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This fascinating and instructive book offers a revealing, blow-by-blow description of secret, headline-making negotiations in the Middleast, Korea, Africa, and Bosnia, as well as an invaluable guide to conducting such a difficult process of tremendous practical application to a wide variety of conflict resolution professionals.

Based on extensive interviews and research with key players at the highest level, this book not only tells some incredibly dramatic stories but shows how to use these demonstrated strategies, skills, improvisational interventions and other techniques. Detailing breakthrough negotiations which brought the Israelis and Palestinians together for the first time in Oslo, built the Gulf War Coalition, ended the great divide between North and South Korea, and terminated the war in Bosnia, the authors employ a compelling narrative and didactic style to explain how to understand and apply sophisticated, field-tested methods of dispute resolution in a variety of situations.

• Sales Rank: #581106 in Books
• Brand: Brand: Jossey-Bass
• Published on: 2001-10-29
• Original language: English
• Number of items: 1
• Dimensions: 9.74" h x 1.30" w x 7.19" l, 1.40 pounds
• Binding: Paperback
• 368 pages

Features

• Used Book in Good Condition

From Library Journal

Using a "context of deep-rooted ethnic and ideological" differences, Watkins (Harvard Business Sch.; Winning the Influence Game) and Rosegrant, a journalist and case writer for Harvard's JFK School of Government, identify four core tasks in "breakthrough negotiations." The first is to diagnose the structure of the conflict; the second, to identify barriers to resolution; the third, to manage conflicts that arise within the process; and the fourth, to build momentum with creative deal making. Four 20th-century conflicts help the authors illustrate the application of these tasks: U.S. negotiations with North Korea over their nuclear armament, the ongoing Middle East crisis, the recent strife in Bosnia, and conflict in Iraq. Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator. Complexity is at the root of all breakthrough negotiations, and, as the authors point out, "Even highly successful negotiations are points on a continuum, not the end of the story." For academic, law, and public libraries. Julie Denny, Resolutions, Amenia, NY

Copyright 2002 Cahners Business Information, Inc.

Review
"Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator." (Library Journal, 1/02)

"The book also offers practical advice in the international arena as well as in government, business and life." (The Texas Mediator, Spring 2002)

"What a book! What a surprise! What relevance!" (Conflict Resolution Notes, April 2003)

"It is essential reading for the experienced student of negotiations." (Book Review Digest, April 2003)

Review
Winner of the CPR Institute's prize for outstanding book in the field of negotiation and dispute resolution for 2001. CPR is the leading US professional organization of dispute resolution professionals.

"We have learned the hard way that much of what we knew about how to navigate in the world does not work in the post-Cold War era. If we are to meet the challenges of negotiating in an increasingly complex world, we need fresh thinking. Breakthrough International Negotiation is an enormous contribution to meeting that need. It is a fascinating examination of recent breakthrough negotiations and their implications for negotiations of all sorts. Watkins and Rosegrant mine these experiences skillfully to fashion a set of practical tools for conducting negotiations and achieving breakthroughs. The general principles and practices that flow from their combined narratives and analytical assessments will be of great value to every practitioner in government and business." (John P. White, lecturer in public policy, Kennedy School of Government, former U.S. Deputy Secretary of Defense, and editor of Keeping the Edge: Managing Defense for the Future)

"As globalization forces more and more companies to operate in the international environment, the capacity to conduct effective "corporate diplomacy" has become a strategic imperative. Though Breakthrough International Negotiation draws on case studies in international diplomatic negotiation, it also provides a powerful, actionable framework for managing global business challenges. It is a must-read for senior executives charged with running international operations or working with foreign governments and NGOs." (Quentin Heim, vice president, of public affairs, Pfizer Pharmaceuticals)

"Watkins and Rosegrant capture the essence of diplomacy in their accounts of the great international negotiations of the nineties. They also provide a powerful framework for making breakthroughs happen in any complex negotiation. Diplomats and business people alike can profit from this remarkable analysis." (Bennett Freeman, former Deputy Assistant Secretary of State for Democracy, Human Rights and Labor, and former manager of corporate affairs, General Electric)

