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The book focuses on the special nature of winning significant business in competitive markets in pitches involving several formal stages. It will: - Review the essential processes of making complex sales and the role of core techniques of persuasion - Show how to handle initial contacts and meetings and obtain a clear brief regarding...

Negotiation is an essential element of almost all of our interactions - personally and professionally. It's part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don't negotiate well risk falling victim to those who do. Throughout his career, success...

This handbook in two volumes covers key topics of the theory of financial decision making. Some of the papers discuss real applications or case studies as well. There are a number of new papers that have never been published before especially in Volume II. Volume I is concerned with Decision Making Under Uncertainty. This includes subsections on...

The key to successful project control is the fusing of cost to schedule whereby the management of one helps to manage the other. Project Control: Integrating Cost and Schedule in Construction explores the reasons behind and the methodologies for proper planning, monitoring, and controlling both project costs and schedule. Filling a current void...

The newest edition of the book that has become a classic on team building, this fifth edition describes the Four Cs of the Team Development Model: Context-Laying the Foundation for Team Success; Composition-Getting the Right People on the Bus; Competencies-Developing Team Skills for High Performance; and, Change-Devising More Effective Ways of...

Although the Russian Imperial Army Air Service consisted of no more than four BAGs (Boevaya Aviatsionniy Gruppa - battle aviation groups), each controlling three or four smaller AOIs (Aviatsionniy Otryad Istrebitelei - fighter aviation detachments) equipped with a variety of aircraft types, its fighter pilots nevertheless gave a good account of...