Mike Rapport's Books

The Power of Rapport

A Practical Guide to Build Trust, Increase Productivity and Develop Authentic Connections

By: Mike Gilmour

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The Power of Rapport

A Practical Guide to Build Trust, Increase Productivity and Develop Authentic Connections

By: Mike Gilmour

The Power of Rapport is an inspiring book centered around the importance of rapport in everyday life. Written as a practical guide, the book is intertwined with relevant rapport-building strategies as well as the author’s personal experiences that are very relatable. This book will inspire you to make rapport an important focus in your life, as you see the powerful impact it has on those around you and the positive outcomes it produces. Regardless of your context, the ability to build rapport is one of the most important skills you can learn in your lifetime. Through reading this book you will be equipped with the practical skills necessary to build authentic rapport while reinforcing the understanding that relationships matter. www.thepowerofrapport.com

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Page Count

135

Publisher

Partridge Publishing Singapore

Published Date

ISBN 10

1543752438

ISBN 13

9781543752434

Rainmaking Conversations

Influence, Persuade, and Sell in Any Situation

By: Mike Schultz,John E. Doerr

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Rainmaking Conversations

Influence, Persuade, and Sell in Any Situation

By: Mike Schultz,John E. Doerr

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

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Page Count

294

Publisher

John Wiley & Sons

Published Date

ISBN 10

0470922230

ISBN 13

9780470922231

Applied Communication Research Methods

Getting Started as a Researcher

By: Michael Boyle,Mike Schmierbach

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Applied Communication Research Methods

Getting Started as a Researcher

By: Michael Boyle,Mike Schmierbach

This third edition is again a practical introduction to communication research methods, foregrounding the role research plays in communication and media industry careers. Covering major methodologies such as surveys, experiments, focus groups, in-depth interviews, content analysis, and others, the book takes the reader through the research process from beginning to end. The text continues to help students link the research methods they learn to practical contexts through its activities and features, which include Voices From Industry boxes written by practitioners that give insight into application of methods; Steps to Success research review checklists; and numerous end-of-chapter activities to reinforce concepts. This third edition contains updates throughout, including an expanded discussion of reliability and validity across both qualitative and quantitative research contexts as well as new Research in Action boxes that showcase how research is used in professional and public contexts. The text is ideally suited to both undergraduate and graduate courses in communication research methods within communication, media, and mass communication programs. Online resources, including sample syllabi, PowerPoint slides, and test banks are available at www.routledge.com/9781032288819.

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Page Count

441

Publisher

Taylor & Francis

Published Date

ISBN 10

1000997146

ISBN 13

9781000997149

Essential French Grammar

By: Casimir d'Angelo,Mike Thacker

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Essential French Grammar

By: Casimir d'Angelo,Mike Thacker

Essential French Grammar is a student-friendly French grammar designed to give learners a firm foundation on which to build a real understanding of both spoken and written French. Clear explanations of grammar are supported by contemporary examples, lively cartoon drawings and a variety of exercises. Key features of the second edition include: each grammar point explained initially with reference to English parallels between English and French provided where relevant 'Key points' box and tables that summarize grammar concepts real-life language examples in French, with English translations a variety of exercises to reinforce learning a contemporary primary source or literary extract to illustrate grammar in context more detailed coverage of punctuation, accents, spelling and the specific sounds of French This second edition includes an introductory chapter that describes the lexical and grammatical differences between French and English. A glossary of grammatical terms in French and English, useful verb tables, and a key to the exercises are also provided, making this an ideal resource for both independent and class-based learners. Essential French Grammar is an innovative reference grammar and workbook for intermediate and advanced undergraduate students of French. This text is ideal for students at CEFR levels B1 to C1, or Intermediate High to Advanced on the ACTFL scale.

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Page Count

624

Publisher

Routledge

Published Date

ISBN 10

0429807384

ISBN 13

9780429807381

Leadership Matters--

The CEO Survival Manual, what it Takes to Reach the C-suite, and Stay There

By: Mike Myatt

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Leadership Matters--

The CEO Survival Manual, what it Takes to Reach the C-suite, and Stay There

By: Mike Myatt

Myatt, a top CEO coach, has filled the pages of this book with a definitive road map which incorporates everything that it takes to become a great CEO.

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Page Count

210

Publisher

Mike Myatt

Published Date

ISBN 10

1432717731

ISBN 13

9781432717735

Young People's Transitions from Care to Adulthood

International Research and Practice

By: Mike Stein

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Young People's Transitions from Care to Adulthood

International Research and Practice

By: Mike Stein

The transition from care ito adulthood is a difficult step for young people leaving care. They are at high risk of becoming marginalised as they adapt to life outside of care.This book brings together the latest research as well as innovative practice from many countries to highlight differences in policy and practice.