Most helpful customer reviews

6 of 6 people found the following review helpful.
excellent textbook
By Orrin C. Judd
Michael Watkins and Susan Rosegrant--a Harvard Business School professor and a Kennedy School case writer respectively--have written a
book that succeeds on several levels but that is ultimately less powerful than it might have been, probably as a result of trying to serve too
many masters. The authors provide really fascinating accounts of four post-Cold War negotiations--nuclear arms proliferation talks between
the U.S. and North Korea; the Israeli-Palestinian talks leading to the Oslo Accords; the creation of the Gulf War coalition (1991); and the
confrontation between the US (and Europe) and Serbia that led to the Dayton Peace Accords--that each resulted, in their view, in some kind
of major breakthrough, some difficult to achieve result. These accounts are based on what must have been extensive interviews with key
players, who are quoted frequently and who share the concerns and concepts that influenced them. The book would be worthwhile even if
all it contained were these detailed, often thrilling, narratives of several significant recent foreign policy conflicts.
But, in addition, these four negotiations provide the authors with the jump off points for extensive discussions of the personalities involved
and the tactics they used. The book is published by the Program on Negotiation at Harvard Law School, and in many ways it represents an
attempt to bring the Socratic method out of the class room and on to the written page. In parenthetical asides they ask the reader to consider
why certain players took certain actions or how a key decision may have influenced the whole course of events, etc.. As you read, the
authors are virtually present, pushing and prodding (in a helpful way) to make sure that you are conscious of the negotiating ploys that
participants utilize.
Meanwhile, in their own analysis of events, they spell out the four core concepts of what they call "breakthrough negotiation" :
(1) Diagnosing structure
(2) Identifying barriers to agreement
(3) Managing conflict
(4) Building momentum
and seven principles that guide breakthrough negotiators :
(1) Breakthrough Negotiators Shape the Structure of Their Situations
(2) Breakthrough Negotiators Organize to Learn
(3) Breakthrough Negotiators are Masters of Process Design
(4) Breakthrough Negotiators Foster Agreement When Possible But Employ Force When Necessary
(5) Breakthrough Negotiators Anticipate and Manage Conflict
(6) Breakthrough Negotiators Build Momentum Toward Agreement
(7) Breakthrough Negotiators Lead from the Middle
They use innumerable examples to illustrate these concepts and principles and the overall structure certainly provides a framework that
would be useful to anyone involved in negotiations. In this regard, they have produced what will likely be an excellent textbook for use in
the classroom.
So far so good; but the book also seems to be at least partially intended for a wider audience, and here it runs into some difficulties, largely
as a result of the textbook format and of the choice of geopolitical negotiations as a subject matter. As a threshold matter, I don't believe
that these negotiations between nation states hold terribly many lessons for business executives, who are presumably a significant portion of
the intended wider audience, because one or both of the participants in these cases usually lack the option of just ending the negotiation, an
option which is almost always available in the business setting. Coca-Cola can simply decide not to buy Joe's Cola and can walk away, but
Serbia can't really ignore the United States and Western Europe. No businessman, not even a Bill Gates, is ever likely to have the
overwhelming leverage that the U.S. brings to the negotiating table.
The biggest problem though is that if you apply the first of the authors' own core concepts (diagnosing structure) to their chosen four
examples you see that the breakthrough generally occurred prior to, or at, the moment negotiations started. Thus, the actual content of the
Oslo Accords was pretty much insignificant; what really mattered was the implicit admission by the parties that Israel and a Palestinian state
were each realities that the other side needed to cope with. Even today, with the relationship between Israel and the Palestinians at its all
time nadir, they are relatively close to a final accord. Israel will eventually declare a Palestinian state unilaterally and the Palestinians will
be forced to accept the boundaries that Israel imposes. The breakthrough occurred with Oslo when the two sides, just by entering
negotiations, acknowledged each others existence as a political fact.
(...)
Mind you, the authors are so thorough, insightful, and honest that they do discuss many of these issues, even if only tangentially, and they
are forthright in depicting "breakthrough negotiators" as those folks (Richard Holbrooke and James Baker, for example) who keep their eye
on the big picture and don't get distracted by the particulars of agreements. (...)

