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The Deal: Secrets for Mastering the Art of Negotiation
by Josh FlaggLEARN STRATAGIES FOR SUCCESSFUL DEAL MAKINGStar of the hit show Million Dollar Listing Los Angeles, Josh Flagg shares his secrets to mastering any negotiation in any industry and at any level.Throughout his career, Josh Flagg has faced off with challengers of all kinds in negotiations over the world&’s most expensive and sought-after real estate. He has seen and put into practice what works and identified the &“common tricks&” that don&’t. Josh has curated ten rules that, when applied to any deal, will significantly increase your chance of success, and make you the master negotiator your clients need you to be. Sample rules include:Rule #1: Don&’t Sell Garbage- you are what you sell.Rule #2: You Only Have One Client- focus on the one you&’re with.Rule #3: Up Your Attitude- be the person people want to represent them.Rule #8: Play the Psychologist- you are your client&’s best friend.Rule #10: Know Your Worth- you are your best advocate.If you want to be the best, you have to look and act like the best. Josh learned this rule young and has applied it to every client relationship he has ever had. He began his real estate career as a student at Beverly Hills High School—swung big and hit—landing him in the perfect position to take on some of LA&’s largest, most exclusive real estate listings and, eventually, a spot on Million Dollar Listing Los Angeles. Apply the lessons in the book to become the negotiator who closes million-dollar deals.
The Deal from Hell: How Moguls and Wall Street Plundered Great American Newspapers
by James O'SheaIn 2000, after the Tribune Company acquired Times Mirror Corporation, it comprised the most powerful collection of newspapers in the world. How then did Tribune nosedive into bankruptcy and public scandal? In The Deal From Hell, veteran Tribune and Los Angeles Times editor James O'Shea takes us behind the scenes of the decisions that led to disaster in boardrooms and newsrooms from coast to coast, based on access to key players, court testimony, and sworn depositions.The Deal From Hell is a riveting narrative that chronicles how news industry executives and editors--convinced they were acting in the best interests of their publications--made a series of flawed decisions that endangered journalistic credibility and drove the newspapers, already confronting a perfect storm of political, technological, economic, and social turmoil, to the brink of extinction.
The Deal-Making Mind-set: Why "Yes" Is Often Not Enough
by Danny Ertel Mark GordonThis chapter examines common mistakes made during negotiation and provides individuals and organizations with the self-reflective questions essential to getting beyond "yes."
The Deal of the Century: The Breakup of AT&T
by Steve CollA New York Times–bestselling author’s “superbly reported” account of the dismantling of the world’s largest corporation (The Washington Post). Written by the two-time Pulitzer Prize–winning author of Ghost Wars and Private Empire, The Deal of the Century chronicles the decade-long war for control of AT&T. When the US Department of Justice brought an antitrust lawsuit against AT&T in 1974, the telecommunications giant held a monopoly on phone service throughout the country. Over the following decade, an army of lawyers, executives, politicians, and judges spent countless hours clashing over what amounted to the biggest corporate breakup in American history. From boardroom to courtroom, Steve Coll untangles the myriad threads of this complex and critical case and gives readers “an excellent behind-the-scenes look” at the human drama involved in the remaking of an entire industry (The Philadelphia Inquirer). Hailed by the New York Times Book Review as “rich, intricate and convincing,” The Deal of the Century is the definitive narrative of a momentous turning point in the way America does business.
The Deal Paradox: Mergers and Acquisitions Success in the Age of Digital Transformation
by Michel Driessen Dr Anna Faelten Professor Scott MoellerThe Deal Paradox explores what successful dealmaking looks like in the age of digital transformation, drawing on interviews with top dealmakers and M&A experts sharing their stories, triumphs, and challenges.Taking a dynamic storytelling approach, The Deal Paradox navigates the transition from traditional and ingrained methods to new techniques, showing how AI, big data, and machine learning can be used to generate new opportunities and enable diversity. It walks through the attributes and skills needed in this new landscape and how M&A professionals can build them into their approach, from finding and executing deals to making sure they deliver the desired outcomes.The Deal Paradox draws on 60 years' combined experience of cutting-edge deal making, built on landmark deals ranging from Morgan Stanley's IPO at the height of the 1980s banking boom and Kraft's takeover of Cadbury to key tech deals including the £1bn sale of financial data intelligence company Acuris to ION. Chapters are richly illustrated throughout with real-world examples featuring organizations such as Apple, Google, BP and SoftBank Vision Fund.