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Page Count

322

Publisher

Jessica Kingsley Publishers

Published Date

ISBN 10

1843106108

ISBN 13

9781843106104

Personal Development All-In-One For Dummies

By: Rhena Branch,Mike Bryant,Kate Burton,Peter Mabbutt,Jeni Mumford,Romilla Ready,Rob Willson

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Personal Development All-In-One For Dummies

By: Rhena Branch,Mike Bryant,Kate Burton,Peter Mabbutt,Jeni Mumford,Romilla Ready,Rob Willson

A complete guide to understanding how you think, and discovering how to think differently. Personal Development All-in-One For Dummies is a complete guide to the key techniques that help you master your thoughts: Neuro-linguistic Programming (NLP), Cognitive Behavioural Therapy (CBT), Life Coaching and Hypnotherapy. Discover the basic principles of each approach and receive sensible, practical and effective expert advice on how each one can help you challenge negative beliefs and change your attitudes. Whether you wish to conquer an anxiety, beat an addiction or simply think more positively, here you will find proven and popular methods that you can use to make major changes - improving your personal power and creating the life you want. Personal Development All-in-One For Dummies will include: Book I: Essential Concepts Exploring the Key Themes of NLP Understanding Cognitive Behavioural Therapy Examining Hypnotherapy Introducing Life Coaching Book II: Neuro-Linguistic Programming Taking Charge of Your Life Creating Rapport Reaching Beyond the Words People Say Exploring the Amazing Power of Your Senses Opening The Toolkit Understanding the Psychology Behind Your Habits and Behaviours Book III: Cognitive Behavioural Therapy Correcting Your Thinking Overcoming Obstacles to Progress Putting CBT into Action Taking a Fresh Look at Your Past Setting Your Sights on Goals Book IV: Hypnotherapy Taking A Separate View of Yourself Considering How Hypnotherapy Can Help Feeling Good Expanding the Reach of Hypnotherapy Practising Self-Hypnosis Book V: Life Coaching Introducing Your Coaching Journey Visualising Your Whole-Life Goals Becoming Your Best Self Focusing on the Elements of Your Life Physical, Mental and Emotional Wellbeing Developing and Growing

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Page Count

594

Publisher

John Wiley & Sons

Published Date

ISBN 10

111999828X

ISBN 13

9781119998280

I Was A Teenage Pharisee

By: Mike D. Moore

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I Was A Teenage Pharisee

By: Mike D. Moore

Sometimes a "Christian upbringing" can go pretty wrong. This is about that. Strict, impersonal, unloving, image-conscious, status-focused legalism is something Jesus addressed pretty directly, as did the apostle Paul. This is also about growing up locked away inside a Christian community that worked like that. Darkly insightful, and told with a lot of humour, with personal statements from a large number of people with problematic Christian upbringings.

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Page Count

706

Publisher

Lulu.com

Published Date

ISBN 10

1329110803

ISBN 13

9781329110809

Insight Selling

Surprising Research on What Sales Winners Do Differently

By: Mike Schultz,John E. Doerr

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Insight Selling

Surprising Research on What Sales Winners Do Differently

By: Mike Schultz,John E. Doerr

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

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Page Count

263

Publisher

John Wiley & Sons

Published Date

ISBN 10

1118875060

ISBN 13

9781118875063

The Leader's Guide to Influence

How to use soft skills to get hard results

By: Fiona Dent,Mike Brent

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The Leader's Guide to Influence

How to use soft skills to get hard results

By: Fiona Dent,Mike Brent

The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed. A Leader’s Guide to Influence will show you how to step up your people skills and improve working relationships so you can get the business results you want. Combing the hugely popular areas of influence and leadership, this book will show you how to step up your interpersonal effectiveness by learning how to work more successfully with those around you, be they people you manage, colleagues, client or business partners. Through a combination of practical exercises, case studies and no-nonsense advice, this book shows you how to: Increase your confidence and impact. Communicate more effectively. Learn different tools, techniques and approaches when working with different types of people. Listen and question effectively. Develop rapport and empathy. Give better feedback. Deal with difficult situations and cope with conflict.

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Page Count

177

Publisher

Pearson UK

Published Date

ISBN 10

027376120X

ISBN 13

9780273761204

The Strategic Alliance Handbook

A Practitioners Guide to Business-to-Business Collaborations

By: Mike Nevin

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The Strategic Alliance Handbook

A Practitioners Guide to Business-to-Business Collaborations

By: Mike Nevin

Strategic alliances offer organisations an alternative to organic growth or acquisition when faced with the need to develop the business to a new level, innovate in terms of products or services or significantly reduce costs. The Strategic Alliance Handbook is a clear and complete guide to the nuts and bolts of the process behind successful collaborations. The book enables readers to understand the commercial, technical, strategic, cultural and operational logic behind any alliance and to establish an approach that is appropriate for the type of alliance they are seeking and the partner organisation(s) with whom they are working. Whether you are an alliance executive, responsible for the systems, strategy and performance of your organisation's alliancing programme or an alliance manager needing to ensure the success of a given partnership, The Strategic Alliance Handbook is an essential guide.

