Reviews (2)

Normative and practive-oriented organizational learning
The burgeoning literature that has grown up around organizational learning in the past twenty-five years is either uncritical (treats the phrase "learning organization" as a catchword for whatever it is the front-running Japanese or other organizations are doing and whatever the rest of the world needs to do to catch up with them) or distant from practice, skeptical and non-perspective.

In this book, the approach to organizational learning is normative and practice-oriented. The authors are mainly interested in productive organizational learning: how this kind of learning can be generated in real-world organizations and how practitioners can help to foster it.

The theory given in this book is primarily based on two types of learning: single-loop and double-loop. The authors have borrowed the distinction between single and double-loop learning from W. Ross Ashby's "Design for a Brain" (1960).

On case studies of known companies, such as Intel, General Motors, etc., the authors show "primary inhibitory loops" that inhibit organizational learning, and "conditions for error", and how to avoid them. The following list gives the most common "conditions for error" and how to avoid them:

- Vagueness : Specify
- Ambiguity : Clarify
- Untestability : Make testable
- Scattered information : Concert
- Information withheld : Reveal
- Undiscussability : Make discussable
- Uncertainity : Inquire
- Inconsistency/incompatibility: Resolve

In part I, the authors introduce the conceptual framework, both for organizational learning and for the relationship between research and practice. In part II, they introduce and illustrate concepts central to limited learning. Part III presents a brief classroom-based example. Part IV is the review of the recent history of the field of organizational learning.

Despite of the brilliant content, the book which is marked as "Reprinted with corrections August, 1996", which I have (paperback), is awfully printed. It is really the eye-killer. And nevertheless, it has some typos. Please try to find a version which is not "Reprinted with corrections August, 1996".

Definitive: how people politics stop organisational learning
This is the definitive book on how people politics preventorganisational learning, especially when a company needs a doubleturnround. That is a change of culture as well as strategy. Some of the early chapters are a bit heavily academic, but the pursuit is worthwhile if you want to understand how many big old western organisations stop working - instead of reinventing themselves - whenever a competitor dramatically changes the rules of the marketplace. The authors seem to imply that what they call double loop learning across every department of an organisation is both so laborious as a change process and requires such extraordinary levels of mutual trust that it might be better to raise an old organisation to the ground, and start from scratch. Their research is full of evidence why the last two decades have seen so much downsized leadership. One question that occurs to me is will their pessimistic conclusions hold true now that companies can use internal media like intranets to turn all employees' thinking around at the same time? If you would like to discuss this or other provocations relating to this work, I would be delighted to help form an interactive book discussion club.

Chris Macrae, editor of Brand Chartering Handbook and MELNET www.brad.ac.uk/branding/ E-mail me at wcbn007@easynet.co.uk ... Read more

Book Description

BECOME THE ARCHITECT OF YOUR OWN FUTURE

One of America's top professional speakers and seminar leaders, Brian Tracy has been a consultant and trainer for hundreds of corporations large and small. His bestselling audio and video programs have been translated into 14 languages and are used in 31 countries. More than one million people have attended his programs on success, sales effectiveness and personal fulfillment.

Now in Maximum Achievement, Tracy presents a proven system of powerful ideas and principles you can use to rapidly improve your life. He has combined insights and methods from psychology, philosophy, metaphysics and human potential research to create a unique program that will:

* Streamline your focus for maximum results
* Remove mental barriers that stand in the way of your dreams
* Provide you with the essential conditions for change
* Develop superior relationships in your personal and professional life

By following the principles of Maximum Achievement's Master Plan, you can build a foundation for a life of happiness, health, harmony and prosperity. ... Read more

Reviews (49)

My personal favorite Self Improvement Book
I've read around 20 books on personal achievement, self improvement, and psychology this year and out of all those books, this book is my favorite. It has everything. After reading this book, not only will you have a greater knowledge of human behavior but you will also apply these incredible concepts into your living. One of my favorite chapters was the goal setting. Tracy not only shows you how to set goals but most importantly, especially to people who feel lost in this world, he guides you to discover what is your ultimate passion in life.

I thought I knew what I wanted in life but still had doubts but after reading this book, I feel much more confident in my goals and dreams of becoming who I truly want to be. Get this book. This book will help you find purpose in life. With a purpose, you will begin to live life with ultimate bliss. Good luck.

No Fluff, Just FAST RESULTS!
I have a library of over 100 self helpbooks plus tapes and have attended allthe seminars. Clearly, Brian Tracy is the best. If you only have the time to read one book, this should be that one book. The techniques work and work fast. You will learn how to enhance all areas of your life. Most other books repeat the same things, not Brian. I also highly recommend the audio tape program, Pyschology of Achievement and the Pyschology of Selling by Brian and SuperSelf by Charles Givens, probably one of the most under rated books out there on personal development.

A complete book
This great book by Brian Tracy will teach you that you need to know to become successful in all areas of your life. Very complete. An outstanding work by Tracy.

Should be 10 stars - Amazon, you need to go back to 10 stars
This is a remarkable work by Brian Tracy who is indeed a remarkable man. As Tracy tells us, he was quite a problem in his younger years, dropped out of high school and with no education was relegated to low paying deadend jobs.

But then something changed in Tracy. He went into straight commission selling seeing an opportunity to write his own paycheck and met some very successful salesmen. He learned how to sell and sell well, but more importantly, he learned the miracle of personal development. He went to work on himself and the rest as they say is history.

In MAXIMUM ACHIEVEMENT, Brian Tracy will show you everything you need to make rapid advances in your life. Personally, socially, with your career, in relationships and more.

I remember when Amazon used to give ten stars. If they were still doing that MAXIMUM ACHIEVEMENT would be a true 10 star book. And there are not many books that I would say that about.

MAXIMUM ACHIEVEMENT is Brian Tracy's best work.

Tracy's first and maybe best program
I bought this book about 10 years ago and have been a fan of Brian Tracy ever since. This guy knows how to bring out the best in people. Although Brian Tracy has written many books, this was his first and in my opinion, his best.

Great book that will change your life. ... Read more