Deal Structure and Deal Terms
by Howard H. Stevenson Michael J. RobertsDescribes the general principles of crafting financial deals around the provision of capital to entrepreneurial ventures. Discusses in more detail some of the specific aspects of venture capital term sheets.
Deal with It, Doll!: Coaching Yourself Through Crisis
by Christine O'Brien HorstmanWe could not have imagined with our clever ‘2020 vision’ slogans at the start of the new year that we would get a collective punch to the gut come spring. You may be going along We could not have imagined with our clever ‘2020 vision’ slogans at the start of the new year that we would get a collective punch to the gut come spring. You may be going along swimmingly in life and out of nowhere face your own crisis. You may have already had more challenges than seem fair for one person to endure. Whether you are still trying to process the pandemic or dealing with a crisis of your own creation, Deal with It, Doll! Coaching Yourself Through Crisis will leave you feeling less alone and so much stronger. Our collective health crisis inspired this book, but it’s built for the most common curveballs. The stuff many of us face personally and professionally in any given year. The changes most of us will deal with in our lifetimes. Parenting. Careers. Finances. Handling failures and fractures and managing our relationships. Health problems. All of it. Through each new phase in life, we have the opportunity to grow through change. When the literal and figurative masks come off, who are you, Doll? Who do you want to be and how are you going to make the most of your life, especially when things aren’t going your way? Your struggles, your shifts, your changes, and your challenges are creating the next version of your life in ways that may not yet make sense. Do not despair. Life is ever-changing and full of twists and turns.
Deal with NoNos: Increasing True Urgency and Managing People Who Resist Change
by John P. KotterA NoNo is more than a skeptic-he is, in essence, an urgency killer. He's always ready with ten reasons why the current situation is fine, why the problems and challenges others see don't exist, or why you need more data before acting. This chapter describes methods for preventing difficult people from derailing change.
Dealers of Lightning: Xerox PARC and the Dawn of the Computer Age
by Michael A. HiltzikIn the bestselling tradition of The Soul of a New Machine, Dealers of Lightning is a fascinating journey of intellectual creation. In the 1970s and '80s, Xerox Corporation brought together a brain-trust of engineering geniuses, a group of computer eccentrics dubbed PARC. This brilliant group created several monumental innovations that triggered a technological revolution, including the first personal computer, the laser printer, and the graphical interface (one of the main precursors of the Internet), only to see these breakthroughs rejected by the corporation. Yet, instead of giving up, these determined inventors turned their ideas into empires that radically altered contemporary life and changed the world.Based on extensive interviews with the scientists, engineers, administrators, and executives who lived the story, this riveting chronicle details PARC's humble beginnings through its triumph as a hothouse for ideas, and shows why Xerox was never able to grasp, and ultimately exploit, the cutting-edge innovations PARC delivered. Dealers of Lightning offers an unprecedented look at the ideas, the inventions, and the individuals that propelled Xerox PARC to the frontier of technohistoiy--and the corporate machinations that almost prevented it from achieving greatness.
Dealing Death and Drugs
by Beto O'Rourke Susie ByrdThe War on Drugs doesn't work. This became obvious to El Paso City Representatives Susie Byrd and Beto O'Rourke when they started to ask questions about why El Paso's sister city Ciudad Juárez has become the deadliest city in the world-8,000-plus deaths since January 1, 2008. Byrd and O'Rourke soon realized American drug use and United States' failed War on Drugs are at the core of problem. In Dealing Death and Drugs - a book written for the general reader - they explore the costs and consequences of marijuana prohibition. They argue that marijuana prohibition has created a black market so profitable that drug kingpins are billionaires and drug control doesn't stand a chance. Using Juárez as their focus, they describe the business model of drug trafficking and explain why this illicit system has led to the never-ending slaughter of human beings. Their position: the only rational alternative to the War on Drugs is to end to the current prohibition on marijuana."If Washington won't do anything different, if Mexico City won't do anything different, then it is up to us - the citizens of the border who understand the futility and tragedy of this current policy first hand - to lead the way." - from the AfterwordA portion of the proceeds from the sale of Dealing Death and Drugs will be donated to Centro Santa Catalina, a faith-based community in Ciudad Juárez, Mexico, founded in 1996 by Dominican Sisters for the spiritual, educational and economic empowerment of economically poor women and for the welfare of their families.
