[J315.Ebook] Download Ebook The Collapse of the Soviet Union, 1985-1991, by David R. Marples

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Why did the Soviet Union collapse in 1991?

The collapse of the Soviet Union has widely been seen as the result of the arms race and Cold War, and the failure of the Soviet side to keep pace with new technology. This book argues that the disintegration was mainly a result of two interrelated factors: the rise of the Soviet national republics, and the manipulation of the new Russian presidency by Boris Yeltsin in what became a direct power struggle between Yeltsin and the Soviet leader, Gorbachev.

Written in a clear and accessible manner, the book provides:

• an explanation of how the national question came to dominate Soviet politics by 1990-1
• analysis of the economic crisis that occurred in the late 1980s
• a chapter devoted to the year 1991, from the referendum to reform the Soviet Union to the unforeseen dissolution of the country by December
• a discussion of the personalities of and political confrontation between the two key statesman: Gorbachev and Yeltsin

Also containing a Chronology, Glossary and Who's Who of key figures, The Collapse of the Soviet Union is essential reading for students of twentieth century European history.

• Sales Rank: #542585 in Books
• Brand: Brand: Routledge
• Published on: 2004-04-30
• Released on: 2004-04-28
• Original language: English
• Number of items: 1
• Dimensions: 9.15" h x .47" w x 6.15" l, .65 pounds
• Binding: Paperback
• 192 pages

Features

• Used Book in Good Condition

From the Back Cover

Why did the Soviet Union collapse in 1991?

The collapse of the Soviet Union�has widely been seen as the result of the arms race and Cold War, and the failure of the Soviet side to keep pace with new technology. This book argues that the disintegration was mainly a result of two interrelated factors: the rise of the Soviet national republics, and the manipulation of the new Russian presidency by Boris Yeltsin in what became a direct power struggle between Yeltsin and the Soviet leader, Gorbachev.

Written in a clear and accessible manner, the book provides:

• an explanation of how the national question came to dominate Soviet politics by 1990-1
• analysis of the economic crisis that occurred in the late 1980�s
• a chapter devoted to the year 1991, from the referendum to reform the Soviet Union to the unforeseen dissolution of the country by December
• a discussion of the personalities of and political confrontation between the two key statesman: Gorbachev and Yeltsin

Also containing a Chronology, Glossary and Who�s Who of key figures, The Collapse of the Soviet Union is essential reading for students of twentieth century European history.

�

David R. Marples is Professor of History at the University of Alberta.

About the Author

David R. Marples is Professor of History at the University of Alberta.

Most helpful customer reviews

10 of 10 people found the following review helpful.
Overview of the Downfall of an Empire
By The Peripatetic Reader
This book has one purpose and one purpose only: To discuss the reasons why the Soviet Union disintegrated.

Marples' book is devoted nearly exclusively to the analysis of how the Soviet Union crumbled and fell. In rendering his explanation the author sacrifices what could have been a more lively historical account. Historical narrative is kept to a minimum, events are described with a broad brush, and the style can be at times academic and dry. At other times, the author could describe with excruciating detail specific events which hastened the demise of Soviet Russia. For example, when the author described the infighting between Gorbachev and Yeltsin or when he chronicled the long, tortuous efforts to federalize the separate nation-states of the Soviet Union, the reader could get lost in the detailed narrative. Other reasons get short shrift. But there is no better book which explains the reasons for the demise of the Soviet Union.

The collapse of the Soviet empire holds a special fascination to American readers, because it has entered the popular mythology. According to that mythology, Ronald Reagan was responsible for the downfall of the empire by his tough policies. Yes, the author points out, but there were plenty of other factors which hastened that end:

* The Coal Miner's Strike of 1989 - 1990. This strike spread like wildfire and expressed not only the dissatisfaction of the coal minor's but reflected the general malaise which existed in Soviet society at the time.

* Chernobyl. This, of course, was the famous meltdown of the nuclear reactor located in the Ukraine. Despite initial efforts of the government to downplay the significance, or even existence, of a problem, the Soviet government afterwards would never be the same.

* Efforts at federalization. Marples devotes a great deal of space at describing how the push of non-Russian states towards semi-autonomy hastened the downfall of the central government. A sort of federalism had been contemplated in the beginning by Lenin but was reversed by Stalin, who favored and implemented a strong central government. As pat of his reformist policies Gorbachev again sought to introduce a type of federalism, but like his other social policies, events got out of his control, and the non-Russian states' push towards independence overpowered any effort of the central government to exercise any control.