4 of 4 people found the following review helpful.
A Framework for Negotiating Complexity
By Marjorie C. Aaron
Breakthrough International Negotiation skillfully synthesizes the most important negotiation literature, and develops a new and more sophisticated framework to help a negotiator formulate strategy in complex, high stakes negotiation contexts. The book's framework yields a series of questions and issues for the negotiator to consider in preparation, at the table and away from the table. It is not and cannot be a simple "how to". Rather, it enables the intelligent reader to become a more reflective practioner, by suggesting what questions to ask him or herself and thus how to learn well from experience. I am familiar with much of the existing negotiation literature; this is the first one to closely describe the real world of messy and hard to manage negotiations. Negotiations lessons aside, the chapters of "thick" description of recent major international negotiations are fascinating and closely focused history. They also serve as sources for the authors' framework, and help the reader understand how to apply it.
This book's value is not at all limited to international diplomacy. As a professor teaching negotiation in a law school, I plan to assign significant portions to my students and to recommend it to legal professionals. I would send it to any friend who is a leader in an organization, thrust into complex, high stakes, hard to manage negotiations.
It is beautifully written, a pleasure to read.

2 of 2 people found the following review helpful.
Understanding Negotiations Through Case Studies
By Dr. C. G. Mazzucelli
This volume provides an excellent conceptual framework for analyzing four post-Cold War conflicts: the United States' nuclear dispute with North Korea; the Oslo peace negotiations; coalition building in the Gulf crisis; and the Dayton talks to end the war in Bosnia. Its authors, an associate professor of business administration at Harvard Business School and a case writer at the John F. Kennedy School of Government, rely on the support of the Program on Negotiation at Harvard Law School in their research. The book's great strength is the tight link the authors establish between negotiation analysis and the case studies.
In the initial chapter, the authors identify seven principles used by "breakthrough negotiators," the people who are capable of working around seemingly insurmountable obstacles, or of achieving unexpectedly positive resolutions through the negotiating process. The authors show that breakthrough negotiators shape the structure of negotiating situations; create time to learn about colleagues at the table; control the bargaining process to influence perceptions of interests and alternatives by each party involved; understand the interaction between diplomacy and the use of force; diagnose potential sources of conflict; build momentum to secure an agreement; and act to bridge internal bargaining within their own teams, and external negotiations with those around the table.
The core concepts presented in the first part of the volume--diagnosing structure, identifying barriers to agreement, managing conflict, and building momentum--are familiar to those conversant with the negotiation literature. Their application, particularly to the North Korean case, sheds light on the issues and the interests of each side. For example, the authors illuminate with interesting details the mediating role of former president Jimmy Carter and the negotiating style of Robert Gallucci, former assistant secretary for political-military affairs.
The second part of the volume examines the approaches experienced negotiators use to manage conflict and build momentum. In analyzing the Oslo process, the authors make a crucial distinction and describe the role of the Norwegians as facilitators, not mediators. In other words, the Norwegians aimed to help the parties get to know each other and overcome psychological barriers. Much of the preparatory work in negotiations and coalition building involves attitudinal structuring and is, therefore, rooted in social psychology and intercultural awareness. In light of this fact, the volume would be strengthened by an explicit reference to an ethics of negotiations, addressing the ways in which questions of fairness, justice, and transparency come into play. The Gulf coalition and the Dayton cases underscore the necessity of informing domestic constituencies about the pressures of the international negotiation processes. A key ethical concern, to which the authors might have devoted more attention, is how a third-party mediator can help ensure that any settlement be perceived as the end result of the parties' own negotiation process instead of as his or her arbitrary dictate.
In the Dayton case, the fact that the negotiations did not address Kosovo and the significant Albanian majority there is obviously significant. This omission led to the increasingly violent acts of the Kosovo Liberation Army that preceded the NATO bombing campaign of Serbia in the spring of 1999. These events raise a crucial point, related to Kant's categorical imperative, about the ways in which negotiators may retain respect for the basic human rights of those who are not present. Kant asks his fellow human beings to treat others as having intrinsic value and to act in accordance with principles that are valid for others. According to Kant, then, we are obliged to consider techniques negotiators could develop to focus attention on the rights of those not at the table, because their destinies may be profoundly altered by agreements reached in their absence. The authors, however, do not explore this issue.
Even though a more explicit reference to the ethics of negotiations could strengthen this volume, its content provides an excellent point of departure for analyzing the intrastate conflict that most likely will dominate the twenty-first-century agenda. The cases rely on interviews with a number of the key actors involved in the negotiations analyzed. In addition, each case is written in a clear and concise manner that allows for role-playing and debriefing in classes addressing global politics. The closing pages provide an easily accessible update of the cases. A leading group of alternative dispute-resolution professionals has already awarded this book its annual prize. For practitioners, students, and instructors, Breakthrough International Negotiation is one of the best sources for the analysis and teaching of negotiation in practice--especially given the challenges we face in the current environment.

