Is Your Message Getting Through?

"Nido Qubein is living testimony to the greatness you can achieve in the communication business." — The New Yorker

"This is a tremendous resource book! Clear, concise, and complete. You'll benefit greatly from reading it, learning from it, and applying it in your life. A treasure." — Casey Kasem

"Not only does Nido Qubein electrify audiences but, with this book, he helps each one of us to become a more effective communicator." — Ronald D. Glosser, President and CEO Hershey Trust Company

"This book is truly outstanding! It is the best book ever written on how to be a more powerful, influential communicator—in every situation!" — Brian Tracy, Chairman Brian Tracy International

"Nido Qubein is acknowledged all over the world as a master communicator. Should anyone need additional proof of his skill, it will be found in this book." — Richard Janeway, M.D. Dean, Bowman Gray School of Medicine, Wake Forest University

"This book is a masterpiece on how to help people grow through effective communication." — David R. Mercer National Executive Director, YMCA of the USA

Are your sales presentations stuck in the 20th century? Sales Presentations For Dummies rises to the challenge of guiding you through the process of engaging and persuading busy buyers in a world that's constantly bombarding them with sales pitches. Motivating today's buyers to pull the trigger on a new deal requires a certain set of skills, and this straightforward text guides you through what you need to know to create and deliver compelling presentations. Pulled from examples and experiences of thousands of actual sales presentations, the information in this innovative resource offers the tools and tips you need to keep your leads engaged from hook to call to action. Today's business landscape is competitive. When your sales presentation is being compared to countless others, it's important to stand out for all the right reasons. Instead of using dated sales approaches,, update your understanding of the art of selling and create compelling, engaging presentations that hook audience members from the beginning. * Leverage a proven, blockbuster formula that engages audiences in any industry * Use the power of storytelling to connect with prospective clients and soften their resistance to your sales pitch * Understand and apply customer insights to ensure that your solution is top-of-mind in purchasing decisions * Update your professional skill set to encompass today's most motivating sales tactics Sales Presentations For Dummies brings your sales style into the 21st century and connects you with the skills you need to excel in today's complicated business landscape.

How can you communicate effectively and create meaningful interactions in an increasingly digital world? By teaching. In Make Yourself Clear, educational experts and entrepreneurs Reshan Richards and Stephen J. Valentine explain the many parallels between teaching and business and offer companies, both large and small, concrete advice for building the teaching capacity of their salespeople, leaders, service professionals, and trainers. The rise of digital communications has led to three emergent, often problematic, forces: automation, an increase in the speed and volume of information transfer, and an unmet need for people to feel more than satisfied in their interpersonal transactions, particularly between sellers and consumers. Through a mix of research, anecdotes, case studies, and theoretical speculation, this book equips readers to build understanding within their current and future audiences by leveraging the tools, methods, and mindsets used by successful teachers. You will be equipped to understand others better, and in turn, to be better understood. Make Yourself Clear is not prescriptive, nor does it suggest rigid steps, pillars, or frameworks. Instead, it provides immediately recognizable and relatable context, suggesting actions that can be tried, measured, tested, and iterated upon in any communication context that involves the exchange of information and ideas. Ground your business communications in proven techniques Profit from expert instruction given by those who have helped thousands of readers and workshop students Develop your sales career by applying effective teaching practices to customer and colleague interactions For educators, adopt the latest best practices into your teaching style Backed by thorough research and extensive real-world testing, Make Yourself Clear opens a door to more productive communication and more effective interactions. It offers compelling and relevant insights to longtime fans of the work of Richards and Valentine and newcomers alike, leading to real and lasting benefits.

Experience-based Communication is a powerful tool. Companies can use it to bring their values to life and to make their messages accessible and credible. By communicating in a way that can be both sensed and felt, companies can increase their influence on internal and external stakeholders - and existing and potential customers.

This book teaches you how to architect the way your company is experienced at every real-life touchpoint. How to use physical meetings and locations to create an affinity with a given market segment. And how to engage your audience mentally, physically and socially in order to transform them into loyal customers and willing ambassadors.

If you want to get closer to your target groups, you will find no greater source of inspiration than the methods presented in this book.