* The Yeltsin-Gorbachev political struggle. While most of these events are going on, there is a fierce political struggle between Boris Yeltsin and Gorbachev on reform measures to the central government. This political debate failed in its overall goal, didn't produce reform, but political stalemate and stagnation. It did produce Yeltsin as the victor, Gorbachev's successor, and the caretaker of the dissolution of the Soviet system.

There are many personal memoirs of politicians, diplomats and correspondents, giving an up-close account of the last days of the Soviet system. These accounts are necessarily given from the personal perspective of the author, and do not give the general overview of the totality of events. Marples' account provides this general overview and should be consulted first before personal accounts of the downfall of the Soviet system are read.

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[W720.Ebook] Free Ebook Heavy Metal: The Music And Its Culture, by Deena Weinstein

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Few forms of music elicit such strong reactions as does heavy metal. Embraced by millions of fans, it has also attracted a chorus of critics, who have denounced it as a corrupter of youth—even blamed it for tragedies like the murders at Columbine. Deena Weinstein argues that these fears stem from a deep misunderstanding of the energetic, rebellious culture of metal, which she analyzes, explains, and defends. She interprets all aspects of the metal world—the music and its makers, its fans, its dress code, its lyrics—and in the process unravels the myths, misconceptions, and truths about an irreverent subculture that has endured and evolved for twenty years.

• Sales Rank: #887469 in eBooks
• Published on: 2009-08-05
• Released on: 2009-08-05
• Format: Kindle eBook

From Library Journal
This is one of the few books that provides a serious study of this most loud and rebellious form of rock'n'roll. Beginning with pioneers such as Black Sabbath in the early 1970s, Weinstein traces the roots of the music and the bands who played it, from England's hardcore headbangers to their American counterparts plus a lot of the lightweight pretty-boy bands of the 1980s.
Copyright 2000 Reed Business Information, Inc.

Review
"She gives the genre recognition as a serious cultural phenomenon....A user-friendly guide to a not-so-friendly world." -- Voice Literary Supplement

About the Author
Deena Weinstein is a professor of sociology at DePaul University in Chicago. Her numerous books, chapters, and articles in professional journals range from the sociology of rock to postmodern theory. She also writes music reviews and features for numerous magazines, alternative weeklies, and websites.

Most helpful customer reviews

34 of 37 people found the following review helpful.
Interesting, but Deeply Flawed
By Planetary Eulogy
Deena Weinstein's updated edition of her 1991 monograph "Heavy Metal: A Cultural Sociology" remains, to this day, probably the most widely available academic work on the subject of heavy metal. While it is mostly well-written (a bit heavy on jargon perhaps, but without the suffocating tsunami of subclauses that usually plague academic writing in the social sciences). While it is always gratifying to this Hessian to find an academic work taking metal seriously, this is, unfortunately, a very flawed work.

Like many contemporary academics, Weinstein is overly wedded to social science theories at the expense of a genuine engagement with the subject at hand. As a result, she tends to treat metal - both the music and its culture - as a form of semiotic play, symbolically creating and re-creating a self-referential narrative of 'the Proud Pariah.' Professorial prose, however, is an inadequate patch to cover an ugly truth: Weinstein never really gets beyond the 'rock as rebellion' metanarrative to bring any new insight to bear on the subject of metal. Not surprisingly, she fails to understand metal or its fans at anything beyond the most superficial level, though, occasionally, moments of lucidity creep in, as with Weinstein's recognition of heavy metal's fundamentally neo-Romantic character.

Where this work is strong, however, is in its analysis of the underlying social and political biases that have left metal marginalized, despite its manifest artistic superiority to, well, pretty much anything the contemporary world is producing. In particular, Weinstein has honed in, as few commentators have, on the unreasoned and unreasoning rejection of metal by mainstream rock journalists, and she effectively lays bare the institutional assumptions and prejudices that have crippled the objectivity of the wider music press when faced with outsider forms that do not conform to the expected 60s counterculture norms of social and political discourse.

