A powerful pocket guide for practitioners that distills all of the research and materials found in Otto Scharmer's seminal texts Theory U and Leading from the Emerging Future.Creating a Better FutureThis book offers a concise, accessible guide to the key concepts and applications in Otto Scharmer's classic Theory U. Scharmer argues that our capacity to pay attention coshapes the world. What prevents us from attending to situations more effectively is that we aren't fully aware of that interior condition from which our attention and actions originate. Scharmer calls this lack of awareness our blind spot. He illuminates the blind spot in leadership today and offers hands-on methods to help change makers overcome it through the process, principles, and practices of Theory U. And he outlines a framework for updating the "operating systems" of our educational institutions, our economies, and our democracies. This book enables leaders and organizations in all industries and sectors to shift awareness, connect with the highest future possibilities, and strengthen the capacity to co-shape the future.
A highly popular and informative guide to the Scots language in an attractive format. Contains words and phrases from both literary and everyday language, this is the perfect wee dictionary of Scots for native and non-native speakers alike.
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.Objections don't care or consider:* Who you are* What you sell* How you sell* If you are new to sales or a veteran* If your sales cycle is long or short - complex or transactionalFor as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind.In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance.Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into:* How to get past the natural human fear of NO and become rejection proof* The science of resistance and why buyers throw out objections* Human influence frameworks that turn you into a master persuader* The key to avoiding embarrassing red herrings that derail sales calls* How to leverage the "Magical Quarter of a Second" to instantly gain control of your emotions when you get hit with difficult objections* Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation* How to easily skip past reflex responses on cold calls and when prospecting* How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle* The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale* Rapid Negotiation techniques that deliver better terms and higher pricesAs you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.
This ultimate hacker's bible has only ever been available online or distributed at hacker conferences - until now.
Update your thinking and avoid complacency with the 12 week yearAre you ready to change your life? This hands-on template for implementing advice from the game-changing book The 12 Week Year is a study guide that makes it easy for anyone to apply the 12 week year to their own lives. Instead of getting bogged down in annualized thinking that produces pitfalls and saps productivity, follow along with this guide to redefine your "year" to be just 12 weeks long. By doing so, you'll avoid complacency, begin to focus on what matters most, create better clarity, and develop a sense of urgency so that "now" is always the right time to act.Applicable to business growth, career goals, and life in general, the 12 week plan will help you improve in any--or every--area. By closing the "knowing-doing gap," you'll discover how to execute on what you already know and greatly expand the boundaries of your capabilities. Learn to:* Create your personal and business visions with step-by-step tips* Develop your own 12 week plan by applying what you know to what you do* Put over 10 years of field-tested content, exercises, and templates to work for you* Build a 12 week commitment and apply the system to your own life and businessTake back your life, improve your thinking, and advance your business or career by implementing real-world, hands-on methods in The 12 Week Year Study Guide.
Erik Ostergaard introduces a comprehensive and proven model to the future of work.
A classic account of the psychedelic experienceThe Joyous Cosmology is Alan Watts's exploration of the insight that the consciousness-changing drugs LSD, mescaline, and psilocybin can facilitate "when accompanied with sustained philosophical reflection by a person who is in search, not of kicks, but of understanding.” More than an artifact, it is both a riveting memoir of Watts's personal experiments and a profound meditation on our perennial questions about the nature of existence and the existence of the sacred.Includes Watts's article "Psychedelics and Religious Experience”
Jede Niveaustufe bietet eine Auswahl von leicht humorvollen Originaltexten. Jede Lektüre wird von einer Reihe Übungen (Grammatik- und Wortschatztraining, etc.) und spielerischen Aktivitäten (Buchstabensuppe, Kreuzworträtsel, etc.) begleitet. Am Buchende befindet sich ein spanisch-englisches Wörterverzeichnis.
Want to expertly look after alpacas? Would you like a step by step guide on raising alpacas? Read through this book and you'll discover everything you need to know from... Selecting a healthy alpaca, associated costs, housing, husbandry, health and breeding, plus useful frequently asked questions. Each section is covered in detail. You'll also find a breeder's directory detailing sites across America, Canada and the UK plus a list of relevant websites. Discover everything from Which way the alpaca home should face (and why) What important things you need to know about worming What fencing is recommended and what to avoid How to recognise and more importantly how to prevent some common health problems And lots lots more...
