Non-Confrontational Power Selling


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The Paradox of German Power


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Since the Euro crisis began, Germany has emerged as Europe's dominant power. During the last three years, German Chancellor Angela Merkel has been compared with Bismarck and even Hitler in the European media. And yet few can deny that Germany today is very different from the stereotype of nineteenth- and twentieth-century history. After nearly seventy years of struggling with the Nazi past, Germans think that they more than anyone have learned its lessons. Above all, what the new Germany thinks it stands for is peace. Germany is unique in this combination of economic assertiveness and military abstinence. So what does it mean to have a "German Europe" in the twenty-first century? In The Paradox of German Power, Hans Kundnani explains how Germany got to where it is now and where it might go in future. He explores German national identity and foreign policy through a series of tensions in German thinking and action: between continuity and change, between "normality" and "abnormality," between economics and politics, and between Europe and the world.




Sales Scripts that Sell


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This book is completely repackaged and updated, with new scripts for e-mail, voicemail, and more. It contains motivational introductions, warm-up exercises, memory joggers, and even stage directions, with instructions on use and delivery. It is arranged by selling activity, including: prospecting; controlling the sale; handling objections; moving the sale forward; closing; and getting referrals. It is particularly useful for cold-call selling since scripts can make the process less intimidating and easier to practice.




Power, Politics and Confrontation in Eurasia


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The central objective of this edited volume is to help unlock a set of intriguing puzzles relating to changing power dynamics in Eurasia, a region that is critically important in the changing international security landscape.




Forthcoming Books


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The Other Digital China


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A scholar and activist tells the story of change makers operating within the Chinese Communist system, whose ideas of social action necessarily differ from those dominant in Western, liberal societies. The Chinese government has increased digital censorship under Xi Jinping. Why? Because online activism works; it is perceived as a threat in halls of power. In The Other Digital China, Jing Wang, a scholar at MIT and an activist in China, shatters the view that citizens of nonliberal societies are either brainwashed or complicit, either imprisoned for speaking out or paralyzed by fear. Instead, Wang shows the impact of a less confrontational kind of activism. Whereas Westerners tend to equate action with open criticism and street revolutions, Chinese activists are building an invisible and quiet coalition to bring incremental progress to their society. Many Chinese change makers practice nonconfrontational activism. They prefer to walk around obstacles rather than break through them, tactfully navigating between what is lawful and what is illegitimate. The Other Digital China describes this massive gray zone where NGOs, digital entrepreneurs, university students, IT companies like Tencent and Sina, and tech communities operate. They study the policy winds in Beijing, devising ways to press their case without antagonizing a regime where taboo terms fluctuate at different moments. What emerges is an ever-expanding networked activism on a grand scale. Under extreme ideological constraints, the majority of Chinese activists opt for neither revolution nor inertia. They share a mentality common in China: rules are meant to be bent, if not resisted.




TKO Sales!


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Practical business guides that pull no punches Dave Anderson's TKO series presents no-nonsense, down-in-the-trenches management strategies that work in the real world of business. Each of the three informative books in this series offers easy-to-follow, step-by-step guidance on developing the specific skills great managers need. These quick and to-the-point guides feature detailed techniques and effective strategies presented in user-friendly chapters that are packed with checklists, examples, and practical resources. In each book, readers will find real-world advice in a fast and powerful format that includes: Words of Wisdom or "Right Hook Rules"-bite-sized memorable quotes Case Studies or "Opening Bell" Stories-real-life business lessons Effective Strategies or "Left Hook Laws"-all-meat, no-fat business strategies Incisive or "Standard Eight Count" Questions-insightful inquiries that prompt the reader to action Quick or "Knockout" Summaries-bullet points that sum-up each chapter and offer easy reference




The Power of Positive Confrontation


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A stepbystep guide to confronting life's most difficult problems, and people, offers readers effective, proven strategies for assertiveness within the bounds of professional and social etiquette. 25,000 first printing. Tour.




Recruiter Journal


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Best's Review


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