Agile/iterative methods: From business case to successful implementation
This is the definitive guide for managers and students to agile and iterative development methods: what they are, how they work, how to implement themand why you should.
Using statistically significant research and large-scale case studies, noted methods expert Craig Larman presents the most convincing case ever made for iterative development. Larman offers a concise, information-packed summary of the key ideas that drive all agile and iterative processes, with the details of four noteworthy iterative methods: Scrum, XP, RUP, and Evo. Coverage includes:
??” Compelling evidence that iterative methods reduce project risk ??” Frequently asked questions ??” Agile and iterative values and practices ??” Dozens of useful iterative and agile practice tips ??” New management skills for agile/iterative project leaders ??” Key practices of Scrum, XP, RUP, and Evo
Whether you're an IT executive, project manager, student of software engineering, or developer, Craig Larman will help you understand the promise of agile/iterative development, sell it throughout your organizationaeand transform the promise into reality.

Stephen R. Covey, author of
"Every executive in search of strategic change should examine Black and Gregersen's innovative approach to... achieve breakthrough strategic change."
--This text refers to an out of print or unavailable edition of this title.
J.W. Marriott, Jr., Chairman and CEO, Marriott International, Inc.
"For any executive this is an excellent roadmap for leading strategic change!"
--This text refers to an out of print or unavailable edition of this title.

Proven techniques from the world's most famous police negotiator turned business consultant. As chief negotiator for the NYPD, Dominick Misino talked people down from bridges, got felons to give up hostages, and even disarmed terrorists with a few well-chosen words. But Misino's fame as a crack negotiator isn't limited to the world of law enforcement. One of today's most sought-after experts on business negotiation, he's shown managers around the globe how to apply his proven techniques to their business negotiations. In Negotiate and Win, Misino:
* Tells readers how to be better negotiators in business and in life, including how to get the best deal from suppliers, winning the raise you want, and persuading kids to do the right thing
* Shares riveting anecdotes--from how he got a jumper down off the Whitestone Bridge to how he persuaded skyjackers to surrender
* Walks readers through tested-inthe- trenches strategies that defy conventional wisdom

The program that is revolutionizing highend selling, by showing companies how to ???clone??? their top sales performers. CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues.

CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals:
* Transform sales calls into interactive conversations
* Position their offerings in relation to buyer needs
* Facilitate a more consistent customer experience
* Achieve shorter sales cycles
* Integrate sales and marketing into a cooperative, cross-functional team

CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

On the heels of recent stock market tumbles and deceptions, value investing--the staple of investing greats from Benjamin Graham to Warren Buffett--has roared back into the spotlight. Value Investing Today returns with a new edition, filled with updated information and advice to give investors the skills and knowledge to become successful value investors.

Broader in scope than previous editions, this third edition offers fresh lessons investors can use to uncover stocks that are, for whatever reason, underpriced in relation to their value. Updates to this edition include:

New chapters on the psychology of investing and corporate governance
Expanded discussions on the importance of margin of safety
Increased correlations among world markets, and how to capitalize on them

The classic "features and benefits" sales approach is dead. To sell today, you must add value, provide perspective, and show customers how your product will quickly and consistently solve their specific needs.

First, of course, you must listen to your customers--to discover exactly what their specific needs are.

Stop Telling, Start Selling outlines a battle-tested, six-step program for hearing and understanding exactly what your customers have to say and selling solutions instead of just selling products. Legendary sales trainer and author Linda Richardson presents 22 powerful lessons you can use to:
??” Learn from your customers ??” Develop a questioning strategy ??” Drill down to needs ??” Listen to question meaning ??” Use objections to win business ??” Position solutions ??” Avoid closing tactics ??” Leverage your resources ??” Build your dialogues
Selling has never been more difficult than it is today. Internet-savvy customers already know what your product is; they want to know what it can do for them. Stop Telling, Start Selling will show you how to sell to today's customers, not by what you tell them but by how well you listen to what they have to say--and persuasively position the value you bring to meet their business and personal needs.

The inspiring Careers for You series encourages career explorers to examine the job market through the unique lens of their own interests.
Includes:
* The latest information on training and education
* Tips on transforming hobbies into job skills
* Stories of success from each field
* Expert advice on finding and getting the job
* Advice on competing in hot job markets

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:
* Helps readers select the right compensation strategy for their firm
* Provides step-by-step guidance to implementing various approaches
* Simplifies the mathematical formulas that are a thorn in most manager's side

A practical, straight-talking guide to thriving in today's tumultuous workplace
According to author Linda Dominguez, today's turbulent work environment is rife with advancement opportunities for those who know how to seize them. In How to Shine at Work she describes 14 surefire strategies, as well as dozens of techniques and tips, for charting a course through today's work environment and coming out at the head of the pack.
Among other things, readers learn how to deal with ever-changing bosses; market themselves to their superiors and peers; master office politics; gain visibility--even in remote office; cope with difficult workers; and land a promotion and a raise in any economy. How to Shine at Work features:

??” Case studies and real-world examples taken from AT&T, Oracle, Starbucks, Prudential, and other Dominguez clients ??” Quotes and words of wisdom from executives and career coaches ??” Valuable self-tests, worksheets, and checklists