More than 1600 entries--books, journal articles, reports, and dissertations--are included in this bibliography. A descriptive annotation is supplied for almost every entry. The emphasis is on English-language materials published in the 1960s and 1970s. Author-title and keyword-in-context indexes are included to provide access to individual works and specific areas of interest.

Being able to influence others is absolutely vital to the business manager who is not only responsible for their own destiny, but also the well-being of their staff and the future of their company. Getting people to do what you want them to has occupied the minds of generations of scholars, not to mention dictators. Among the former, the psychologist Carl Jung was perhaps the most prominent. His concepts of the extroverted and introverted personality, of archetypes and of the unconscious are now widely accepted. However, to understand and benefit properly from Jung, you need years of training. Fortunately though, Professor McCann has adapted Jung's ideas to the workplace and made them easy for us to understand. Not only that, in How to Influence Others at Work, he also combines his own remarkable techniques with those of neurolinguistics, resulting in an easy to digest volume which shows how all of us can use influence to our own ends.In this second edition the author has included a new chapter on communication channels. This chapter gives practical guidance on how to improve awareness in all aspects of communications.

For many years Emmanuel Lazega has explored communication behavior and decision-making processes of small workgroups within larger organizations. To account for the knowledge claims of members of those groups, and for the ways in which such claims are legitimated collectively and translated into action, he presents a theory of the interactive elaboration of information on which decisions are based.

Written by the award-winning storyteller Miri Rodriguez at Microsoft, this bestselling book gets back to the heart of brand loyalty, consumer behavior and engagement as a business strategy by using storytelling to trigger the emotions that humans are driven by. Despite understanding essential storytelling techniques, brands continue to explain how their product or service can help the customer, rather than showcasing how the customer's life has changed as a result of them. This second edition of Brand Storytelling contains new trends in storytelling, as well as expanding on story experience and employee experience. This book will explore the future of brand storytelling in a post pandemic era. New to this edition will also be a 'How to Guide' taking readers through each step of the design thinking process in order to prototype their stories. Brand Storytelling provides a step-by-step guide to assess, dismantle and rebuild a brand story, shifting the brand from a 'hero' to 'sidekick' mentality and positioning the customer as a key influencer to motivate the audience. Clarifying why machine-learning, AI and automation only tell one side of the story, this book will inspire you with cutting edge interviews and case studies from leading brands like Expedia, Coca Cola, McDonalds, Adobe and Google to tap into authentic brand loyalty and human connection.

In Ted Talks Chris Anderson, head of TED, reveals the inside secrets of how to give a first-class presentation. Where books like Talk Like TED and TED Talks Storytelling whetted the appetite, here is the official TED guide to public speaking from the man who put TED talks on the world's stage. 'Nobody in the world better understands the art and science of public speaking than Chris Anderson. He is absolutely the best person to have written this book' Elizabeth Gilbert.

Anderson shares his five key techniques to presentation success: Connection, Narration, Explanation, Persuasion and Revelation (plus the three to avoid). He also answers the most frequently asked questions about giving a talk, from 'What should I wear?' to 'How do I handle my nerves?'.

Ted Talks is also full of presentation tips from such TED notable speakers as Sir Ken Robinson, Bill Gates, Mary Roach, Amy Cuddy, Elizabeth Gilbert, Dan Gilbert, Amanda Palmer, Matt Ridley and many more. This is a lively, fun read with great practical application from the man who knows what goes into a truly memorable speech. In Ted Talks Anderson pulls back the TED curtain for anyone who wants to learn how to prepare an exceptional presentation.

This book is an essential guide for anyone who wishes to develop successful business communication. It provides authentic and memorable workplace scenarios where learners become English communicators when solving authentic problems doing business together. The book aims to help learners: Use authentic workplace materials to solve problems using English Understand how language can be used as a lingua franca effectively when communicating Understand how intertextuality between shared spoken and written texts drives communication Improve communicative performance in spoken and written texts Become familiar with the communication realities of workplaces that are becoming increasingly technology driven and globalised This book will help learners become better equipped with communication strategies through its real life applicable and skills-based examples and will be a useful reference in the digital age.