While this may be of some interest to specialists, it is likely to leave ordinary readers with no better understanding of metal music or culture than they had before picking it up. There have, unfortunately, been no truly excellent academic studies of metal, but if you feel compelled to pick up something on the subject, Natalie Purcell's Death Metal Music: The Passion and Politics of a Subculture is probably a better bet.

10 of 12 people found the following review helpful.
Very informative! A must for every metalhead!
By Z. William Arkosy
This is by far the most intellectual book ever written on the subject of Heavy Metal! This book goes into great depths regarding the birth of the stlye, both in terms of its musical roots, as well as the image associated with this genre. It has an almost sociological evaluation of the fans of metal and what their lifestyle consists of. This book also enlightens us as to why critics - both from the liberal left as well as the conservative right - detest this style of music. It later goes on into the fragmentation of the genre (regarding the Thrash metal scene and glam rock). There is a final chapter which deals with the genre during and after the nineties, but the vast majority of the book deals with the '70s and '80s. There is a slight (North) American bias, concentrating more on bands that are from English speaking countries (namely the U.S., the U.K. & Canada) but some European bands are also mentioned. It was an enjoyable read and there are many examples illustrated by the author to make the reading less dry. Highly recommended for fans of the genre and for those who are trying to understand the genre.

4 of 4 people found the following review helpful.
Schematic sociological introduction to a persistent subculture
By Autonomeus
Weinstein's book clearly merits five stars. It was the first sociological study of metal culture, and when it was originally published in 1991 it was responding to a major culture wars battle over the music and its influence following metal's explosion into the mainstream in the Eighties. (It was followed by another sociological study, Running with the Devil: Power, Gender, and Madness in Heavy Metal Music (1993), which I haven't read.) She utilizes some sociological theory (Durkheim, Simmel, Weber), and argues convincingly that "subculture" is a more applicable category than "taste public," but thankfully the book is not dense with impenetrable postmodern theory.

The book follows a strictly logical, schematic organization:

1) Studying Metal (introduction)
2) Heavy Metal (history)
3) Making the Music (the artists)
4) Digging the Music: Proud Pariahs (the metalheads)
5) Transmitting the Music (industry & media)
6) The Concert
7) Maligning the Music
8) Metal in the '90s

The last chapter was added for the 2000 revised edition, and covers the eclipse of metal by grunge, the mass popularitiy of Metallica, and the persistence of the metal subculture. This is not the book for a systematic history of the genre -- Weinstein gives a short history in Chapter 2, which is stronger on the origins of metal than its subsequent development. Her partition of the original metal into classic metal, lite/pop metal, and thrash metal is useful, if long since outdated as subgenres have proliferated.

As a sociologist, she had to cover the industry and media (Chapter 5) -- understanding the production of culture is as important as understanding the reception of culture, and in capitalist society that means understanding corporations and the music industry as well as fanzines and other non-profit media. Chapter 7 on the PMRC and the anti-metal movement is a brilliant defense of the music and the culture, and is still relevant today. She characterizes metal as Dionysian rebellion, and charges its ignorant critics of both the Right and Left with "discursive terrorism."

But what I was really interested in, and the part of the book I found the most informative and compelling, was Chapter 4. What is the nature of the metal subculture? What ties the fans together beyond the music itself? Not a metalhead myself, I am not in a position to evaluate Weinstein's analysis, but it makes sense and fits my own observations from a distance over the years. She is a participant as well as an observer of the culture, and this is no armchair analysis. She has written dozens of reviews of metal albums, for instance, which can be found on her website. Her (Simmelian) category of "The Proud Pariah" may be reductive, but it clearly captures an important part of the identity of metalheads. Her analytical history of "The Roots of the of the Metal Subculture" makes the interesting argument that metal was a selective, blue-collar continuation of the Sixties counterculture in the Seventies. She makes a case that the subculture, which began in the U.K., was/is distinctively male, white, and blue-collar. Weinstein is fully aware that that many/most metalheads from the Eighties on were/are middle class, and she argues that nonetheless there is a blue-collar ethos in the culture, one which tends to horrify middle class parents. She devotes an entire chapter to The Concert as the central ritual binding metalheads together and perpetuating the culture (thanks to Durkhem). As a sociologist, I would have liked to see more empirical data here, and fewer unsubstantiated claims, but on balance I find Weinstein to be a reliable participant/observer.