Dealing in Uncertainty: Insurance in the Age of Finance
by Arjen van der HeideInsurance is an important – if still poorly understood – mechanism for dealing with a broad variety of risks associated with modern life. This book conducts an in-depth examination of one of the largest and longest-established private insurance industries in Europe: British life insurance. In doing so, it draws on over 40 oral history interviews to trace how the sector has changed since the 1970s, a period characterized by rampant financialization and neoliberalization. Combining insights from science and technology studies and economic sociology, this is an unprecedented study of the evolution of insurance practices and an invaluable contribution to our understanding of financial capitalism.
Dealing With an Angry Public: The Mutual Gains Approach to Resolving Disputes
by Lawrence Susskind Patrick FieldIn this practical book, Lawrence Susskind and Patrick Field analyze scores of both private and public-sector cases, as well as crisis scenarios such as the Alaskan oil spill, the silicone breast implant controversy, and nuclear plant malfunction at Three Mile Island. Susskind and Field outline the six key elements of mutual gains approach in order to help business and government leaders negotiate, rather than fight, with their critics. In the process, they show how to identify who the public is, whose concerns to address first, which people and organizations must be convinced of the legitimacy of action taken, and how to assess and respond to different types of anger effectively.
Dealing with China: An Insider Unmasks The New Economic Superpower
by Hank PaulsonDEALING WITH CHINA takes the reader behind closed doors to witness the creation and evolution and future of China's state-controlled capitalism.Hank Paulson has dealt with China unlike any other foreigner. As head of Goldman Sachs, Paulson had a pivotal role in opening up China to private enterprise. Then, as Treasury secretary, he created the Strategic Economic Dialogue with what is now the world's second-largest economy. While negotiating with China on needed economic reforms, he safeguarded the teetering U.S. financial system. Over his career, Paulson has worked with scores of top Chinese leaders, including Xi Jinping, China's most powerful man in decades. In DEALING WITH CHINA, Paulson draws on his unprecedented access to modern China's political and business elite, including its three most recent heads of state, to answer several key questions:How did China become an economic superpower so quickly?How does business really get done there?What are the best ways for Western business and political leaders to work with, compete with, and benefit from China?How can the West negotiate with and influence China given its authoritarian rule, its massive environmental concerns, and its huge population's unrelenting demands for economic growth and security?Written in an anecdote-rich, page-turning style, DEALING WITH CHINA is certain to become the classic and definitive examination of unlocking, building, and engaging an economic superpower.
Dealing with China
by Hank PaulsonDEALING WITH CHINA takes the reader behind closed doors to witness the creation and evolution and future of China's state-controlled capitalism.Hank Paulson has dealt with China unlike any other foreigner. As head of Goldman Sachs, Paulson had a pivotal role in opening up China to private enterprise. Then, as Treasury secretary, he created the Strategic Economic Dialogue with what is now the world's second-largest economy. While negotiating with China on needed economic reforms, he safeguarded the teetering U.S. financial system. Over his career, Paulson has worked with scores of top Chinese leaders, including Xi Jinping, China's most powerful man in decades. In DEALING WITH CHINA, Paulson draws on his unprecedented access to modern China's political and business elite, including its three most recent heads of state, to answer several key questions:How did China become an economic superpower so quickly?How does business really get done there?What are the best ways for Western business and political leaders to work with, compete with, and benefit from China?How can the West negotiate with and influence China given its authoritarian rule, its massive environmental concerns, and its huge population's unrelenting demands for economic growth and security?Written in an anecdote-rich, page-turning style, DEALING WITH CHINA is certain to become the classic and definitive examination of unlocking, building, and engaging an economic superpower.
