We find ourselves engaged in various kinds of negotiationsevery day, from trying to land a new account or win a promotion atwork, to buying a house or a car, or bargaining down a cell phonebill, or settling a dispute with a friend or spouse. In thisgroundbreaking book, negotiation expert Ed Brodow shows us how tosettle conflicts amicably to reach a win-win solution everytime. Using the no-nonsense, results-oriented boot camp approach,Brodow drills readers on the basic skills needed to master the artof negotiation. After completing Brodow’s basic training program,you will have learned how to: · Conquer your fear of confrontation and overcome the negativebehaviors that hold you back · Identify and develop your personal negotiation style · Assess the other side’s strengths and weaknesses · Get the other side to make concessions without giving up any ofyour goals · Master the art of listening to understand the other side’sposition and strengthen your own

A revolutionary business phenomenon has taken hold at suchcompanies around the world as Hewlett-Packard, BellSouth, Oracle,Unilever, Telstra, and Fujitsu. These firms and others are turningto computer technology to create interactive relationships withindividual customers, one customer at a time. Known as "one-to-one"marketing, this radically new competitive strategy was introducedby Don Peppers and Martha Rogers in their first two best-sellingbooks, The One-to-One Future and EnterpriseOne-to-One. One-to-one marketing focuses a firm's competitiveenergies less on market share and more on share of customer,enabling a firm to increase customer loyalty and improve unitmargins at the same time. In their new book, The One-to-One Fieldbook, Peppers andRogers offer specific one-to-one marketing advice on how to makethe transition from the Industrial Age to the Age of Interactivity.Many of the most successful firms already embrace the principles ofone-to-one relationship marketing. Dell computer is now thebench

For too long, professional services firms have relied on theproducer-manager model, which works well in uncomplicated businessenvironments. However, today s managing directors must balanceoften conflicting roles, more demanding clients, toughercompetitors, and associates with higher expectations of partners atall levels. When Professionals Have to Lead presents an overarching frameworkbetter suited to such complexity. It identifies the four criticalactivities for effective PSF leadership: setting strategicdirection, securing commitment to this direction, facilitatingexecution, and setting a personal example. Through examples fromconsulting practices, accounting firms, investment banks, and otherprofessional service organizations, industry veterans DeLong,Gabarro, and Lees show how this model works to Align your firm s culture and key organizationalcomponents. Satisfy your clients needs without sacrificing essentialmanagerial responsibilities. Address matters of size, scale, and com

A grand and revelatory portrait of Wall Street’s most storiedinvestment bank Wall Street investment banks move trillions of dollars a year,make billions in fees, pay their executives in the tens of millionsof dollars. But even among the most powerful firms, Lazard Frères Co. stood apart. Discretion, secrecy, and subtle strategywere its weapons of choice. For more than a century, the mystiqueand reputation of the "Great Men" who worked there allowed the firmto garner unimaginable profits, social cachet, and outsizedinfluence in the halls of power. But in the mid-1980s, theirtitanic egos started getting in the way, and the Great Men ofLazard jeopardized all they had built. William D. Cohan, himself a former high-level Wall Street banker,takes the reader into the mysterious and secretive world of Lazardand presents a compelling portrait of Wall Street through thetumultuous history of this exalted and fascinating company. Cohan deconstructs the explosive feuds between Felix Ro

New-media pioneer Pete Blackshaw contends that because anyonewith a computer can broadcast an opinion to millions and derail amultibillion-dollar company or undermine a global brand, companiestoday need to build and maintain credibility on every front.

I'm getting more done in less time, but where are the rich relationships, the inner peace, the balance, the confidence that I'm doing what matters most and doing it well? Does this nagging question haunt you, even when you feel you are being your most efficient? If so, First Things First can help you understand why so often our first things aren't first. Rather than offering you another clock, First Things First provides you with a compass, because where you're headed is more important than how fast you're going.

In this bestselling classic of financial management, G. Bennett Stewart, III, raises and answers these provocative questions: Do dividends matter? Are earnings per share really accurate measures of corporate performance? What is the engine that really drives share prices? More than that, Stewart lays the foundation for EVA r , the financial management and incentive system now in place at nearly 300 companies around the world, and which is rapidly becoming the global standard for corporate governance. Managers, confused about what investors really want, often find it difficult to reach informed decisions regarding business strategy, acquisitions and divestitures, financial structure, dividend policy, and executive compensation. But now an EVA r -based revolution is providing a practical framework that managers can use to build a premium-valued company. At the forefront of this revolution is the consulting firm of Stern Stewart & Co., of which G. Bennett Stewart, III, author of The Qu

Six decades ago, Toyota was an embarrassment. Today, they arethe auto- industry leader. The Toyota Leaders: An Executive Guidetells how they did it, and in such a way that allows readers toapply the lessons. Discover how Toyota is more than just a seriesof good business moves, but a culture first put into place by itsfounders and built on through the years. Not a corporate history,Sato uses Toyota's past to contextualize his discussion as hefocuses on the company's unique business strategies. - Find out why an innovative vehicle like the hybrid Prius camefrom Toyota and not the more technologically - advancedHonda. - Learn how General Motors supplied invaluable business know-howto then-provincial Toyota in the early eighties. - Discover why Toyota thinks giving back to Japan and the worldis a smart idea. - Learn how a national healthcare system is a good thing forbusiness. This is the Toyota book for entrepreneurs and executives in allind