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Page Count

384

Publisher

CRC Press

Published Date

ISBN 10

1317014715

ISBN 13

9781317014713

New Sales

Simplified : the Essential Handbook for Prospecting and New Business Development

By: Mike Weinberg

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New Sales

Simplified : the Essential Handbook for Prospecting and New Business Development

By: Mike Weinberg

Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

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Page Count

242

Publisher

AMACOM Div American Mgmt Assn

Published Date

ISBN 10

0814431771

ISBN 13

9780814431771

The New Unblocked Manager

A Practical Guide to Self-development

By: Dave Francis,Mike Woodcock

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The New Unblocked Manager

A Practical Guide to Self-development

By: Dave Francis,Mike Woodcock

This guide pinpoints 12 potential "blockages" that could hinder the effectiveness of managerial procedures. Each blockage is extensively explained with suggestions for tackling the problem, providing a comprehensive framework for self-directed development.

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Page Count

272

Publisher

Gower Publishing, Ltd.

Published Date

ISBN 10

056607639X

ISBN 13

9780566076398

The Puffin

By: Mike P. Harris,Sarah Wanless

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The Puffin

By: Mike P. Harris,Sarah Wanless

A comprehensive monograph on the Atlantic Puffin. With its colourful beak and fast, whirring flight, this is the most recognisable and popular of all North Atlantic seabirds. Puffins spend most of the year at sea, but for a few months of the year the come to shore, nesting in burrows on steep cliffs or on inaccessible islands. Awe-inspiring numbers of these birds can sometimes be seen bobbing on the sea or flying in vast wheels over the colony, bringing fish in their beaks back to the chicks. However, the species has declined sharply over the last decade; this is due to a collapse in fish stocks caused by overfishing and global warming, combined with an exponential increase in Pipefish (which can kill the chicks). The Puffin is a revised and expanded second edition of Poyser's 1984 title on these endearing birds, widely considered to be a Poyser classic. It includes sections on their affinities, nesting and incubation, movements, foraging ecology, survivorship, predation, and research methodology; particular attention is paid to conservation, with the species considered an important 'indicator' of the health of our coasts.

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Page Count

273

Publisher

A&C Black

Published Date

ISBN 10

1408160560

ISBN 13

9781408160565

Nancy Caroline's Emergency Care in the Streets, Includes Navigate 2 Preferred Access + Nancy Caroline's Emergency Care in the Streets Student Workbook

By: American Academy of Orthopaedic Surgeons (AAOS),,Nancy L. Caroline,Bob Elling,Mike Smith

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Nancy Caroline's Emergency Care in the Streets, Includes Navigate 2 Preferred Access + Nancy Caroline's Emergency Care in the Streets Student Workbook

By: American Academy of Orthopaedic Surgeons (AAOS),,Nancy L. Caroline,Bob Elling,Mike Smith

Nancy Caroline's Emergency Care in the Streets, Seventh Edition is the next step in the evolution of the premier paramedic education program. This legendary paramedic textbook was first developed by Dr. Nancy Caroline in the early 1970s and transformed paramedic education. Today, the American Academy of Orthopaedic Surgeons is proud to continue this legacy and set the new gold standard for the paramedics of tomorrow. The Seventh Edition reflects the collective experience of its top-flight author team and decades of street wisdom. This fully updated edition covers every competency statement of the National EMS Education Standards for paramedics with clarity and precision in a concise format that ensures student comprehension and encourages critical thinking. This edition emphasizes the ideal that becoming a paramedic is a continual pursuit of growth and excellence throughout an entire career. Concepts of team leadership and professionalism are woven throughout the chapters, challenging students to become more compassionate, conscientious health care professionals as well as superior clinicians.