"Experience-based Communication fills a much-neglected hole of knowledge in the Experience Economy, simultaneously making the point that proper staging and drama can make experiences more, not less, authentic. As the authors make clear, the Experience Medium IS the communicated message. This book is a very valuable addition to the pantheon of the Experience Economy."

B. Joseph Pine II and James H. Gilmore, co-authors, The Experience Economy and Authenticity: What Consumers Really Want

"I normally dislike business books, and books on communication are often the worst. This book, however, has real personality and is an experience in itself to read. Would that Chief Executives of today's organisations, with their wretched, dismembered, irritating, time-consuming, soul-destroying a ~We value your calla (TM) systems would spare some of their time to read this book, all our liveswould be enriched as a result. It is worth remembering that there are only 100 cents in a Euro, so cost cutting is finite, whereas creating value for customers is infinite and is limited only by our own creativity and imagination. Buy this book. Enjoy it."

Malcolm McDonald, Emeritus Professor at the Cranfield University School of Management

"The book, Experience-Based Communication, highlights some of the most important issues regarding the embodiment of cultural artefacts and manifestos. The architectural utterance is itself experience-based. Setting the stage for human interaction it adds to both history and social behaviour. Read the book. It is an inspirational source to everyone engaged with experience-based communication!"

Mette Kynne Frandsen, CEO and Architect MAA at HENNINGLARSENARCHITECTS

"This book is a must-read for marketers seeking to find alternative ways to engage their target audiences in a deeper dialogue in order to build customer loyalty. In a world where the "new influencers" preside over the all important word-of-mouth, brands need to be able to offer enduring and valuable experiences that are capable of transforming ordinary customers into willing ambassadors. Charting a companya (TM)s experience architecture offers the ability to gauge where they stand and score in their consumersa (TM) hearts, minds and most importantly, lives"

Joseph Jaffe, President and Chief Interruptor, crayon and author of "Join the Conversation"

Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.

While women are succeeding in historically male professions, stereotypes of their lack of competence persist as obstacles to their advancement, with popular media urging women to improve their language skills if they hope to advance in traditionally male professions.

In "Women Speaking Up: Getting and Using Turns in Workplace Meetings," Cecilia E. Ford rejects popular notions of gender difference and even deficiency in women's language use. She uses careful analysis of interaction to counter negative myths, focusing on women's turns as exemplars skills required by men and women alike to contribute to workplace meetings. Based on videotaped meetings in a variety of settings the author offers new insights into vocal and non-vocal practices for getting and using turns in these common workplace events. The book introduces conversation analytic methods and presents new findings on turn taking, the use of questions to present challenges and open participation, and the interactional skills required to effectively raise issues that go counter to ideas of higher ranking co-workers. For any one who wants to understand meeting interaction, Women Speaking Up offers a wealth of well-grounded new perspectives, while celebrating women's demonstrated competence.

Straight-talk at work Grumblings in offices everywhere suggest that there is not much that we crave more, but don't get often enough. Beyond Bullsh*t reveals the dynamics of bullsh*t and why it has become the corporate etiquette of choice. It also explains how telling it straight contributes to personal well-being and business success. This book is for people who wonder what it's going to take to get rid of the constant deception and obfuscation that, at the end of the work day, leaves them feeling beaten up, confused, and even a little dirty. It is also for the people greeting them at home, wondering, What's going on that takes such a toll? Pressed for an answer, many explain it's all the bullsh*t I have to endure. Even people who disdain deception find themselves involved in it. They bullsh*t at work. After decades of research and consulting, Samuel A. Culbert is convinced that straight-talk at work is possible. But it requires more than luck and willing people. Straight-talk is the product of thoughtful, caring relationships built upon trust and a commitment to look out for one another's success. Culbert describes this brand of truthfulness as a caring, other-sensitive, candor-on-demand, loyalty-producing, intimacy-escalating, give-and-take relationship, leading to enhanced personal and organizational productivity. From an organizational perspective, there's no greater contribution to operational effectiveness and success than conversations in which people with conflicting viewpoints discuss their differences forthrightly. Readers will find this book personal--which is unusual for a business book; they will think that many of the stories are about them.They will be engaged and delighted as the text demystifies the obstacles to getting beyond bullsh*t, and guides them in developing straight-talk relationships at work. N.B.: One pending blurb--Robert Sutton