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Studienarbeit aus dem Jahr 2006 im Fachbereich Jura - �ffentliches Recht / VerwaltungsR, Note: 13, Universit�t Augsburg, Veranstaltung: Aktuelle Probleme des modernen Polizeirechts, 22 Quellen im Literaturverzeichnis, Sprache: Deutsch, Abstract: Am 4. August 1971 drangen zwei R�uber in das Geb�ude der Deutschen Bank in der M�nchner Prinzregentenstra�e ein, hielten die anwesenden Personen als Geiseln fest und verlangten zwei Millionen DM L�segeld. Kurz vor Mitternacht kam es zu einer Schie�erei mit der Polizei, bei der ein Bankr�uber sowie eine Geisel t�dlich verletzt wurde.

Dieser Vorfall hat in der �ffentlichkeit und in der Literatur nicht ohne Grund gro�e Aufmerksamkeit erregt. Dieser Vorfall bildete einen Wendepunkt in der modernen Verbrechensentwicklung und der daraus resultierenden Problematik von polizeilicher Gefahrenabwehr und Strafverfolgung. Bei diesem Vorfall wurde deutlich, dass die Verbrecher mit der Drohung die Geiseln zu t�ten, den Staatsapparat nahezu wehrlos machten.

Diese verbrecherische Vorgehensweise entwickelte sich in der Folge wiederholt zur Methode die Staatsgewalt zum Eingehen auf T�terforderungen zu bewegen.
Die Geiselnahme w�hrend des Olympiattentates 1972 in M�nchen oder die Entf�hrung der Lufthansamaschine „Landshut“ 1977 in Mogadischu sollen hier als besonders herausragende Ereignisse beispielhaft erw�hnt werden.

Bei diesen besonderen Einsatzlagen, n�mlich Geiselnahmen, ist die Polizei einerseits verpflichtet, das Leben der Geiseln zu sch�tzen und sie zu befreien (polizeiliche Gefahrenabwehr) und andrerseits den T�ter festzunehmen (Strafverfolgung) .

Im Falle eines Konfliktes zwischen diesen beiden Aufgaben ist die Aufgabe der Gefahrenabwehr vorrangig . Bleiben alle anderen Ma�nahmen zur Rettung der Geiseln erfolglos, wird der Polizeif�hrer nach Abw�gung aller Umst�nde und nach Beurteilung der Lage als ultima ratio die Anwendung des gezielten t�dlichen Schusses, des so genannten finalen Rettungsschusses, in Betracht ziehen.

Die nachfolgende Arbeit besch�ftigt sich auch nur auf die Anwendung des finalen Rettungsschusses in F�llen einer Geiselnahme, da in allen anderen F�llen Polizeibeamte wenn sie von der Schusswaffe Gebrauch machen, nur in der Absicht handeln, das polizeiliche Gegen�ber kampfunf�hig zum machen.

• Sales Rank: #3453311 in eBooks
• Published on: 2006-12-14
• Released on: 2006-12-14
• Format: Kindle eBook

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The Worship & Song Resources Edition is organized this way: Part One: Christian Year (Advent―Christmastide―Epiphany Day, Season after Epiphany, Lent―Holy Week―Eastertide―Pentecost Day, Season after Pentecost―Trinity―All Saints―Christ the King). Part Two: General Acts of Worship, including prayers, psalm prayers, statements of faith, invitation and confession of sin, offertory prayers, daily praise and prayer, and more.

• Sales Rank: #1137683 in Books
• Brand: Brand: Abingdon Press
• Published on: 2011-03-01
• Original language: English
• Number of items: 1
• Dimensions: 9.25" h x 6.00" w x .25" l, .0 pounds
• Binding: Paperback
• 96 pages

Features

• Used Book in Good Condition

About the Author

Lester Ruth is the Research Professor of Christian Worship at Duke Divinity School.