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Page Count

2200

Publisher

Jones & Bartlett Publishers

Published Date

ISBN 10

1449666256

ISBN 13

9781449666255

Health Fitness Management

By: Mike Bates,Mike Spezzano,Guy Danhoff

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Health Fitness Management

By: Mike Bates,Mike Spezzano,Guy Danhoff

Health Fitness Management, Third Edition, provides an in-depth picture of the challenging and rewarding role of the health and fitness club manager. Leading experts in the fitness industry share their insights in a practical manner, making this text the most authoritative and field-tested guide to fitness management success. Whether they are providing service to members, ensuring club safety and profitability, or motivating staff to perform at their best, health and fitness club managers need the right mix of skills and flexibility to support the success and continued growth of their clubs. This third edition addresses recently emerging topics and offers practical tools that will help health club managers succeed: Opening chapter scenarios set the stage and put readers in the shoes of a club manager. New case studies emphasize the importance of thoroughly understanding legal responsibilities and obligations. Best practices and tips for managing social media pages give the reader practical ways to maximize marketing efforts and grow the business. Reproducible forms save time in creating templates for common agreements and records, such as a membership agreement, an equipment maintenance form, and a guest registration and exercise liability waiver. To further support its applied approach, Health Fitness Management, Third Edition, incorporates updated research and industry trends as it leads readers through key managerial development areas. It starts with organizational fundamentals and the payoffs of thoughtful staff recruitment, training, development, and retention. It then shifts to methods for attracting and retaining members while also increasing profitability with the right mix of products and services. Finally, it reviews operational and facility management functions, covering everything from reading financial statements and maintaining equipment to understanding and managing risk. To aid with retention and for easy reference, The Bottom Line segments sum up the key points to emphasize the most important topics in the text. Learning objectives, key terms, and a list of references round out each chapter to foster a better learning experience. Instructors will have access to an instructor guide, which contains additional practical assignments, and a test package for gauging student comprehension. Written by industry experts, Health Fitness Management, Third Edition, is the fundamental resource for the management and operation of health and fitness facilities and programs. Enhanced with practical scenarios and applied knowledge, it provides a solid foundation for students preparing for a management career in the health and fitness industry, and it serves as an essential reference for professionals already enjoying the challenges and opportunities of club management.

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Page Count

385

Publisher

Human Kinetics

Published Date

ISBN 10

1492574988

ISBN 13

9781492574989

Business Express: Persuasive Communication

Convince your audience to consider your ideas and suggestions

By: Mike Clayton

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Business Express: Persuasive Communication

Convince your audience to consider your ideas and suggestions

By: Mike Clayton

If you need to be in the know in no time at all, Business Express will get you from beginner to brilliant in the blink of an eye. This fast, focused and carefully crafted eBook will help you pick up all the essential knowledge you need to know about persuasive communication, all in the shortest possible time. Learn just when you need to or well in advance; read it at your desk or on the move; dip in and out or start from scratch - it’s all up to you. But however you use it, you’ll quickly feel more confident, competent and better equipped to make things happen and keep moving ahead. - Save time – it’s quick and easy to read - Get smart – just the essential knowledge you need - Feel good – watch your confidence grow Business Express – know how in no time! It'll only take about 30 minutes for you to get up to speed on one of these other great Business Express subjects too. Seach by title, download your copies and start knowing more in no time: Managing Your Time Productively Developing Your Influencing Skills Delegating Effectively Managing Upwards Successfully Persuasive Communication Leading Your Team Through Change Making Effective Decisions Managing Performance and Appraisals Managing Difficult Situations and Discussions Negotiating With Confidence Writing Compelling Reports and Proposals Presenting With Confidence How to be Assertive Effective Mentoring Coaching Effectively Managing Productive Meetings Motivating Your Team Embracing Diversity Within Your Team Effective Problem Solving Interviewing With Confidence

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Pearson UK

Published Date

ISBN 10

1292063017

ISBN 13

9781292063010

History for the IB Diploma Paper 1 Conflict and Intervention

By: Mike Wells,Nick Fellows

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History for the IB Diploma Paper 1 Conflict and Intervention

By: Mike Wells,Nick Fellows

Comprehensive second editions of History for the IB Diploma Paper 1, revised for first teaching in 2015.

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Page Count

249

Publisher

Cambridge University Press

Published Date

ISBN 10

1107560969

ISBN 13

9781107560963

Routledge Revivals: Case for the Prosecution (1991)

Police Suspects and the Construction of Criminality

By: Mike McConville,Andrew Sanders,Roger Leng

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Routledge Revivals: Case for the Prosecution (1991)

Police Suspects and the Construction of Criminality

By: Mike McConville,Andrew Sanders,Roger Leng

Originally published in 1991, The Case for the Prosecution examines the entire process of arrest through to conviction.

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204

Publisher

Routledge

Published Date

ISBN 10

1351245368

ISBN 13

9781351245364

Market Research in Health and Social Care

By: Mike Luck,Rob Pocock,Mike Tricker

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Market Research in Health and Social Care

By: Mike Luck,Rob Pocock,Mike Tricker

The shift to managed markets has meant that whilst planners and purchasers of health and social services seek information on needs, managers who provide these services seek information on performance and response. Market research contributes to both. This text is a comprehensive and rigorous introduction to the relevance, planning and management of market research in the areas of health and social care that have developed in Britain and most other industrialised countries. It features: * an explanation of how managed markets provide the context for market research * a comprehensive guide to choosing the appropriate survey method * recommendations for commissioning, monitoring and implementing results * practical advice on producing successful student projects * a comparative international perspective. Intended for managers and students of public sector management and marketing, this outstanding book contains instruction on research methods, practical advice for managers and professionals on how to commission, monitor and implement the results of market research, and an excellent selection of case studies.

