Conditioned taste aversion is arguably the most important learning process that humans and animals possess because it prevents the repeated self-administration of toxic food. It has not only profoundly influenced the content and direction of learning theory, but also has important human nutritional and clinical significance. In addition to its direct relevance to food selection, dietary habits, and eating disorders, it is significant for certain clinical populations that develop it as a consequence of their treatment. The study of conditioned taste aversions has invigorated new theory and...
Conditioned taste aversion is arguably the most important learning process that humans and animals possess because it prevents the repeated self-admin...
A methodology for holding your ground against tough customers. Sales people who approach zero-sum negotiators with a win-win approach are at a tactical disadvantage and frankly, will lose. Hard ball negotiators don't think about interests or relationships; they see sales people as replaceable, products as commodities and negotiations as transactions. And they will play win-win... but only when they have nothing to lose. So how do salespeople hold their ground against tough negotiators? By having a process. "You're Killing Me Here " provides a straightforward and proven methodology for...
A methodology for holding your ground against tough customers. Sales people who approach zero-sum negotiators with a win-win approach are at a tactica...
This book is a clearly written thesis on two different approaches to managing the performance of your people. The most common approach, "autocratic behaviorism" is attempting to control your people's behavior through authority. The alternative is "facilitative leadership" which focuses on helping your people become responsible for their decisions.
This book is a clearly written thesis on two different approaches to managing the performance of your people. The most common approach, "autocratic be...
Which takes more time: trying to control your children's behavior or teaching them to make responsible decisions? The answer might surprise you. It also might make you change how you prepare your children for their futures. This book is one father's account of teaching his daughter, Alexis, to make smart choices. He reasons that by helping children to make more intelligent decisions they can avoid the pain of poor life choices and lead more purposeful, happier lives.
Which takes more time: trying to control your children's behavior or teaching them to make responsible decisions? The answer might surprise you. It al...
In this concise and compelling book, Steve uses conversations with his very first sales manager to clearly communicate the skills needed to succeed in complex, multi-decision maker selling situations. His experience as a sales person, sales manager and selling coach in almost every industry, provides him a unique and broadly developed perspective on the skills that bridge all industries, markets and products. Steve continues to coach sales people and sales managers in the field around the globe. He lives in Seattle with his two daughters, Alexis and Maddy and their dog, Rocky. His other books...
In this concise and compelling book, Steve uses conversations with his very first sales manager to clearly communicate the skills needed to succeed in...
Most managers struggle to decide whether a micro-management or a "hands-off" management approach is best. The resolution to this challenge is what I call "engaged management." An engaged manager creates an environment in which his or her people self-mange and self-motivate. And the best leaders create an environment in which people take responsibility for their own performance and take the initiative to manage their own performance.
Most managers struggle to decide whether a micro-management or a "hands-off" management approach is best. The resolution to this challenge is what I c...