Part of what set me in search of a book like this was my realization that metal is an incredibly persistent, tenacious subculture that continues to recreate itself over 40 years after its origin. But part of my interest is driven by my own discovery of some of the music's recent permutations. I have been aware of metal all along -- I remember a high school friend who immediately gravitated to Black Sabbath's PARANOID on its release -- but I have never been as interested in the music as I am today. Bands like Neurosis, Agalloch, Isis, Pelican, Russian Circles, Mastodon, The Dillinger Escape Plan, and Wolves In the Throne Room are making some of the most compelling rock music of our time. Neurosis in particular, with a powerful sense of tragic doom, speaks to the crisis of climate change in a way no other music even begins to approach. (For instance Given to the Rising - 2007 -- see my review.)

As rock fades with the aging of the Baby Boomers, and becomes just one of many music subcultures, metal keeps alive the power of the guitar chord, the intensity of rejection of the status quo, and a grim, realistic view of reality in the face of superficial cheerfulness and pop marketing.

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[W269.Ebook] PDF Download The Encyclopedia of Aromatherapy, by Chrissie Wildwood

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"The Encyclopedia of Aromatherapy offers the most elegantly comprehensive package on the whole art and science of aromatherapy written to date. It deservedly takes its place among the small handful of indispensable reference books on this fascinating therapy."
--Seza Eccles, Editor of Aromatherapy Quarterly⁞

Among the profusion of books on aromatherapy available today The Encyclopedia of Aromatherapy is the first to explore the many aspects of this healing art in a single, illustrated volume. The author discusses all things aromatic, from essential oils to garden plants, with recipes for blending essential oils and practical tips for creating perfumes and beauty products. The numerous therapeutic uses of aromatherapy are applied to 10 major systems of the body with specific remedies given for more than 70 ailments.

Color photographs illustrate step-by-step a full-body aromatherapy massage, accompanied by specific advice on massaging pregnant women, babies, children, and elderly people. There is also a helpful section concerning sports injuries. Useful for the beginner, this comprehensive reference is an invaluable addition to the library of the serious student and professional practitioner of aromatherapy.

• Sales Rank: #230923 in Books
• Brand: Brand: Healing Arts Press
• Published on: 1996-08-01
• Released on: 1996-08-01
• Original language: English
• Number of items: 1
• Dimensions: 9.75" h x .70" w x 7.38" l, 1.90 pounds
• Binding: Paperback
• 320 pages

Features

• Used Book in Good Condition

Review
"The Encyclopedia of Aromatherapy offers the most elegantly comprehensive package on the whole art and science of aromatherapy written to date. It deservedly takes its place among the small handful of indispensable reference books on this fascinating therapy." (Seza Eccles, editor of Aromatherapy Quarterly)

“There is quite a bit of reference information contained here! It goes beyond what you might expect in an aromatherapy book, too, making it extremely useful...I think this would be a useful addition to any natural home health library.” (Rachel Ramey, Titus2Homemaker.com, May 2013)

About the Author
Chrissie Wildwood is a holistic practitioner of aromatherapy and one of Great Britain's leading writers on the subject. She is the author of Creating Your Own Perfumes, Creative Aromatherapy, and Sensual Aromatherapy. She has made numerous television and radio appearances and regularly writes articles for a number of health magazines.

Most helpful customer reviews

25 of 25 people found the following review helpful.
Holistic Approach to Aromatherapy
By Laura De Giorgio
This book contains brief descriptions of about 50 - 60 essential oils and while it does contain aromatherapy recipes for different conditions, they are not the focus of the book as the author believes that ultimately, you should follow your intuition when putting together aromatherapy blends. This is something that gets much easier with experience.

The book does have some interesting information like "Believe it or not, no two people can blend an identical-smelling fragrance, even though they may use exactly the same blend of oils in exactly the same quantities from the same bottles. Amazingly, the oil will always take on an spect of the blender's personality - their aromatic signature."

The book is divided in chapters, each dedicated to a different system in the body: circulatory, endocrine, nervous, muscular, etc. - each chapter beginning with a description of the funcitoning of a particular system, following by recommended oils that may be effective in optimizing that system.

One section of the book is dedicated to massage techniques and contains lots of color photographs to make the points clearer.

There is a chapter on proper nutrition, on yoga exercises (surya namaskar is illustrated as an example), meditation and even cleansing and strengthening your aura, as the author notes that aromatherapy can provide the best results as a part of holistic nurturing and care of your mind, body and spirit.