Most helpful customer reviews

1 of 1 people found the following review helpful.
Mark
By Mark
Information in the manual is very helpful. Would like to have seen it organized in a different fashion: more definition around the church year and less general information. Still a useful tool.

1 of 3 people found the following review helpful.
New Hymnal- Not Worth the Effort.
By Minor Player
I was most disappointed with the new entry of Worship and Song into the song book market. What should have been a blend of contemporary and traditional music turned out to be mostly unjuried music that even slightly traditional United Methodist Churches would not embrace. Compared to the other hymnals used throughout the history of the denomination, this one falls far short of the mark. Perhaps this came about because of the confusion within the United Methodist General Conference which first proposed a new hymn book and then backed out for financial reasons. Admittedly we tend to judge music on the basis of personal tastes but as has been said: "There are two kinds of music: Good music and Bad music", and for me "Worship and Song" was neither fish nor fowl nor good red meat.Worship & Song Singer's Edition

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[Y587.Ebook] Get Free Ebook Seeing Through Clothes, by Anne Hollander

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In this generously illustrated book, Anne Hollander examines the representation of the body and clothing in Western art, from Greek sculpture and vase painting through medieval and renaissance portraits, to contemporary films and fashion photography. First published ahead of its time, this book has become a classic.

• Sales Rank: #1632662 in Books
• Brand: Brand: Viking Press : A Studio Book
• Published on: 1978-11-08
• Original language: English
• Number of items: 1
• Dimensions: 20.00" h x 20.00" w x 20.00" l,
• Binding: Hardcover
• 504 pages

Features

• Used Book in Good Condition

Review
"[Hollander's] extraordinary book radically alters the way we see."--Walter Clemons, "Newsweek

From the Back Cover
In this generously illustrated book, Anne Hollander examines representations of the body and clothing in Western art, from Greek sculpture and vase painting though medieval and renaissance portraits, to contemporary films and fashion photography.

About the Author
Anne Hollander, the author of Moving Pictures (1986), is an art historian with a special interest in costume history and design.

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5 of 6 people found the following review helpful.
Seeing through Clothes is phenomenally instructive.
By Red_Moon
Hollander is the only person I've ever read who actually understands the function of clothing. Seeing through Clothes is phenomenally instructive. She seems to have started with the brilliant assumption that there is a method behind the evolution of both male and female clothing in the Western world, and I think that she convincingly demonstrates what that method is. Basically everybody else sees no method whatever. Hollander has a great feel for the expressive power of color and form, and I think that is what gives her her insight.

0 of 0 people found the following review helpful.
Pedantic
By MG
I really wanted to like this book but I found it difficult to read. The author packs in so much information that the intended point seemed lost.

0 of 1 people found the following review helpful.
Five Stars
By LVF
Engaging read.

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Another quality eBook from Chapel Library. God’s Word has much to say about the way we dress. This book examines relevant portions of Scripture and investigates a little fashion history in order to present the Biblical doctrine of modesty. This important and controversial subject often falls into the realm of subjective experience and speculation. An examination of fashion authorities and historians of modern culture also reveals that the fashion industry, which believes that sexual attraction equals beauty, has been hard at work convincing society to undress in public. Because of its unbiblical worldview, the fashion industry persistently justifies the exposure and the sensualizing of the human body, a trend that many undiscerning Christians have unfortunately adopted. Christian Modesty is an urgent call to the churches of Jesus Christ to study this matter carefully and to practice a modesty that brings glory to our Holy Redeemer and gives a powerful testimony of purity within our decadent society.

• Sales Rank: #790179 in eBooks
• Published on: 2014-01-28
• Released on: 2014-01-28
• Format: Kindle eBook

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0 of 0 people found the following review helpful.
Excellent biblical presentation.
By David B. Hewitt
Modesty is commanded in scripture, though far too often Christians then take the world's standards to one degree or another in how to apply the command, rather than forming our understanding of modesty from the text of the Bible itself. Jeff Pollard has done us all a great service by establishing the standard biblically, and then showing how to apply it, as well as exposing the most successful attack against God's standard in our society: the swimsuit industry. Well worth the $1 cost and short time to read it. Highly recommended.