Dealing With China: An Insider Unmasks The New Economic Superpower
by Henry M. PaulsonDEALING WITH CHINA takes the reader behind closed doors to witness the creation and evolution and future of China's state-controlled capitalism.<P><P> Hank Paulson has dealt with China unlike any other foreigner. As head of Goldman Sachs, Paulson had a pivotal role in opening up China to private enterprise. Then, as Treasury secretary, he created the Strategic Economic Dialogue with what is now the world's second-largest economy. He negotiated with China on needed economic reforms, while safeguarding the teetering U.S. financial system. Over his career, Paulson has worked with scores of top Chinese leaders, including Xi Jinping, China's most powerful man in decades. <P> In DEALING WITH CHINA, Paulson draws on his unprecedented access to modern China's political and business elite, including its three most recent heads of state, to answer several key questions:<P> * How did China become an economic superpower so quickly?<P> * How does business really get done there?<P> * What are the best ways for Western business and political leaders to work with, compete with, and benefit from China?<P> * How can the U.S. negotiate with and influence China given its authoritarian rule, its massive environmental concerns, and its huge population's unrelenting demands for economic growth and security?<P> Written in the same anecdote-rich, page-turning style as Paulson's bestselling memoir, On the Brink, DEALING WITH CHINA is certain to become the classic and definitive examination of how to engage China's leaders as they build their economic superpower.<P> Chosen for Mark Zuckerberg's "A Year of Books"
Dealing with China: An Insider Unmasks the New Economic Superpower
by Henry M. PaulsonNEW YORK TIMES BESTSELLERDEALING WITH CHINA takes the reader behind closed doors to witness the creation and evolution and future of China's state-controlled capitalism. Hank Paulson has dealt with China unlike any other foreigner. As head of Goldman Sachs, Paulson had a pivotal role in opening up China to private enterprise. Then, as Treasury secretary, he created the Strategic Economic Dialogue with what is now the world's second-largest economy. He negotiated with China on needed economic reforms, while safeguarding the teetering U.S. financial system. Over his career, Paulson has worked with scores of top Chinese leaders, including Xi Jinping, China's most powerful man in decades. In DEALING WITH CHINA, Paulson draws on his unprecedented access to modern China's political and business elite, including its three most recent heads of state, to answer several key questions:How did China become an economic superpower so quickly?How does business really get done there?What are the best ways for Western business and political leaders to work with, compete with, and benefit from China?How can the U.S. negotiate with and influence China given its authoritarian rule, its massive environmental concerns, and its huge population's unrelenting demands for economic growth and security?Written in the same anecdote-rich, page-turning style as Paulson's bestselling memoir, On the Brink, DEALING WITH CHINA is certain to become the classic and definitive examination of how to engage China's leaders as they build their economic superpower.
Dealing with Crises: Don't Wait Until They Hit
by Richard LueckeCrises affect all businesses sooner or later. Some are preventable. Others can be anticipated. But no matter what their origins, the things managers do and the decisions they make can make the situation a lot worse--or better. This chapter offers practical ideas for preventing crises, anticipating them, and managing them when they occur.
Dealing with Darwin
by Geoffrey MooreThe Darwinian struggle of business keeps getting more brutal as competitive advantage gaps get narrower and narrower. Anything you invent today will soon be copied by someone else--probably better and cheaper. Many companies thrive during the early stages of their life cycle, only to fall slack during periods of inertia and die out while others surge ahead. But as Geoffrey Moore shows, some notable companies have figured out how to deal with Darwin in their mature years--making changes on the fly while fending off challenges from every quarter.
Dealing with Difficult Customers: How to Turn Demanding, Dissatisfied, and Disagreeable Clients Into Your Best Customers
by Noah Fleming Shawn VeltmanIgnore a valid complaint and you could be the next viral sensation for all the wrong reasons. But give in to every demand and you may be consumed with the often petty complaints of your worst customers and wind up pandering to them with freebies, discounts, and special attention. That will cost you time and money, and perhaps worse, do little or nothing to solve the root problem.Dealing with Difficult Customers will show you:How to stop using gimmicks and trick promotions to encourage repeat business and the alternatives that will keep your customers salivating for more.How &“Hungry Hippos&” and &“Problem Children&” are sapping your employees time and energy and what to do about them.The behaviors that turn great customers into dissatisfied critics and how to change them.