0 of 0 people found the following review helpful.
This is a great resource for aromatherapy
By Jean K Meyer
This is a great resource for aromatherapy. First found the book at my library and decided I wanted my own copy.

0 of 0 people found the following review helpful.
Five Stars
By Dottie McCraw
Great resource for using essential oils.

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• Published on: 2010
• Number of items: 2
• Binding: Hardcover

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[Z100.Ebook] Ebook Download Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff

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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 first 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.

• Sales Rank: #3670 in Books
• Published on: 2011-02-16
• Original language: English
• Number of items: 1
• Dimensions: 9.30" h x .90" w x 6.40" l, 1.06 pounds
• Binding: Hardcover
• 240 pages

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Using the S.T.R.O.N.G. Method, you will discover that PITCH ANYTHING gives you a common vocabulary in identifying hurdles that might keep you from getting your next deal. You will learn how to read subtle (but obvious) shifts in power during meetings; how to own the room by creating local star-power and capture the alpha position; you will learn when to press forward and when to pause. Once you realize you have control over the agenda and the flow, you’ll always stay composed, get the high-status position, own the frame, and get to the hook point. Then, closing is easy.

PITCH ANYTHING is a fast-paced narrative packed with crystal clear examples illustrating the unique S.T.R.O.N.G. Method, which takes advantage of how the brain really works by Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint; and Getting a Decision. These are methods to get frame control, a way of making your perspective the dominant one in social encounters. Each of these tactics can get you closer to closing a deal. Used together, they give you complete control over the pitch process.

IF YOU’RE THE FRONT MAN, THE PERSON WHO HAS TO PITCH THE DEAL OR SELL SOMETHING, THEN TODAY YOU HAVE TO RISE TO A NEW LEVEL. Your marketplace is more crowded than ever. Socially,with people’s attention splintered over half dozen devices, and the speed of life increasing, the attention of your target is growing more and more scarce. If you can’t get and keep your target’s attention, then it doesn’t matter how well you present the information about your product or deal. And getting attention isn’t a technical or business skill; it’s become social skill.

From the Back Cover
ADVANCE PRAISE FOR THE PITCH ANYTHING FORMULA:

"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 Author
Oren Klaff is Director of Capital Markets for the investment bank Intersection Capital, where he raises tens of millions of dollars from investors and institutions. Intersection Capital has grown to $250 million of assets under management by using Klaff's pioneering approaches to raising capital and incorporating neuroscience into its capital markets programs. He is a specialist in financial modeling and the co-developer of Velocity™, a capital markets product that has raised more than $100 million of private equity and venture capital.

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175 of 183 people found the following review helpful.
Great read - my notes are below
By Lou
I took these notes while reading Pitch Anything. It's a great book and there's more to it than I share here. A recommended buy.

Basics:
-Good pitching depends on method. It can be learned.
-Pitches are sent from the modern - and smart - part of the brain, the neocortex. But they are received by the old "croc brain."
-This is not numbered based selling or being pushy. Both sides should leave happy and not feel like they were used or tricked.
-Keep it fun. Once the power shifts take control and direct conversations where you want. Give and take power. Let the game be fun for both sides. It should be mutually exciting not dominating.
-Selling makes you supplicate, make rational appeals to the neocortex and ask invasive questions.
-When explaining your track record of success people remember the average of your achievements not the sum. A few good strong stories are better than many weaker ones.
-Hot cognitions are unavoidable - you can control the expression of emotions but not having them.
-Don't create like or analysis, create want.

You must set the frame. Create novelty and intrigue. The STRONG method:
Setting the frame
Telling the story
Revealing the intrigue
Offering the prize
Nailing the hookpoint
Getting a decision

Framing:
-Your point of view is your frame (perspective). The stronger frame absorbs the weaker frame, when frames collide the winner has frame control and his/her ideas are accepted.
-When you are responding ineffectively to things that the other person is saying and doing, that person owns the frame, and you are being frame-controlled.
-If you have to explain your authority, pwer, position, leverage and advantage, you do not have frame control.
-Strong frames activate basic desires.