Jeff Polll

0 of 0 people found the following review helpful.
Personal Plea
By Bethmarie
My personal prayer and desire is to see this resource and others on this topic that are written with such biblical caliber in the hands and hearts of all God-fearing Christians. Once it has taken proper residence in hearts and lives it out to be shared with those closest and dearest and eventually with our Christian communities. It is said that a first impression is a lasting impression. As Christians, we are to live worthy of the Gospel of Jesus Christ our Lord. What more practical way to do that then by the way we present ourselves through modesty?

0 of 0 people found the following review helpful.
Wish someone had told me all this when I was ten years old!
By Nancy Hollo
Thanks to Jeff Pollard for taking the unpopular stance against beach ministry. I used to think beach ministry was the domain of lonely, young celibate priests until joining the local Protestant mini-mega church. I unwittingly offended one of the ministers about their beach ministry without even knowing the church owns beachfront property and does baptisms there every summer. The backlash to my comment was ferocious, in your face, and cruel with self-righteous indignation. I finally left the church two years ago when I found myself getting acclimated to the church advertisements showing beach party baptisms with beautiful young women with arms stretched above their heads, just like a pinup girl pose in the embrace of the pastor. Eew. But I didn't realize this lust is universal and obsessive in the Christian church until reading Pollard's book. For me it's a call to prayer and repentance for every bathing suit, pair of shorts and tank top I ever wore! Lord have mercy!

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[S576.Ebook] Ebook Download Corporate Valuation: Measuring the Value of Companies in Turbulent Times (Wiley Finance), by Mario Massari, Gianfranco Gianfrate, Laura Za

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Risk consideration is central to more accurate post-crisis valuation

Corporate Valuation presents the most up-to-date tools and techniques for more accurate valuation in a highly volatile, globalized, and risky business environment. This insightful guide takes a multidisciplinary approach, considering both accounting and financial principles, with a practical focus that uses case studies and numerical examples to illustrate major concepts. Readers are walked through a map of the valuation approaches proven most effective post-crisis, with explicit guidance toward implementation and enhancement using advanced tools, while exploring new models, techniques, and perspectives on the new meaning of value. Risk centrality and scenario analysis are major themes among the techniques covered, and the companion website provides relevant spreadsheets, models, and instructor materials.

Business is now done in a faster, more diverse, more interconnected environment, making valuation an increasingly more complex endeavor. New types of risks and competition are shaping operations and finance, redefining the importance of managing uncertainty as the key to success. This book brings that perspective to bear in valuation, providing new insight, new models, and practical techniques for the modern finance industry.

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• Examine the approach to valuation for rights issues and hybrid securities, and more

Traditional valuation models are inaccurate in that they hinge on the idea of ensured success and only minor adjustments to forecasts. These rules no longer apply, and accurate valuation demands a shift in the paradigm. Corporate Valuation describes that shift, and how it translates to more accurate methods.

• Sales Rank: #1128626 in Books
• Published on: 2016-08-08
• Original language: English
• Number of items: 1
• Dimensions: 9.30" h x 1.70" w x 6.30" l, .0 pounds
• Binding: Hardcover
• 512 pages

From the Inside Flap

The faster, more diverse, and greatly interconnected environment businesses operate in today makes it increasingly more complicated to accurately value them. The emergence of new types of risks and competition are reshaping operations and making risk management mandatory for success, which is precisely why Corporate Valuation gives analysts, investors, and money managers a new playbook for more accurately valuing companies.

Since the 2008 financial crisis, new regulations, technologies, and strategies have changed the face of business and finance, and this refreshing guidebook presents new insights, new models, and powerful techniques for achieving superior accuracy in real-world valuations. Determining a company's future cash flow by analyzing its risk profile provides precise results, but how you do it is sophisticated work made easy by the multidisciplinary approach inside. Complete coverage of the entire process offers a revitalizing look at the theory and fundamentals of value as well as:

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• Pioneering tools for making better performance predictions and assessments, including scenario-based valuation, Monte Carlo analysis, and risk-adjusted valuation multiples
• Chapters dedicated to special cases such as the valuation of rights issues and of climate change risks

In a highly volatile, globalized, and risky business environment, Corporate Valuation is your reliable toolbox for staying on top of a company's true value behind the often misleading market values.