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361

Publisher

Routledge

Published Date

ISBN 10

113462185X

ISBN 13

9781134621859

Promising Genomics

Iceland and deCODE Genetics in a World of Speculation

By: Mike Fortun

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Promising Genomics

Iceland and deCODE Genetics in a World of Speculation

By: Mike Fortun

Part detective story, part exposé, and part travelogue, Promising Genomics investigates one of the signature biotech stories of our time and, in so doing, opens a window onto the high-speed, high-tech, and high-finance world of genome science. In a luminous account, Mike Fortun investigates how deCODE Genetics, in Iceland, became one of the wealthiest companies of its kind, as well as one of the most scandalous, with its plan to use the genes and medical records of the entire Icelandic population for scientific research. Delving into the poetry of W. H. Auden, the novels of Halldór Laxness, and the perils of Keiko the killer whale, Fortun maps the contemporary genomics landscape at a time when we must begin to ask questions about what "life" is made of in the age of DNA, databases, and derivatives trading.

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344

Publisher

Univ of California Press

Published Date

ISBN 10

0520942612

ISBN 13

9780520942615

Raising Boys' Achievement In Secondary Schools

issues, dilemmas and opportunities

By: Younger, Mike,Warrington, Molly,McLellan, Ros

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Raising Boys' Achievement In Secondary Schools

issues, dilemmas and opportunities

By: Younger, Mike,Warrington, Molly,McLellan, Ros

Boysâ€™ achievement has attracted great attention in recent years in many countries. This comprehensive book based on sound research in schools provides practical insights into how the achievement of boysand girls can be raised. It reminds us that it is not all boys or no girlswho underachieve. It demonstrates the respective roles of teaching andlearning, school culture and social factors. No easy answers butexcellent ideas backed by evidence from authoritative, thoroughresearchers with a firm basis in schools." Judy Sebba, Professor of Education, University of Sussex "Teachers will find this book invaluable. It is based on quality researchwhich actually evaluates the impact of the various strategies suggestedfor raising boys' achievement. What is more, in contrast to many of themore 'quick-fix' works in this field, the authorsâ€™ discussion and analysisis measured and nuanced, and supported by an in-depth understandingof the wealth of theory and research around gender and achievement.It provides a welcome and weighty contribution to an evercontroversial debate." Becky Francis, London Metropolitan University In this important book, the authors evaluate different approaches and advocate practical, evidence-based strategies, which have the potential to promote boysâ€™ as well as girlsâ€™ achievements. The approaches are discussed within the context of inclusivity, acknowledging the diverse needs and interests of different boys and the invisibility and continuing disadvantage of some girls. The book begins and ends with reflections from students of their own school experiences, and makes practical recommendations for the future. This book draws upon empirical research and work initiated as part of the DfES project on Raising Boysâ€™ Achievement. It brings together theoretical and practical issues, and reflects upon the construction of the debate about boysâ€™ apparent under-achievement from the perspectives of girls as well as boys. The authors critically explore notions of under-achievement and â€˜value addedâ€™, and consider how useful the concept of the â€˜gender gapâ€™ is in advancing the debates. Raising Boysâ€™ Achievement in Secondary Schoolsis key reading for undergraduate and postgraduate Education students, PGCE students, headteachers, senior managers within schools and local education authorities, and policy makers.

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221

Publisher

McGraw-Hill Education (UK)

Published Date

ISBN 10

0335216080

ISBN 13

9780335216086

Sales Meeting Companion

By: Dave Skrobot,Mike Rolland

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Sales Meeting Companion

By: Dave Skrobot,Mike Rolland

A unique and revolutionary "How- to" book targeted towards any Manager who endeavors to produce more effective, knowledge- based meetings. Sales Meeting Companion provides the reader with three different tools, packaged in a 188-page, user-friendly paperback. First Section: Storybook A series of stories relating to how and what can go wrong in sales meetings and why many employees walk out scratching their heads, thinking, "What a waste of time". This section provides solutions that make "go- nowhere" meetings a thing of the past. Second Section: Chapters Lessonbook This part invites the reader to browse 26 different chapters that will accelerate sales, improve customer service, and increase client retention. Third Section: Toolbook The last section summarizes and gives the manager an area to compile notes for his/her future meetings. Each toolbook comprises a thesis paragraph encapsulating the root of the chapter, along with thought- provoking questions and answers which are easily used by the manager to challenge and test the sales staff. Each of these chapters makes it easy for the Manager to give new and insightfu information for powerful weekly or bi-weekly meetings.