The degree to which markets incorporate information is one ofthe most important questions facing economists today. This bookprovides a fascinating study of the existence and extent ofinformation efficiency in financial markets, with a special focuson betting markets. Betting markets are selected for study becausethey incorporate features highly appropriate to a study ofinformation efficiency, in particular the fact that each bet has awell-defined end point at which its value becomes certain. Usinginternational examples, this book reviews and analyses the issue ofinformation efficiency in both financial and betting markets. PartI is an extensive survey of the existing literature, while Part IIpresents a range of readings by leading academics. Insights gainedfrom the book will interest students of financial economics,financial market analysts, mathematicians and statisticians, andall those with a special interest in finance or gambling.

When some of the world's biggest corporations need to revivetheir brands, innovate products, and rethink their images, theycall Peter Arnell. Now in his fourth decade of branding and marketing for suchcompanies as Samsung, Reebok, DKNY, GNC, and Pepsi, Arnell explainshow you can use some of the same strategies that famous brands do,in order to improve your own image, life, and career. Arnell knowsthis firsthand because he applied many of these same strategies totransform his own life by losing 256 pounds. How did he do it? Arnell created an idea he calls Shift. With Shift, you'll discover the steps you need to take in orderto become the best you. Creating and revitalizing brands happensevery day in business. Shift shows how you can make it happen foryourself and your personal brand. Innovative insights such as "go helium" are used by Arnell toexplain how he reached his ultimate goal of 150 pounds—you canapply his techniques to reach for your own

In the current environment of cut-throat competition, razor-thin profit margins, and increasing scrutiny from stakeholders, mastering the fundamentals of financial management is a must for everyone with a stake in their companies and in their own professional futures. Packed with step-by-step examples and illustrative case studies, and updated to reflect the latest trends in the economy and in financial policy, Finance and Accounting for Nonfinancial Managers is a nuts-and-bolts guide for managers, entrepreneurs, seasoned executives, teachers, and students alike. Featuring new commentary on corporate accountability, updated interactive templates, study questions, and an online instructor’s guide, this new edition covers all the key aspects of financial management.

Why do many people and companies crumble in the face ofdifficulty, while others use adversity to bounce back evenstronger? Here from New York Times bestselling author KeithMcFarland is a leadership fable for those wary of fables, a storythat rejects pat, heard-it-before advice and shows–in a startlinglyfresh way–how to use challenges to make both yourself and yourorganization stronger. Mike Maloney, division manager for Boston-area tech firm CRX,returns from a business trip late one night feeling demoralized.His unit is about to lose its biggest customer and its mostvaluable employee. Mike wonders how much longer he and his staffcan keep up their relentless work schedule and meet uppermanagement’s new request for cost cuts. Something has to give.Hoping to blow off steam, he heads to a gym, where he runs intoJoe, a former army Ranger. After listening to Mike vent about the cards he’s been dealt, theex-soldier says, "Sounds like your company is ready to bounce."Mike looks confused, so Joe begins tu

Even the actions of a single person can help to change theworld. How? Through simple acts of leadership and compassion. Openup this book, and discover the true stories of people whose actionshave caused a chain reaction at work and in their communities.Among them: A manager who gives an employee some supportive praise, and as aresult literally saves his life (page 231). A small group of bank tellers who spearhead a movement to raisemillions of dollars for breast cancer, making it the biggestfundraiser in North America, and enhancing their company’sreputation (page 213). A sales manager who gets a copy of a groundbreaking book that leadsto a transformation of the company’s operations. As a result,hundreds of millions of pounds of carpet waste avoid the landfill,and the company sparks a revolution in its industry (page 12).

Over his distinguished career Warren Bennis has shown that leaders are made, not born. In Learning to Lead, written in partnership with management development expert Joan Goldsmith, Bennis provides a program that will help managers transform themselves into leaders. Using wise insights from the world’s best leaders, helpful self-assessments, and dozens of one-day skill-building exercises, Bennis and Goldsmith show in Learning to Lead how to see beyond leadership myths and communicate vision to others. With updates throughout, Learning to Lead is both a workbook and a deeply considered treatise on the nature of leadership by two of its finest and most experienced practitioners—and teachers.

Ablackswanisanevent,positiveornegative,thatisdeemedimprobableyetcausesmassiveconsequences.Inthisgroundbreakingandpropheticbook,TalebshowsinaplayfulwaythatBlackSwaneventsexplainalmosteverythingaboutourworld,andyetwe—especiallytheexperts—areblindtothem.Inthissecondedition,Talebhasaddedanewessay,OnRobustnessandFragility,whichofferstoolstonavigateandexploitaBlackSwanworld.