Can you control a crisis? No - but with adequate preparation you can control the reputational consequences. Reputational damage is rarely caused by the crisis itself but, instead, by what the organisation does and says under the media spotlight. This PRCA Practice Guide describes how to invest in readiness and what to do when a crisis strikes. Coverage includes contingency planning, stakeholder identification, crisis communications policy, spokesperson training, the 'Red Book', dark sites, rehearsals and simulations, locations and resources, taking the initiative, and managing the aftermath. The book also covers in detail the role of the mainstream and online media, recommending steps to neutralise hostility and shut down ill-informed comment. Including numerous real-life examples, discussion topics and advice from PR experts, journalists and editors, Crisis Communications Management is intended as an essential guide for public relations professionals, and the people who work with them during a crisis, on how to navigate the turmoil and emerge from a crisis with reputation and credibility intact.

Philip Theibert provides readers with professional speech writers' techniques to make each and every speech a powerful presentation. Topics covered include how to organize and write a speech, 100 important things you need to know about giving an effective speech, best quotations ever heard, and 365 ideas relating to historical dates and events to weave into your speech.

The branding landscape is dominated by the marketers, the promise makers the people who commission the neon lights and the funky adverts. In our consumer society brands have become an obsession. But an often forgotten fact is that the people who make or break brands are the employees, the promise guardians.
Traditionally employee and customer communication has been very similar ("we show them the adverts!"). There's very strong evidence to suggest that staff (who are also educated consumers) are starting to reject PR and spin-style communication within organisations. But still 80% of spending on brands within organisations is on the physical brand trappings with very little attention given to the cultural and behavioural dimensions. It will have to change.
The core hypothesis of this book is that individuals within organisations who are committed to winning the brand war should focus most of their time on ensuring that their people are authentically engaged with the brand. Neglect this area and risk brand disasters of the Barings scale or creeping brand death, a slow poisoning from within. Read Brand Engagement and find out how to make the most of your brand asset. Listen to a podcast at: http: //cmm.thepodcastnetwork.com/2008/03/24/the-cranky-middle-manager-show-137-brand-engagement-with-ian-buckingham/

" The Corporate Security Professional's Handbook on Terrorism " is a professional reference that clarifies the difference between terrorism against corporations and their assets, versus terrorism against government assets. It addresses the existing misconceptions regarding how terrorism does or does not affect corporations, and provides security professionals and business executives with a better understanding of how terrorism may impact them.
Consisting three sections, Section I provides an explanation of what terrorism is, its history, who engages in it, and why. Section II focuses on helping the security professional develop and implement an effective anti-terrorism program in order to better protect the employees and assets of the corporation. Section III discusses the future as it relates to the likelihood of having to deal with terrorism.
The book provides the reader with a practitioner s guide, augmented by a historical assessment of terrorism and its impact to corporations, enabling them to immediately put in place useful security processes and methods to protect their corporate interests against potential acts of terror. This is guide is an essential tool for preparing security professionals and company executives to operate in an increasingly hostile global business environment.
- Features case studies involving acts of terror perpetrated against corporate interests
- Provides coverage of the growing business practice of outsourcing security
- Remains practical and straightforward in offering strategies on physically securing premises, determining risk, protecting employees, and implementing emergency planning"

This book is an essential read for anyone interested in Public Relations in Asia. Whether you are working in PR, studying PR, a journalist dealing with PR, or just interested in this fascinating and fast growing market, Public Relations in Asia offers readers a vital insight into how PR works.
Combining the latest in Public Relations theory with clear and practical guidance on how to plan and structure a PR campaign, as well as invaluable top tips on the skills needed to create successful PR campaigns, Public Relations in Asia is also full of fascinating and relevant case histories from around Asia and the rest of the world.

Women leaders across the globe are experiencing the influence gap. They struggle to get their voice heard in meetings. They can't get a seat at the table for the decisions that matter. It's a systemic problem, not a problem with women.It's no wonder so many talented women experience imposter syndrome! Closing the Influence Gap empowers women leaders to successfully navigate the workplace, leading their way and changing it for the better. It is a reference tool packed with practical strategies and a troubleshooting section which women can draw on daily to tackle the challenging conversations, decisions and situations they face. It shows women how they can believe in themselves in challenging situations, helps them to get the recognition they deserve as leaders and provides them with the influencing skills they need to get their voices heard and increase their impact. Carla Miller is a leadership coach and chart-topping podcast host who works with women in management and leadership roles to develop their careers and their confidence. Hundreds of women leaders from global companies, the public sector and charities have taken part in her Influence & Impact programme.