From the Back Cover

How to Dial In Value Through the Lens of Risk

Corporate Valuation presents a more accurate and informed approach to valuing companies based on a variety of models and enhancements grounded in risk centrality and scenario analysis. Written by a standout authorial team bringing vast experience and analysis to the subject, this must-have guidebook is the first to approach valuation with both accounting and financial principles, along with corresponding tools for quick and effective implementation in actual practice. This immediately useful guide enables you to:

• Gain a new understanding of where to find a company's real value
• Master new valuation models and techniques not found anywhere else
• Examine a fresh approach to valuation for special circumstances, including rights issues, climate change risks, and more

Evolving your skillset for today's volatile, fast-paced markets is about more than gaining an edge—it's about surviving, and only Corporate Valuation gives you a comprehensive resource of tools and know-how for valuing companies with the highest level of precision.

About the Author

MARIO MASSARI is full professor of corporate finance and former head of the finance department at Bocconi University (Milan).

GIANFRANCO GIANFRATE is a Giorgio Ruffolo Fellow at the Kennedy School of Government at Harvard University (Cambridge, MA).

LAURA ZANETTI is associate professor of corporate finance at Bocconi University, academic director of the BSc in Economics and Finance, and a research fellow at the Centre for Applied Research in Finance.

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• Sales Rank: #18057 in Books
• Published on: 2012-03-20
• Original language: English
• Number of items: 1
• Dimensions: 7.50" h x .75" w x 5.25" l, .42 pounds
• Binding: Paperback
• 272 pages

Amazon.com Review
The transformation from a manufacturing-based economy to one that's all about service has been well documented. Today it's estimated that nearly 75 percent of Americans work in the service sector. Instead of producing tangibles--automobiles, clothes, and tools--more and more of us are in the business of providing intangibles--health care, entertainment, tourism, legal services, and so on. However, according to Harry Beckwith, most of these intangibles are still being marketed like products were 20 years ago.

In Selling the Invisible, Beckwith argues that what consumers are primarily interested in today are not features, but relationships. Even companies who think that they sell only tangible products should rethink their approach to product development and marketing and sales. For example, when a customer buys a Saturn automobile, what they're really buying is not the car, but the way that Saturn does business. Beckwith provides an excellent forum for thinking differently about the nature of services and how they can be effectively marketed. If you're at all involved in marketing or sales, then Selling the Invisible is definitely worth a look.

From Library Journal
"Don't sell the steak. Sell the sizzle." In today's service business, author Beckwith suggests this old marketing adage is likely to guarantee failure. In this timely addition to the management genre, Beckwith summarizes key points about selling services learned from experience with his own advertising and marketing firm and when he worked with Fortune 500 companies. The focus here is on the core of service marketing: improving the service, which no amount of clever marketing can make up for if not accomplished. Other key concepts emphasize listening to the customer, selling the long-term relationship, identifying what a business is really selling, recognizing clues about a business that may be conveyed to customers, focusing on the single most important message about the business, and other practical strategies relevant to any service business. Actor Jeffrey Jones's narration professionally conveys these excellent ideas appropriate for public libraries.?Dale Farris, Groves, Tex.
Copyright 1997 Reed Business Information, Inc.

From Booklist
Advertising professional Beckwith startles and disarms all potential doubting Thomases with one fact--that by the year 2005, 8 out of 10 Americans will be working in a service business. Chapters here are remarkably short; they are intended to convey one point (summarized in one sentence in boldface italics) and are blessedly free of jargon. Hints and tips cover the conventional four Ps of marketing--product, promotion, place, and price--in an irreverent and iconoclastic manner; nothing is sacrosanct. Stories from every corner of life illustrate and drive home messages. In a quandary about pricing? Read the Picasso story to remember, "Don't charge by the hour; charge by the years." About the value of research? Forget questionnaires and focus groups; instead, ask individuals what improvements are needed--not the dreaded "What don't you like?" A very human, much-needed book to savor and be refreshed by. Barbara Jacobs

Most helpful customer reviews

63 of 67 people found the following review helpful.
Digestible Insights
By Michael L. Perla
As others have written, this book is not about creating a complex marketing design or plan. What it does offer is quick, a page or so, USA today-like snippets of insightful observations about marketing in general, and service marketing in particular.
As the title indicates, selling and/or marketing an intangible service is a different process than tangible product marketing. As the author writes, most people cannot evaluate the skills of an accountant, or lawyer, or any number of professional services. We often look for tangible proxies that indicate the professional's level of expertise and success (e.g., fancy offices, degrees on the wall, presentation, etc.).
If you read this book in its entirety in one session, you are bound to remember nothing in the sea of facts and tidbits (click on the table of contents link to get a feel for the topic areas). I've found the best way to read the book is to ponder on a few points every night and/or week, while attempting to apply them to a salient situation in your life. Overall, this book has some interesting and useful insights, and is a good read when you have a few minutes to spare.