Frame collision - instigate a mildly shocking but not unfriendly act. Use defiance or a small denial and light humor. This captures attention and elevates your status by giving you "local star power

Types of Frames:
Power Frame - Comes from ego and status. Shows arrogance and lack of interest.
-avoid falling into this frame by reacting to it. Don't strengthen it. Basic power rituals in business settings (small talk, letting ourself be told what to do) enforce the other party's power frame. Abiding by rituals of power instead of establishing your own reinforce it.

Prize Frame - when yo own the frame others react to you. Reframe everything your audience does/say as if they are trying to win you over. Even when you're selling, the question is "why do I want to do business with you?"

101: Make your buyer qualify. Withdraw if buyer tries to change time, location, attendees, etc..
201: trial closes are crude and ineffective. Don't ask questions and seek validation. Make target perform a task to earn the deal. Remember, money can't do anything without you, the money needs you.

Example open: `'I'm glad I could find the time to meet with you today. And I have another meeting right after this so let's get started."

Time Frame - When the room is cooling down don't wait for them to set the end time, that leaves you reacting. Running long or beyond the point of attention shows weakness, neediness, and desperation. Talking faster and forcing more information leads to less retention.

Intrigue Frame - focus on relationships, you know the numbers will work out. Most intelligent people take great pleasure in being confronted with something new, novel and intriguing. Once audience memebers solve the puzzle they check out. When analyst frames are taking power, break through with a story, but only tell part of the story:
Intrigue Story:
1. Be brief. The subject should be relevant to the pitch.
2. You are at the center of the story.
3. Time pressure - the clock is ticking and there are consequences if it runs out.
4. Have risk, danger and uncertainty.
5. Have tension - you're trying to do something but are being blocked by some force.
6. Failure will be bad!

Frame Stacking:
Creates hot cognition, they like the idea/you before they fully understand the facts.
-Intrigue-> prize-> time-> moral authority-> hookpoint

Intrigue - stories about interexting and eccentric people. Witnesseing is brtoing, forced into action and overcoming something is better. Create a short and strong narrative that introduces characters who overcome real-world obstacle.
-Put a man in the hungle, have the beasts attack him, get him to the edge of the jungle, will he get to safety?

Prize - I have one of the better deals on the market; I am choosy about who I work with; it seems like I could work with you, but really, I need to know morel please start giving me some materials on yourself; I still need to figure out if we would work well together and be good partners; what did your last business partner say about you; when things go sidewatys in a deal how do you deal with it; my existing partners are choosy.

Time - scarcity bias. Don't be avert or aggressive with pressure, there is a real time constrain, bring it up and recognize it.

Beta Traps:
Watch out for situations that will put you in the beta role, they're everywhere. To break out you need to do something that is mildly shocking but not unfriendly, this causes frame collision. Then quickly grab status, shrink the focus of the information being discussed to something that you specialize in, then pull away. Set a hookpoint then pull away again. Momentum is key during this process.

Seizing Situational Status:
Politely ignore power rituals. Avoid beta traos.
Be unaffected by cutstomer's global status.
Look for opportunitis to perpetrate small denials and defienaces that trengthen your frame and elevate your status.
As soon as you gain power switch discussion into an area where you are the domain expert.
Apply prize frame for decisions.
Confirm alpha status by making customers qualify your status (light hearted/interesting).
How the Brain Works:
Croc Brain Filtering:
1. If it's not dangerous, ignore it.
2. If it's not new and exciting, ignore it.
3. If it's new, summarize it as quickly as possible and forget the details
4. Do not send anything to the neocortex for problem solving unless you have a situation that is really unexpected and out of the ordinary.

Movement:
The brain detects movement. Don't show before and after, try to show the progress but do so without threatening the croc brain.
-The brain reacts to social and physical threats the same way.
-Put them at easy, tell them it's going to be a short and easy 20 minute pitch.
-Tell them your track record of success.
-Explain the market window.
-Paint a picture of the idea moving out of the old market and into a new one.

Tension and Desire Lead to Attention:
-Desire comes when you offer a reward, tensions arises when you take something away.
Desire: anticipation of a reward. Violate target's expectations in a pleasant way.
- People are curious about things they can not explain but that seem explainable.
- At the point of satiation the pitch is over.
- You need to have tension as well for the person to remain alert.
Tension introduces real consequences to the social encounter
- Don't manipulate the person, just keep them alert.
- Push and pull, but not too much of either.