Most research on corporate communication has concentrated on positivist approaches, leading to a limited view. This book reviews extant corporate communication theory from discourse and strategy-as-practice perspectives, expanding the picture by more communicational aspects. It proposes an integrative framework of alternative corporate communication as a key contribution to corporate communication theory.

"Ever since Simon Anholt coined the phrase "nation branding" in 1996, there has been more and more interest in the idea that countries, cities and regions can build and manage their brand images. But until now, there has been little guidance and little agreement on how the techniques of commercial brand management can really be applied to places. For the first time, in this authoritative new book, Anholt shares his insights and experience in the field, and shows in detail what countries, cities and regions can do to build and sustain their competitive identity."--Jacket.

By summing up the authors lectures on Marketing Communications, this work introduces its users to the fundamental knowledge that is indispensable in this complex and exciting field of Marketing. It has been compiled especially for first-degree students of Business Administration and Marketing who take an interest in the international aspects of these disciplines. At the same time, the sound grounding provided by this work is suitable for students pursuing Post-graduate Diploma or Master programmes in technological, scientific or IT-related areas. The book gives an introduction to the generic issues of Marketing Communications as well as an overview of the information behaviour of targeted customer groups. The foundation laid in the initial chapters is followed up by more specific areas such as situational analysis and the development of communications strategies."

Not many people know what engineers actually do. This book gives an inside view of real engineers in a modern aerospace engineering environment, using many authentic texts and language examples. It describes the writing of specifications and requirements, engineering proposals, executive summaries and other communication tasks.

Managing Corporate Social Responsibility offers a strategic, communication-centred approach to integrating CSR into organizations. Drawing from a variety of disciplines and written in a highly accessible style, the book guides readers in a focused progression providing the key points they need to successfully navigate the benefits and implications of managing CSR. * Chapters are organized around a process model for CSR that outlines steps for researching, developing, implementing, and evaluating CSR initiatives * Emphasizes stakeholder engagement as a foundation throughout the CSR Process Model * Discusses ways to maximize the use of social media and traditional media throughout the process * Offers international examples drawn from a variety of industries including: The Forest Stewardship Council, Starbucks Coffee, and IKEA. * Draws upon theories grounded in various disciplines, including public relations, marketing, media, communication, and business

Any event you plan and stage is a reflection of your organization's image - from the initial invitation to onsite operations. Whether you're planning a product launch, conference, sales meeting, an incentive event, or a gala fund-raiser, remember that the magic of a truly memorable event is in the details, but so is the devil. Whether your event is for 50 or 2,000 people, whether it has a budget of a few thousand dollars, or hundreds of thousands, it has to be perfect. Fully revised and updated, Event Planning, Second Edition, gives you a blueprint for planning and executing special events with flair and without any unexpected surprises and expenses. This unique book is loaded with practical advice on: * Choosing the best venue * Preparing and managing the budget, with sample costing forms included * Scheduling, staffing, and collaborating with other related professionals * Coordinating food and beverage, d cor, entertainment, and themes. It's still the comprehensive guide that it always has been, but much has changed in the industry in recent years, and this new edition of Event Planning includes: * Changes in security planning since 9/11 * Innovations in technology and how they can improve - or ruin - an event * How to stage an environmentally friendly event * New and updated examples and case studies of where things went right - and wrong * Event Risk Assessment - What You Need to Consider before Contracting * How keep your budget on target and where to find hidden surcharges * Ways on how to ease airport stress and make air travel a pleasurable part of the participant's event experience * When and When Event Planners and their Suppliers will need Work Visas * What you need to include in your client's event history in order to design your next event so that it maximizes your client's return on their event investment * A companion website with downloadable versions of the checklists, additional forms and tools

Bestselling author and psychologist Adrian Furnham takes a critical and challenging view of the jargon and current fads in management contained in manifestos, mantras and mission statements and shows how these often obscure and mystify. In this latest book he turns his skeptical attention to such topics as atmospherics, blame culture, compulsory training, fundamentalist gurus, integrity tests, networming, personality of organizations, and uncertainty avoidance.