The photos in this edition are black and white.The Mopar big-block RB and B engines have powered millions of Dodge, Plymouth, and Chrysler cars from 1959 to 1978, including some of the most iconic muscle cars-the Charger, Superbird, Barracuda, GTX, Road Runner, Super Bee, and many others. Over the course of 50-plus years, these engines have required and will continue to require rebuilding, and this book is an indispensable guide for the process. Veteran magazine writer Arvid Svendsen documents a professional-caliber rebuild in this latest Workbench® Series title. Full-color photographs accompanied by exceptionally detailed captions with clear, concise instructions guide you through each crucial stage of the rebuild process. You will be able to confidently complete the rebuild of an entire engine, which includes pulling the engine from the car and disassembling the long block. In addition, you are shown how to inspect all components, guide machine work, select optimal parts for a specific performance level, assemble the complete engine, and perform a final shake-down of the engine. All crucial steps of assembly are shown and discussed in exquisite detail, so you can install main bearings, crankshaft, pistons, rods, lifters, push rods, and the entire valvetrain, heads, intake, carb, and all other parts with confidence. Once the engine is installed and the ignition key is turned, you will have the satisfaction of having soundly rebuilt an engine that provides years of strong faithful service. This book is a must-have for any Mopar enthusiast.
Alle mennesker er i stand til at udføre korrekte logiske slutninger, men vi gør os sjældent klart, hvordan vi bærer os ad. Det kan logikkenfortælle os, og derfor spiller den en så vigtig rolle i mange modernevidenskaber. Moderne elementær logik læseren gennem den moderne logik og denssystemer - fra klassisk udsagnslogik for første ordens prædikatslogik tilmodallogik, herunder aletisk, temporal og epistemisk logik. Bogen inde-holder ligeledes kapitler af mere avanceret karakter om formelle strukturer, modelteori og metateoretisk analyse af udsagnslogik samt førsteordenslogik.Bogen er tilrettelagt med henblik på universiteternes grunduddannelseri bl.a. filosofi, matematik, datalogi, lingvistik og retorik, men henvendersig også til studerende på overbygningsuddannelsernes specialkurser - og i det hele taget enhver, der interesser sig for "tænkningens love".2. reviderede udgave, 2011
In "Vaccine-Nation" Moritz unravels the mother of all vaccine lies--that vaccines are safe and they prevent disease. Furthermore, he reveals undeniable scientific proof that vaccines are actually implicated in most common diseases today.
Invent Your Own Computer Games with Python teaches you how to make your own versions of classic computer games.
"Mesmerizing & fascinating. " The Seattle Post-Intelligencer "The Freakonomics of big data. " Stein Kretsinger, founding executive of Advertising.
There is an astonishing world just waiting to be photographed underwater. From information about diving equipment and cameras, to crucial advice on understanding and controlling light underwater, this book provides all the background you need before you take the plunge.
Why is America so rich and powerful? The answer lies in our genes, according to psychologist John Gartner.Hypomania, a genetically based mild form of mania, endows many of us with unusual energy, creativity, enthusiasm, and a propensity for taking risks. America has an extraordinarily high number of hypomanics—grandiose types who leap on every wacky idea that occurs to them, utterly convinced it will change the world. Market bubbles and ill-considered messianic crusades can be the downside. But there is an enormous upside in terms of spectacular entrepreneurial zeal, drive for innovation, and material success. Americans may have a lot of crazy ideas, but some of them lead to brilliant inventions. Why is America so hypomanic? It is populated primarily by immigrants. This self-selection process is the boldest natural experiment ever conducted. Those who had the will, optimism, and daring to take the leap into the unknown have passed those traits on to their descendants. Bringing his audacious and persuasive thesis to life, Gartner offers case histories of some famous Americans who represent this phenomenon of hypomania. These are the real stories you never learned in school about some of those men who made America: Columbus, who discovered the continent, thought he was the messiah. John Winthrop, who settled and defined it, believed Americans were God's new chosen people. Alexander Hamilton, the indispensable founder who envisioned America's economic future, self-destructed because of pride and impulsive behavior. Andrew Carnegie, who began America's industrial revolution, was sure that he was destined personally to speed up human evolution and bring world peace. The Mayer and Selznick families helped create the peculiarly American art form of the Hollywood film, but familial bipolar disorders led to the fall of their empires. Craig Venter decoded the human genome, yet his arrogance made him despised by most of his scientific colleagues, even as he spurred them on to make great discoveries. While these men are extraordinary examples, Gartner argues that many Americans have inherited the genes that have made them the most successful citizens in the world.
The bestselling author of Adult Children of Alcoholics provides compassionate, practical advice for adult children who are often overwhelmed by parenthood. Woititz discusses the impact a dysfunctional past has on current behavior and shows how to create an environment in which both parents and children feel safe, valued, and loved.
Kwame Nkrumah NEO-COLONIALISM THE LAST STAGE OF IMPERIALISM This is the book which, when first published in 1965, caused such an uproar in the US State Department that a sharp note of protest was sent to Kwame Nkrumah and the $25million of American "aid" to Ghana was promptly cancelled.
Prenumerera på vårt nyhetsbrev för att få fantastiska erbjudanden och inspiration för din nästa läsning.
Genom att registrera dig accepterar du vår personuppgiftspolicy.