Dealing with Difficult People
by Roy LilleyDealing with Difficult People will help you navigate the bullies, nit-pickers, manipulators and complainers who drive you mad at work. With example dialogue, techniques and tips, it will help you avoid horrible situations and keep your cool.By understanding the motives and individual behaviours of difficult people, you can learn to manage aggression, reduce awkwardness and remain the better person. This third edition of the best-selling Dealing with Difficult People provides the tools and techniques you need to get the best out of the worst, including how to deal with difficult customers, dealing with difficult people in the digital sphere, advice on beating bullies at their own game and how to deal with a boss who drives you barmy.The creating success series of books...With over one million copies sold, the hugely popular Creating Success series covers a wide variety of topics and is written by an expert team of internationally best-selling authors and business experts. This indispensable business skills collection is packed with new features, practical content and inspiring guidance for readers across all stages of their careers.
Dealing with Difficult People: Fast, Effective Strategies for Handling Problem People (Creating Success)
by Roy LilleyDealing with Difficult People will help you navigate the bullies, nit-pickers, manipulators and complainers who drive you mad at work. With example dialogue, techniques and tips, it will help you avoid horrible situations and keep your cool.By understanding the motives and individual behaviours of difficult people, you can learn to manage aggression, reduce awkwardness and remain the better person. Updated for 2019, this 4th edition of the best-selling Dealing with Difficult People features practical exercises, useful templates, and top tips you need to get the best out of the worst, including how to deal with difficult customers, dealing with difficult people in the digital sphere, advice on beating bullies at their own game and how to deal with a boss who drives you barmy.The Creating Success series of books...Unlock vital skills, power up your performance and get ahead with the bestselling Creating Success series. Written by experts for new and aspiring managers and leaders, this million-selling collection of accessible and empowering guides will get you up to speed in no time. Packed with clever thinking, smart advice and the kind of winning techniques that really get results, you'll make fast progress, quickly reach your goals and create lasting success in your career.
Dealing with Difficult People: Fast, Effective Strategies for Handling Problem People (Creating Success #3)
by Roy LilleyLearn how to navigate the bullies, manipulators and complainers who drive you mad. With example dialogue and techniques, it will help you navigate tricky situations situations and keep your cool.By understanding the motives and individual behaviours of difficult people, you can learn to manage aggression, reduce awkwardness and remain the better person. This 5th edition of the bestselling Dealing with Difficult People features practical exercises, useful templates and top tips you need to get the best out of the worst, including how to deal with difficult customers, dealing with difficult people in the digital sphere, advice on beating bullies at their own game and how to deal with a boss who drives you barmy.The Creating Success series of books...Unlock vital skills, power up your performance and get ahead with the bestselling Creating Success series. Written by experts for new and aspiring managers and leaders, this million-selling collection of accessible and empowering guides will get you up to speed in no time. Packed with clever thinking, smart advice and the kind of winning techniques that really get results, you'll make fast progress, quickly reach your goals and create lasting success in your career.
Dealing with Difficult People
by Roy LilleyMoaners, fault finders, manipulators - these are just a few examples of the difficult people we put up with at work. However by understanding their motives and individual behaviours you can learn to manage aggression, avoid awkward situations and keep your cool. This second edition of the best-selling Dealing with Difficult People includes a brand new chapter on dealing with difficult people in the digital sphere. It provides the tools and techniques you need to get the best out of the worst, including how to deal with difficult customers, advice on beating bullies at their own game and how to deal with a boss who drives you barmy.
Dealing with Difficult People Easily: Flash
by Karen ManneringThe books in this bite-sized new series contain no complicated techniques or tricky materials, making them ideal for the busy, the time-pressured or the merely curious. In just 96 pages, Dealing with Difficult People Easliy shows you how to deal with an unpleasant but unavoidable aspect of working life that can have a major impact on your career and wellbeing, including knowing how to define and deal with a difficult person in any work relationship and how to understand yourself and deal with difficult aspects of your own personality.