1 of 1 people found the following review helpful.
THE Marketing Book
By O. Halabieh
As Harvey Mackay notes on the cover "The one book on marketing I'd have if I could have just one. A CLASSIC." This books changes the way we think about marketing: "It begins with an understanding of the distinctive characteristics of services - their invisibility and intangibility - and of the unique nature of service prospects and users - their fear, their limited time, their sometimes illogical ways of making decisions, and their most important drives and needs". Harry then goes on to discuss a number of fundamental topics: surveying and research, planning, positioning and focus, pricing, branding, communicating and selling, nurturing and keeping clients etc.

Below are some excerpts that I found particularly insightful:

a) "Your opportunities for growth often lie outside the confines of your current industry description." - This can be reworded to apply to one's personal career

b) "In most professional services, you are not selling expertise - because your expertise is assumed, and because your prospect cannot intelligently evaluate your expertise anyway. Instead, you are selling a relationship. And in most cases, that is where you need the most work."

c) "First, accept the limitations of planning...Second, don't value planning for its result: the plan...Third, don't plan your future. Plan your people."

d) "Positioning (Al Ries and Jack Trout) says: 1) You must position yourself in your prospect's mind. 2) Your position should be singular: one simple message. 3) Your position must set you apart from your competitors. 4) You must sacrifice. You cannot be all things to all people; you must focus on one thing."

e) "To succeed spectacularly in a service business, you must get all your ducks in a row. Marketing is just one duck. But it is one very big duck."

f) "...And for marketing purposes - for the purpose of attracting and keeping business - a service is only what prospects and clients perceive it to be. So "get better reality": Improve your service quality. But never forget that the prospect and client must perceive that quality."

g) "Services are human. Their successes depend on the relationships of people...But you can spot some patterns in people. The more you can see the patterns and understand people, the more you will succeed - and this book as written with the hope that it will help you do just that."

h) "Nothing beats experience, of course, but reading books about others' experiences comes in a competent second. The risk in learning only from personal experience is that too often, we draw conclusions from too little data - we learn too much from too little. We also tend to credit our company's successes to everything that went into them...And so we keep repeating things that hurt our business."

One of the best features of the book is the way its written and structured. Each area is covered through small stories featuring numerous real-life examples. This makes the book very practical and enjoyable to read. All in all, a great book on Marketing and one that is recommended for anyone. We are all in some aspect a marketer of services.

As a final remark, you can follow the author Harry Beckwith's latest thoughts here: [...]

4 of 4 people found the following review helpful.
Worth the price for 1.5 pages rated below
By S. Hall
It's a good read, but there is a page and half that has had a major impact, showing me where I have a huge blindspot in business and how I stop my own progress. This page and a half is possibly the most important material I've read in a book in several years (for me it applies directly).

The author talks about the Fallacy of Planning in a business setting. He ranks plans in this order:

1. Very Good
2. Good
3. Best
4. Fair
5. Poor

Why is Good ahead of Best? Simple, to arrive at Best takes orders of magnitude more planning than Good. Also, who defines Best? How much time is spent creating the Best plan? Will Best stand the test of time? Can everyone agree on Best? Would Good work just as well as Best in the real world? Is Best satisfying the client's need better than a Good plan?

Choosing the "Best" plan leads to Paralysis by Analysis. Good plans allow for quick action and constant improvement. The most successful people in the world have acted on Good plans that they have refined over time. An actionable plan is more successful than a plan that never leaves the drawing board!

Personally, I've fallen into the Best trap many times. There is no such thing as a "Best" plan. Going forward the "Best" plan will be the "Good" plan that I can put into action and refine over time!

A lightbulb went off in my head when I got this concept. Thank you Harry for this valuable lesson.

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• Published on: 2004
• Binding: Hardcover

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