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197

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Trafford Publishing

Published Date

ISBN 10

1412028558

ISBN 13

9781412028554

Handling Resistance Pocketbook

By: Mike Clayton

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Handling Resistance Pocketbook

By: Mike Clayton

Resistance, with its unproductive cycle of challenge and conflict, frequently stifles new ideas and holds back change. The Handling Resistance Pocketbook looks at the reasons why people resist, how you can identify the level of their resistance and, vitally, the tactics you can adopt to handle the resistance in a positive, respectful and productive way. To engage positively with resistance and manage it effectively you must first understand it. Author Dr Mike Clayton's innovative onion model gives readers a clear and succinct insight into the different layers of resistance and for each layer he suggests practical steps for tackling the issues. For the trainer there are tips on handling resistance to learning, for the salesperson there is advice on overcoming objections to sales pitches and for the team leader there are strategies for implementing change and gaining acceptance of new ideas. From the author of the Management Models Pocketbook.

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114

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Management Pocketbooks

Published Date

ISBN 10

190707855X

ISBN 13

9781907078552

Can Sell.... Will Sell

A Step by Step Guide to Successful Selling for Sales People and Small Business

By: Mike White

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Can Sell.... Will Sell

A Step by Step Guide to Successful Selling for Sales People and Small Business

By: Mike White

We show you how to: Be an effective face to face and social networker Make effective telephone sales calls Conduct productive meetings Make powerful PowerPoint presentations Successfully negotiate and close the deal There are many guide books that support sales people and small business in advising them of what they should do not what to do. CanSellWillSell aims to give you a single reference point to give you the confidence, tools and techniques to know how to achieve success in sales. This guide is for business owners who dont have a background in sales, but value its importance and for sales people needing a reminder of the basics of effective selling. The content comes from a combination of lessons learned, experiences enjoyed and advice received from over 30 years experience in sales, sales management and sales training. Bringing all this together to provide a step by step guide to the sales process has a simple aim to share best practice in an easily to follow format and support you in your sales activities.

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179

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AuthorHouse

Published Date

ISBN 10

1496999819

ISBN 13

9781496999818

The A-Z of Learning

Tips and Techniques for Teachers

By: Mike Leibling,Robin Prior

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The A-Z of Learning

Tips and Techniques for Teachers

By: Mike Leibling,Robin Prior

A handy compendium packed with facts and techniques that teachers will find useful to have at their fingertips. It offers over 1,000 answers, definitions and practical tips for the many questions that teachers need to answer.

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177

Publisher

Psychology Press

Published Date

ISBN 10

041533506X

ISBN 13

9780415335065

How to Influence in any situation

By: Mike Clayton

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How to Influence in any situation

By: Mike Clayton

Whatever you do in life, whatever you hope to achieve, How to Influence in Any Situation will help you get there – with the power of influence. It shows you how to build the support, trust and respect you need to propel your life forwards to take on challenge after challenge. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

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148

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Pearson UK

Published Date

ISBN 10

1292084022

ISBN 13

9781292084022

Business Networking for Veterans

A Guidebook for a Successful Military Transition into the Civilian Workforce

By: Mike Abrams,Michael Lawrence Faulkner,Andrea Nierenberg

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Business Networking for Veterans

A Guidebook for a Successful Military Transition into the Civilian Workforce

By: Mike Abrams,Michael Lawrence Faulkner,Andrea Nierenberg

Your military skills and experience will be invaluable to you in civilian life. But your successful transition won't just happen. You need a network of people who can help you decide where you want to go[md]and then help you get there. Don’t know how to build that network? No problem: Business Networking for Veterans will help you. Not comfortable drawing attention to yourself? Don't worry: networking is about service, not showing off. And service is something you've already mastered. Authored by two former U.S. Marines and a world-renowned business consultant, Business Networking for Veterans will teach you everything you need to know to succeed. From start to finish, it focuses on the unique challenges you face as a transitioning veteran[md]and the unique skills and resources you bring to the table. You've already proven yourself as a leader in service to your country. This book will help you do it as a civilian, too. · Why networking is even more important for transitioning veterans Employers won't just hire you, because they may not understand you · How to network well even if you're not comfortable doing it Not a natural talker? Use your powerful listening skills · How to use online social networks to support your in-person networking Magnify your impact with LinkedIn, Facebook, and other online services · Where to start today A complete plan that starts with the network you already have

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203

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FT Press

Published Date

ISBN 10

0133742091

ISBN 13

9780133742091

The Army of the Roman Republic

The Second Century BC, Polybius and the Camps at Numantia, Spain

By: Mike Dobson

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The Army of the Roman Republic

The Second Century BC, Polybius and the Camps at Numantia, Spain

By: Mike Dobson

The main source of archaeological evidence for Late Roman Republican camps is a complex of installations around the Iberian city of Numantia in Spain, excavated by Adolf Schulten in the early 1900s. This book reassesses Schulten and concludes that much of his interpretation is questionable. Radically different alternative reconstructions making use of recent fieldwork are presented for several of the sites. A discussion of dating evidence leads to alternative dates being offered for some of the camps. To aid interpreting the sites, army organisation and art of encampment for the period of the Numantine Wars is discussed. This study gives added importance to the sites at Numantia, for they not only form the main source of archaeological evidence for Late Republican camps, but provide evidence for the form of camp for both the late manipular army and the early cohort one.