This book contains papers, presented at an international conference organized by the Standing Conference on Organizational Symbolism in Milan, that provide details on how corporate artifacts are invested with meaning, are related to control, and can be used as cultural indicators in research.

You've been asked to run a training session, workshop or meeting. What you need now is a foolproof way of making it both memorable and enjoyable to run - and to know that what you are doing will achieve the desired outcome and have lasting positive effects on your team. Anyone who has ever endured 'death by powerpoint' or a dry 'chalk and talk' session knows how not to do it, but how do you make sure that you get it right? This interactive guide is designed especially for busy managers - people whose main role is not training - and will take you through a simple step-by-step process that results in stimulating, fun and effective workshops and presentations. Just some of the many scenarios the book will help you tackle include: * How to put together training session from scratch when you have 'blank page, blank face' syndrome - here's the step-by-step solution * You've done some training but you aren't getting the desired results from your sessions - here's what do to about it * You haven't time to write 80 sexy PowerPoint slides for a session you are running - here's what to do instead that will be even more effective and take half the time * You're dreading the experience of being 'up the front' - here's how to shift the onus from you to your participants * How to be remembered for the right reasons! - Here's how to ensure that happens This is a book that 'walks the talk'- it presents what you need to know in an engaging, interesting, effective and quick way - exactly how you will be presenting in your meetings and worshops when you have finished reading it.

Adaptable Project Management - A combination of Agile and Project Management for All (PM4A) dispels the myth that Agile approaches to project management can only be used for software development. It gives advice on how to combine the benefits of Agile and waterfall project management methodologies for successful project implementation.

The Presentation Book 2/e has been officially shortlisted in the 'New Manager' category for the 2018 Management Book of the Year prize which has just been announced by the Chartered Management Institute (CMI) and the British Library. Make the next presentation you do, the best you've ever done. The Presentation Book shows how you can easily put your nerves behind you and calmly and confidently deliver a clear, sharp and very influential presentation. With Emma Ledden's expert help, quick tips and proven three-step visual approach, you'll learn how to: Plan and prepare properly - learn the secrets of the great presenters and how you can use them too Profile your audience - quickly understand what your audience needs and exactly how to deliver it Shape your message - transform your raw data into three cleverly crafted points Design your slides - get the right visuals in the right place, at the right time Inform, inspire and entertain your audience and deliver your next presentation like a pro. 'The best book on presentation skills I have ever come across.' Robert Freese, Director, Talent and Organisation Development, First Data Corporation 'Finally, a book that can guide the inexperienced and experienced to better results from the presentations they deliver.' Mary O'Reilly, Senior Manager, Talent, Development and Learning, Deloitte & Touche 'Very engaging ... and useful ... this book will encourage presenters to improve and refine their approach.' Elaine McGleenan, Director, Learning and Organisational Development, KPMG

Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book

"Fast, fun and immensely practical."
--JOE SULLIVAN, Founder, Flextronics

"Move over Neil Strauss and game theory. "Pitch Anything" reveals the next big thing in social dynamics: game for business."
--JOSH WHITFORD, Founder, Echelon Media

"What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. "Pitch Anything" makes sure you get the nod (or wink) you deserve."
--RALPH CRAM, Investor

""Pitch Anything" offers a new method that will differentiate you from the rest of the pack."
--JASON JONES, Senior Vice President, Jones Lang LaSalle

"If you want to pitch a product, raise money, or close a deal, read "Pitch Anything" and put its principles to work."
--STEVEN WALDMAN, Principal and Founder, Spectrum Capital

""Pitch Anything" opened my eyes to what I had been missing in my presentations and business interactions."
--LOUIE UCCIFERRI, President, Regent Capital Group

"I use Oren's unique strategies to sell deals, raise money, and handle tough situations."
--TAYLOR GARRETT, Vice President, White Cap

"A counter-intuitive method that works."
--JAY GOYAL, CEO, SumOpti

About the Book:

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million--and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, "Pitch Anything "will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.