Until now, change leadership has lacked a theoretical basis for use by leaders as a starting point when implementing change processes. This tactical text addresses this. Think of the tightrope walker; they must constantly change the position of their arms and legs to remain 'stable' on the tightrope. Stability depends on change, and change depends on the existence of a stable core. If everything is in a state of flux, the result will be chaos. If everything is stable, the result will be rigid. Rigid systems will collapse if there is the slightest change. Meanwhile, chaotic systems use all their energy to maintain stability. This book is split into two parts. In the first part, we consider our theoretical basis. In the second part, we describe the leadership tools we have developed for use in change processes. We have designed a leader's toolbox for planned change processes. This toolbox consists of 18 leadership tools. These can be used by any leader to ensure the effective communication and implementation of planned change processes. Perfect for undergraduate and postgraduate students who wish to expand their knowledge of change leadership focusing on both the theory and the tools needed to implement changes.

A former Senior Partner and Global Managing Director at the legendary design firm IDEO shows how to design conversations and meetings that are creative and impactful. Conversations are one of the most fundamental means of communicating we have as humans. At their best, conversations are unconstrained, authentic and open-two or more people sharing thoughts and ideas in a way that bridges our individual experiences, achieves a common goal. At their worst, they foster misunderstanding, frustration and obscure our real intentions. How often do you walk away from a conversation feeling really heard? That it moved the people in it forward in some important way? You're not alone. In his practice as a designer, Fred Dust began to approach conversations differently. After years of trying to broker communication between colleagues and clients, he came to believe there had to a way to design the art of conversation itself with intention and purpose, but still artful and playful. Making Conversation codifies what he learned and outlines the four elements essential to successful exchanges: Commitment, Creative Listening, Clarity, and Context. Taken together, these four elements form a set of resources anyone can use to be more deliberate and purposeful in making conversations work.

Broadband is a key enabler of the information society, increasing productivity and competitiveness across all sectors of the economy. Unlike traditional n- rowband connections, broadband provides high speed, always-on connections to the Internet and supports innovative content and services. Direct consumer welfare gains from mass-market adoption of broadband across the EU could easily reach 50 billion euros or more per annum. This is quite apart from the more profound societal shifts that ubiquitous broadband could bring. It may allow the individual to distribute content and ideas independent of traditional media and bring together communities of interest without regard to borders. Public policy for broadband will have a big impact on whether and how quickly these bene?ts are realised. Getting policy right could bring large bene?ts for consumers, ?rms and the economy at large; getting policy wrong risks s- ?ing both the rollout of broadband and new innovative services, and thus the realisation of the EU's e-Europe vision. In this book, we focus on the residential market for broadband access in EU countries, analysing the current and prospective level of competition and dr- ing implications for public policy. A key aim is to understand better the relative importance of facilities-based and access-based provision in fostering com- tition and promoting take-up of broadband services.

Unleashing the Power of Diversity provides a clear tool to create a common language across teams and organisations that reinforces positive identity, builds trust towards people and processes, supports innovation and helps make diversity sustainable. The complex problems that many organisations and teams now face are global in scope, including cultural, social and environmental issues. Challenges such as climate change, mass migration and human rights do not respect national borders or sociodemographic groups. In order to solve these complex problems, we need the skills to be able to communicate effectively across the differences that may otherwise divide us. In this ground-breaking book, award-winning consultant and author, Bjorn Z. Ekelund, presents a clear step-by-step approach to communicate with people who have different mindsets, perspectives and cultural backgrounds. It is relevant and applicable across various contexts - within the workplace, inter-professional, across different industries and cultures, and between corporate, governmental and NGO groups. The programme developed in the book, called the Diversity Icebreaker, has been successfully applied across 70 countries and with 250,000 participants. It shows how to break down these barriers and provides a new way to conceptualise diversity across various boundaries, allowing for trust and unity to form and creating a pathway for improving communication.

Advertising has traditionally communicated messages to consumers with strong local and national identities. However, increasingly, products, producers, advertising agencies and media are becoming internationalized. In the development of strategies that appeal to a large multinational consumer base, advertising language takes on new 'multilingual' features. The author explores the role of advertising language in this new globalized environment, from a communicative theory point of view, as well as from a close linguistic analysis of some major advertising campaigns within a multicultural and multilingual marketplace.