The 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom for all consultants, negotiators, and advisors.

In today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one’s discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients.

In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. Using their model of “the trust equation” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters.

This immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.

Charles Green tells here the dramatic story of the initial excavation of Sutton Hoo, one of the richest archaeological finds of all time. In the Sutton Hoo burial grounds scientists unearthed a ship containing the treasures of a king who was most likely the last of the pagan rulers of East Anglia. Green guides us through the scientific significance of the Sutton Hoo discovery: the beautiful jewelry indicates the high level of Anglo-Saxon artistic culture, the royal insignia offers clues to the organization of the East Anglican kingdom and its relations with neighboring regimes, while the burial ships themselves inspire new hypotheses regarding Anglo-Saxon immigration routes. Any reader will be irresistibly drawn to learn more of this archaeological dig which has uncovered such intriguing relics of our medieval ancestors. This edition takes into account discoveries that have been made since the publication of the original edition. Barbara Green, an archaeologist in East Anglia and Charles Green's daughter, has revised and updated the original text of her father's book.

This is a guide to professional success. In the modern world of business, it's all about the ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable then gold. This detailed resource book provides readers with the five crucial steps they need for developing, managing and improving client confidence.

Originally published in 1926, An Introduction to the History of Medicine is a compilation of reliable and essential contributions to the subject of the history of medicine. The book looks at the evolution of medicine from the practices in Ancient Egypt, to the medicine of the 16th century, and examines the work of Hippocrates and Galen. The book also examines the philosophy that began around the practice of medicine, as well as early discussions of ethics. It also looks at early medicine through the lens of religion, covering the practices of medicine in Hindu, Chaldean and Islamic religions. The book provides a broad coverage of early medicine in ancient civilizations, focusing particularly on Ancient Greece, Persia and Rome.

This volume draws attention to the plight of urban blacks in the contemporary world and links their situation across five key global regions. It argues that while the world's population is predominantly urban, persons of African descent are disproportionately urbanized and impoverished, and it shows how significant changes in the global arena, among them new information technology, the increased hegemony of market structures, and the resulting socioeconomic instability, have altered the material circumstances of these and other poor and working-class urban dwellers. The book argues further that although the problems triggered by the late-twentieth-century challenge appear to impact blacks uniformly, the societal and cultural-specific dimensions of their plight should not be overlooked. Its findings and implications buttress the need for greater unity among urban blacks in the diaspora, as well as offer solutions that are sensitive to their societal and cultural differences.

Originally published in 1926, An Introduction to the History of Medicine is a compilation of reliable and essential contributions to the subject of the history of medicine. The book looks at the evolution of medicine from the practices in Ancient Egypt, to the medicine of the 16th century, and examines the work of Hippocrates and Galen. The book also examines the philosophy that began around the practice of medicine, as well as early discussions of ethics. It also looks at early medicine through the lens of religion, covering the practices of medicine in Hindu, Chaldean and Islamic religions. The book provides a broad coverage of early medicine in ancient civilizations, focusing particularly on Ancient Greece, Persia and Rome.

The lone artist is a worn cliche of art history but one that still defines how we think about the production of art. Since the 1960s, however, a number of artists have challenged this image by embarking on long-term collaborations that dramatically altered the terms of artistic identity. In The Third Hand, Charles Green offers a sustained critical examination of collaboration in international contemporary art, tracing its origins from the evolution of conceptual art in the 1960s into such stylistic labels as Earth Art, Systems Art, Body Art, and Performance Art. During this critical period, artists around the world began testing the limits of what art could be, how it might be produced, and who the artist is. Collaboration emerged as a prime way to reframe these questions.

Green looks at three distinct types of collaboration: the highly bureaucratic identities created by Joseph Kosuth, Ian Burn, Mel Ramsden, and other members of Art & Language in the late 1960s; the close-knit relationships based on marriage or lifetime partnership as practiced by the Boyle Family, Anne and Patrick Poirier, Helen Mayer Harrison and Newton Harrison; and couples -- like Christo and Jeanne-Claude, Gilbert & George, or Marina Abramovic and Ulay -- who developed third identities, effacing the individual artists almost entirely. These collaborations, Green contends, resulted in new and, at times, extreme authorial models that continue to inform current thinking about artistic identity and to illuminate the origins of postmodern art, suggesting, in the process, a new genealogy for art in the twenty-first century.

Common stereotypes portray black fathers as being largely absent from their families. Yet while black fathers are less likely than white and Hispanic fathers to marry their child's mother, many continue to parent through cohabitation and visitation, providing caretaking, financial, and other in-kind support.

This volume captures the meaning and practice of black fatherhood in its many manifestations, exploring two-parent families, cohabitation, single custodial fathering, stepfathering, noncustodial visitation, and parenting by extended family members and friends. Contributors examine ways that black men perceive and decipher their parenting responsibilities, paying careful attention to psychosocial, economic, and political factors that affect the ability to parent. Chapters compare the diversity of African American fatherhood with negative portrayals in politics, academia, and literature and, through qualitative analysis and original profiles, illustrate the struggle and intent of many black fathers to be responsible caregivers. This collection also includes interviews with daughters of absent fathers and concludes with the effects of certain policy decisions on responsible parenting.

Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer's trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.