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527

Publisher

Oxbow Books

Published Date

ISBN 10

1782975586

ISBN 13

9781782975588

The Leader's Guide to Coaching & Mentoring

By: Fiona Dent,Mike Brent

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The Leader's Guide to Coaching & Mentoring

By: Fiona Dent,Mike Brent

The Leader’s Guide to Coaching & Mentoring is a highly practical handbook that helps managers get the most out of their people. It includes grounded advice on the practicalities of both coaching and mentoring – such as how to structure a session – as well as core content on: · The skills required for coaching and mentoring, including listening, questioning, observing body language, challenging and affirming · The established processes for coaching and mentoring, such as GROW, relational coaching, reverse mentoring and solution-focused coaching · The scenarios in which coaching and mentoring skills are particularly appropriate, for example, coaching under-performers, coaching star performers and coaching for career development There is also a handy section on the 10 pitfalls to avoid when coaching or mentoring. Written in the no-nonsense and engaging style of the other Leader’s Guide books, this is the best tool on the market for managers wanting to coach their people to optimum performance. 'In this hands-on book, Mike and Fiona highlight the real difference between conventional management and effective leadership: management is a profession, while coaching is much wider; it encourages social interaction and a focus on human relationships at work. That’s what new generations expect and respect.' Laurent Choain, Chief People & Communication Officer, Mazars Group 'It’s not always easy for managers to recognise what real coaching is, let alone its value. This book makes a compelling case for the Manager as Coach and contains real, usable examples of how to go about it.' Ian Johnston, Chief Executive, Dubai Financial Services Authority

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186

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Pearson UK

Published Date

ISBN 10

129207437X

ISBN 13

9781292074375

Business Express: Developing your influencing skills

Make people listen to and be persuaded by what you are saying

By: Mike Clayton

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Business Express: Developing your influencing skills

Make people listen to and be persuaded by what you are saying

By: Mike Clayton

If you need to be in the know in no time at all, Business Express will get you from beginner to brilliant in the blink of an eye. This fast, focused and carefully crafted eBook will help you pick up all the essential knowledge you need to know about influence, all in the shortest possible time. Learn just when you need to or well in advance; read it at your desk or on the move; dip in and out or start from scratch - it’s all up to you. But however you use it, you’ll quickly feel more confident, competent and better equipped to make things happen and keep moving ahead. - Save time – it’s quick and easy to read - Get smart – just the essential knowledge you need - Feel good – watch your confidence grow Business Express – know how in no time! It'll only take about 30 minutes for you to get up to speed on one of these other great Business Express subjects too. Seach by title, download your copies and start knowing more in no time: Managing Your Time Productively Developing Your Influencing Skills Delegating Effectively Managing Upwards Successfully Persuasive Communication Leading Your Team Through Change Making Effective Decisions Managing Performance and Appraisals Managing Difficult Situations and Discussions Negotiating With Confidence Writing Compelling Reports and Proposals Presenting With Confidence How to be Assertive Effective Mentoring Coaching Effectively Managing Productive Meetings Motivating Your Team Embracing Diversity Within Your Team Effective Problem Solving Interviewing With Confidence

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Pearson UK

Published Date

ISBN 10

1292063068

ISBN 13

9781292063065

Heat and Light

Advice for the Next Generation of Journalists

By: Mike Wallace,Beth Knobel

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Heat and Light

Advice for the Next Generation of Journalists

By: Mike Wallace,Beth Knobel

In Heat & Light, a legendary journalist and a journalism professor join forces to offer a one-of-a-kind guide for our next generation of great journalists. Drawing on the authors' decades of experience at the top of the field and inspired directly by beginners’ most frequently asked questions, Heat & Light offers invaluable advice on such topics as: · balancing drama and information (‘heat’ vs. ‘light’) · generating and evaluating story ideas · the secrets to crafting good ledes · creating strong packages for the internet, tv, and radio · the specific requirements of writing for print and broadcast · the art of the interview Along the way, the authors share countless anecdotes from their own storied careers—and discuss larger questions such as the rapidly growing role of digital media and what it means for today’s aspiring journalists. Includes an extensive "reporter’s toolbox" of checklists, techniques, and resources

