The Invisible Selling Book, Behavioural Economics & More


Book Description

Should you ever give your products for FREE ? What should you say when a prospect says Thank you ?How can making your product hard to get increase sales ?How much information should you provide your prospects about your products ? Should you ask your client his budget or mention your product's price first ?Find out answers to all these questions & more that will make you richer, sell better, get promoted faster & become generally wiser




The Invisible Game


Book Description

Cutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation. In The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to the hidden dynamics that influence the outcomes of most business deals. In plain English, the book unpacks recently discovered insights from psychology, behavioural economics, and neuroscience and explains how to apply them to your advantage in real-life business situations. The authors show you how to influence buying decisions and how to successfully respond to challenging business situations in order to put you in control of the levers that drive sales success. You’ll also find Advanced strategies and tactics that offer a lasting edge in negotiations, sales and other business transactions Smart techniques to build rewarding customer relationships The psychology behind gains and losses revealing new keys to profitable pricing Real-life advice on how to counter a buyer’s intimidation tactics: time, uncertainty, fear, and silence An essential, step-by-step playbook for sales professionals, The Invisible Game will also earn a place on the bookshelves of entrepreneurs, business owners, and other independent professionals—like lawyers, accountants, freelancers, consultants, and programmers—who regularly sell their services to other businesses.




Behavioral Economics


Book Description

Behavioral economics is everywhere – whether used by governments to shape our judgement and decision making, advertisers and marketers to sell products, or even politicians to sell policies, its insights are important and far-reaching. Behavioral Economics: The Basics is the first book to provide a rigorous yet accessible overview of the growing field that attempts to uncover the psychological processes which mediate all the economic judgements and decisions we make. In seven accessible chapters, the book answers questions like: What is behavioral economics? How does it help us to understand economic behavior? What does it tell us about how people form judgements and make decisions in their private and public lives? What does it tell us about the psychological nature of financial catastrophes that afflict our economic system? With recommended further readings throughout, Behavioral Economics: The Basics is essential for all students taking courses in behavioral economics, economic psychology, consumer psychology, microeconomics and game theory, and also for professionals looking for an accessible introduction to the topic. Further online resources may be found at www.behaviouraleconomicsbasics.net




Behavioural Economics and Experiments


Book Description

- Incorporates the latest experimental evidence from across economics, psychology and neuroscience to provide cutting-edge introduction for students. - Structured around three key settings – individuals, small groups and larger impersonal groups (e.g. markets) – this text provides a logical framework for the study of economic decision-making. - Includes discussion of emotions including fairness, trust, selfishness and altruism on both a micro and macro level to show how they can influence personal decision making as well as entire economies.




Urban Economics and Real Estate


Book Description

This Second Edition arms real estate professionals with a comprehensive approach to the economic factors that both define and affect modern urban areas. The text considers the economics of cities as a whole, instead of separating them. Emphasis is placed on economic theory and empirical studies that are based in economic theory. The book also explores the policy lessons that can be drawn from the use of economics to understand urban areas. Real estate professionals will find new coverage of urban areas around the world to provide a global perspective.




Law and Economics


Book Description

This book examines the contemporary significance of the Law and Economics movement. Drawing on anthropology, sociology, political economy, and ethics, the book traces the influence of lawyer-economists in developing and operationalizing key ideas—for instance human capital and structural adjustment—that have come to be grouped under the heading of “neoliberalism”. It then examines how these ideas are tied to global environmental harm and to wealth inequality. Largely because of such ties, sociolegal studies tend to dismiss economic thought. This book, however, forges a path between economic and sociolegal approaches. Discussing thinkers such as Foucault and Polanyi, Calabresi and Sunstein, it demonstrates both the possibilities and limitations inherent in economistic approaches to law. Bringing together disparate and sometimes conflicting literatures, the book thereby eschews disciplinary taboos in the name of a creative, sympathetic, and critical rereading of the key ideas of Law and Economics. This book will be of interest to students and researchers in sociolegal studies, anthropology, sociology, and economics.




A Guide to What's Wrong with Economics


Book Description

From the 1960s onward, neoclassical economists have increasingly managed to block the employment of non-neoclassical economists, narrow the economics curriculum offered by universities to students, and made their theory increasingly irrelevant to understanding economic reality. Now, they are even banishing economic history and the history of economic thought from the curriculum. Why has this tragedy happened? At this time of accelerating momentum for radical change in the study of economics, "A Guide to What's Wrong with Economics" comprehensively examines the shortcomings of neoclassical economics and considers a number of alternative formulations. In it, a distinguished list of non-neoclassical economists provide an examination of some of the many worldly and logical gaps in neoclassical economics, its hidden ideological agendas, disregard for the environment, habitual misuse of mathematics and statistics, inability to address the major issues of economic globalization, its ethical cynicism concerning poverty, racism and sexism, and its misrepresentation of economic history. In clear and engaging prose, "A Guide to What's Wrong with Economics" shows how interesting, relevant and exciting economics can be when it is pursued, not as the defense of an antiquated and close-minded system of belief, but as a no-holds barred inquiry looking for real-world truths. This book is a must-read for all economists and their graduate students, as well as for the general reader.




Economic Behavior and Legal Institutions


Book Description

This book presents a unified picture of the full economic-legal system, based on results within the novel fields of "new institutional economics" and "law and economics".




A Practical Approach to Life Satisfaction


Book Description

Grit—defined as persistence and passion despite obstacles—has received much attention, yet books on this theme often idolize achievements at the expense of mental health. For instance, by the time Ernest Hemingway earned the Nobel Prize for Literature in 1954, he had demonstrated true grit by enduring an injury of war, witnessing the Spanish Civil War, and writing fifteen groundbreaking volumes of literature. Yet by 1961, he had divorced three women and died by suicide. This book shifts the paradigm around grit away from accomplishments to a far more attainable and pleasing end: life satisfaction, which results in a deep, abiding, and overarching sense of contentment with life. A Practical Approach to Life Satisfaction argues that constantly striving to pursue accolades is more likely to drive individuals into the ground instead of leading them to fulfillment. However, when grit works together with emotional intelligence, it can yield marked improvements in life satisfaction. Written in an engaging style, this book is an essential resource for teachers, parents, and others who shape the next generation. It weaves academic content with personal narratives and reflective questions so you can hone the tool of grit with emotional intelligence to achieve life satisfaction.




Reintroducing Macroeconomics


Book Description

This lively introduction to heterodox economics provides a balanced critique of the standard introductory macroeconomic curriculum. In clear and accessible prose, it explains many of the key principles that underlie a variety of alternative theoretical perspectives (including institutionalist economics, radical economics, Post Keynesian economics, feminist economics, ecological economics, Marxist economics, social economics, and socioeconomics). Because the book's structure parallels the chapters and subject matter presented in a typical introductory macroeconomics textbook, "Reintroducing Macroeconomics" provides readers with a running commentary on the standard approach, while simultaneously introducing them to a broader range of ideas about the causes and appropriate policy responses to a wide range of common economic problems. Although designed primarily as a companion volume for students in introductory economics courses, the book can also be used effectively for more targeted applications that highlight a particular economic issue or approach. It will be of particular interest to students in related disciplines (such as American Studies, anthropology, black studies, environmental studies, gender studies, history, political science, and sociology) who may be required to take introductory economics classes and who are interested in gaining an alternative perspective. By demonstrating the vitality and common ground underlying a broad spectrum of heterodox approaches, "Reintroducing Macroeconomics" brings alternative perspectives into the classroom in an accessible way that empowers students to think about the economy in new and exciting ways. The text includes end-of-chapter study questions, as well as a detailed note to instructors.