"Pitch Anything" introduces the exclusive STRONG method of pitching, which can be put to use immediately:

Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision

One truly great pitch can improve your career, make you a lot of money--and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.

Apply the tactics and strategies outlined in "Pitch Anything" to engage and persuade your audience--and you'll have more funding and support than you ever thought possible.

"At last we have a theory that helps us understand organizsations as the bustling collection of conflicts, partnerships, emotions, logic and intuitions that they really are. The ability to understand, predict and co-ordinate within this tangled web of relationships will be THE defining characteristic of tomorrow's great leaders." —Mary Crannell, President, Idea Sciences, Alexandria, VA.

"In an increasingly confrontational world, drama theory helps organisations to understand, communicate and survive." —Ken Bowen, Professor of Operational Research, Royal Holloway, University of London

"Making good decisions is extremely difficult when the actions of more than one party determine the final outcome. Drama theory is one of the few decision tools available to managers who must make decisions under such circumstances." —Niall Fraser, Co-Founder Open Options Corporation; formerly Professor at the University of Waterloo, Toronto

"In emotionally charged situations, preferences of people may change. Drama theory is an innovative theory that can explain how, and why, by showing when expressions of emotion can be a perfectly rational choice in game theory." —Steven Brams, Professor of Politics, New York University

When people care passionately, but their visions differ, then resolving a situation makes exceptional demands. Drama theory, upon which this pioneering guide to collaboration is based, provides a rigorous yet subtle framework for handling conflict and co-operation in any management context.

Written by one of the originators of the field, and rooted in experience gained over a decade of application, this guide to managing collaboration will be an essential source for managers, consultants and educators seeking to improve the quality of inter-organisational relationships and the effectiveness of collaborative working.

From the authors of the international bestseller Yes!

This travel-sized handbook will become your go-to key for ensuring that the world says 'yes' to you, your ideas and your requests.

We all want to hear 'yes'. 'Yes' connects us to the world, and carries us into the future. So why do we find it so hard to get others to agree? And how can we improve our chances?

The Little Book of Yes contains 21 short essays that outline a range of effective persuasion strategies, each proven to increase the chances that someone will agree to your request. That someone could be a friend, a colleague, a partner, a lover, a manager, a sibling, a parent, even a stranger. The timeless principles and practical lessons in this collection can be used to tackle a variety of everyday challenges, from repairing a soured relationship to negotiating a higher fee for your work, from convincing a dithering friend to take action, to building your social network and personal brand.

Full of wisdom from the leaders in influence, with carefully curated advice, this little book is essential reading for any freelancer, manager, entrepreneur, parent or person who wants more from their world.

With the launch of the first edition of Integrated marketing communication (IMC) in 2001, it was the first title with this title; currently it still is. In recent international publications on this topic, authors have questioned the use of the concept IMC, preferring integrated brand promotion (IBP). These authors argue that IMC emphasises the communication effort, but that IBP goes beyond this, and they postulate that coordinated promotional messages need to have brand-building effects and not just communication effects. By implication it can be deduced from that statement that integrated marketing communication does not contain brand-building effects - which, of course, is not true. The use of the term promotion is also too limiting and refers to a specific communication device, therefore the authors of this book contend that IMC is still valid. The authors' view is that the brand is crucial and must be the focus when the situation and strategy require it. The central role of brand has been addressed in this title, and the importance is frequently mentioned in the various applications of the IMC elements. Since the publication of the second edition in 2005, valuable comments have been received from users. The validity of information was re-assessed, and new updates were made in terms of theory and South African market statistics. In addition, new cases have been included in various chapters, measurement techniques have been added in each chapter and more examples have been included.

Large-scale marketing is not about persuading people to make buying decisions; it is about framing choices to make their buying decisions redundant. The best marketing doesn't just focus on the individual psychology of the consumer in isolation, but operates at a cultural level, taking into account their wider background, environment and lifestyle. Analysing the customers' choices and behaviours in this context means that they aren't even aware their buying decisions are being influenced.
In this rigorous and practical book Chris Hackley presents the latest research and provides need-to-know content for marketing professionals.