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290

Publisher

Crown

Published Date

ISBN 10

0307464652

ISBN 13

9780307464651

Global Marketing Management

By: Masaaki (Mike) Kotabe,Kristiaan Helsen

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Global Marketing Management

By: Masaaki (Mike) Kotabe,Kristiaan Helsen

Global Marketing Management, 8th Edition combines academic rigor, contemporary relevance, and student-friendly readability to review how marketing managers can succeed in the increasingly competitive international business environment. This in-depth yet accessible textbook helps students understand state-of-the-art global marketing practices and recognize how marketing managers work across business functions to achieve overall corporate goals. The author provides relevant historical background and offers logical explanations of current trends based on information from marketing executives and academic researchers around the world. Designed for students majoring in business, this thoroughly updated eighth edition both describes today's multilateral realities and explores the future of marketing in a global context. Building upon four main themes, the text discusses marketing management in light of the drastic changes the global economy has undergone, the explosive growth of information technology and e-commerce, the economic and political forces of globalization, and the various consequences of corporate action such as environmental pollution, substandard food safely, and unsafe work environments. Each chapter contains review and discussion questions to encourage classroom participation and strengthen student learning.

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770

Publisher

John Wiley & Sons

Published Date

ISBN 10

1119563119

ISBN 13

9781119563112

What We Say and How We Say It Matter

Teacher Talk That Improves Student Learning and Behavior

By: Mike Anderson

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What We Say and How We Say It Matter

Teacher Talk That Improves Student Learning and Behavior

By: Mike Anderson

We all want our students to feel safe, collaborate well with others, feel ownership for their learning, and be joyfully engaged in their work. Nevertheless, many teachers end up using language patterns that undermine these goals. Do any of these scenarios sound familiar? We want students to take responsibility for their learning, yet we use language that implies teacher ownership. We want to build positive relationships with students, yet we use sarcasm when we get frustrated. We want students to think learning is fun, yet we sometimes make comments that suggest the opposite. We want students to exhibit good behavior because it's the right thing to do, yet we rely on threats and bribes, which implies students don’t naturally want to be good. What teachers say to students—when they praise or discipline, give directions or ask questions, and introduce concepts or share stories—affects student learning and behavior. A slight change in intonation can also dramatically change how language feels for students. In What We Say and How We Say It Matter, Mike Anderson digs into the nuances of language in the classroom. This book's many examples will help teachers examine their language habits and intentionally improve their classroom practice so their language matches and supports their goals.

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178

Publisher

ASCD

Published Date

ISBN 10

1416627057

ISBN 13

9781416627050

Eastern Alpine Guide

Natural History and Conservation of Mountain Tundra East of the Rockies

By: Mike Jones,Liz Willey

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Eastern Alpine Guide

Natural History and Conservation of Mountain Tundra East of the Rockies

By: Mike Jones,Liz Willey

Explore the wonders of eastern North America's alpine regions

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370

Publisher

Brandeis University Press

Published Date

ISBN 10

1512603023

ISBN 13

9781512603026

Team Metrics

Resources for Measuring and Improving Team Performance

By: Mike Woodcock

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Team Metrics

Resources for Measuring and Improving Team Performance

By: Mike Woodcock

Mike Woodcock and Dave Francis are two of the most influential writers and designers of materials for team development of the last 30 years. This collection of Team Metrics brings together some of their very best material for measuring aspects of team performance. The collection includes a variety of audits, questionnaires and surveys, which can be used in a training environment or as real-time team interventions. The 27 items in the collection cover team and team leader skills, team development, team motivation, team roles, team culture, climate and communication, making this a must-have collection of team development materials for trainers, facilitators and team leaders. A CD is supplied with every manual which provides a Powerpoint slide presentation for each of the 27 metrics.

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337

Publisher

Routledge

Published Date

ISBN 10

1351547062

ISBN 13

9781351547062

The Sports Leadership Playbook

Principles and Techniques for Coaches and Captains

By: Mike Voight

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The Sports Leadership Playbook

Principles and Techniques for Coaches and Captains

By: Mike Voight

Examples of ineffective and even negative leaders are all too abundant in sports. Poor leadership attitudes are a great loss for players, coaches, teams, schools, communities and society as a whole. To become productive leaders, coaches, administrators and parents need guidance and resources. This book reveals what the most revered scholars and icons from business and other leadership fields know about leadership theory, research and practice--and applies the results to the world of sport. This is a book parents, coaches and administrators can use to maximize their own leadership potential as well as teach leadership to those under their charge.

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Page Count

331

Publisher

McFarland

Published Date

ISBN 10

0786494115

ISBN 13

9780786494118

Book's by Mike Rapport

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