Prizing:
We chase that which moves away from us.
We want what we can't have.
We only place value on things that are hard to obtain.
Hot and Cold Cognition:
Problem solving and calculations are cold cognitions. You can't have and cold cognitions at the same time. Hot cognitions lead to want, desire and excitement.

Showing neediness is bad for frame control, erodes status, freezes hot cognition, and topples frame stacks. It's a weakness and a threat to the other person.
-Want nothing, focus only on things you do well, announce your intentions to leave the encounter.

Theory of Mind:
Simplicity can actually be scary. You want to tune your message to the mind of the recipient. A strong "theory of mind:" means you are able to understand how thoughts, desires and interest of others cause them to act.
-All important information must fit into the person's attention span - usually about 20 minutes.
-It doesn't matter how much information you give, but instead your theory of mind. Tune your info to the other person's way of thinking.

65 of 72 people found the following review helpful.
some strong concepts (not) backed by poor examples
By OrlandoM
Oren gives some good pointers for making 'sales' pitches, even though he couches most of his pitches in terms of raising capital for new ventures. It's good exercise to try to imagine his techniques being applied in your line of business.

He gives a good perspective on the 'reptile brain' which you may find as a breakthrough in your own thought process. His emphasis on story and time is equally valuable, as is his insistence to keep 'analyst details for later' until we know we want to do business. I realized I used many of these ideas myself, but had not formalized them with the amount of research he has done. It's nice to put things in a framework always. Speaking of 'frames', his 'death match' concept of social interaction may not appeal to you, but it's a fresh perspective none the less.

For me the weak part were the stories, they got a little over the top, especially the climactic 'pull it all together' story where he spends weeks moping about in obscure resorts while a desperate friend lands in private jet on a small strip trying to get back to win a $1 billion deal, which he does elegantly.

He claims to know Hollywood scriptwriters as friends, and their effect or help shows as he narrates stories where he storms into a Ponzi scheme office and claims to be able to call the FBI in unless he gets the money back for his friend, or where he cuts off half an apple from one of the leading billionaire investors' plate 'to grab his attention'. He even manages to make a gripping narrative out of a 'french waiter' situation.

Read this book if you're frustrated with your current sales method, if you're tired of making 100s of calls for making 2 deals, if you feel angry with the way you're treated in client office lobbies or if you just want to try something different.

Caution: this is strong sauce indeed, so try it with friends and colleagues before trying in formal situations.

86 of 100 people found the following review helpful.
Pitch Anything...
By Trevor J. Flannigan
The book of the week was Pitch Anything by Oren Klaff. Wow. I haven't been this excited about a book in quite some time. I have found myself talking about this book a lot this week. I have even suggested it to several of my friends that sell for a living and I did so without getting to the end yet. Klaff is a dynamic writer and the whole book is fascinating. I have read a ton of books and what I look for in books anymore is uniqueness... A lot of books overlap ideas when you get into the realm of business and leadership. The books that do well nowadays are the ones that have a few individual revelations. The ones that do great are the ones that completely revolutionize their subject matter. Pitch Anything is one of those books.

There are a lot of "Oh wow" ideas in this book. Klaff uses neuroscience in selling. He has analyzed the way the human mind reacts to communication and teaches best practices for selling. There are two things I want to lay on you that I learned from this book. The first about attention and the second is about neediness.

Obviously it's important to get attention when you are selling to someone. This is obvious, but most people don't know how to get that attention. A lot of salesmen may think they do, but a lot are wrong. Attention is the combination of two things: desire and tension. Not only do you need to have someone interested but you also need them thinking that it's going to be on your terms whether they get it or not and they would be lucky to have it. Desire is the easy thing. You have a great product or service and you pitch how wonderful it is to your customer or financier. You are most likely passionate about what you are selling, so it should be easy to find ways to incorporate the other party into that desire. Klaff talks more in depth about the ways to really drive in this desire as well. The desire releases the neurotransmitter dopamine, this is half of the cognitive cocktail you're after. Tension on the other hand is not as easy to create. You have to push and pull while you are pitching. "I'm not sure if we are the right fit" *Pause* "But then again if things do work out, this could really be something great." This is a low-key example. The first statement pushes them and mentally they are thinking, "Wait, what, why can't I have this" and then you pull them in with your second statement. Be convincing while you are doing you pushes and pulls or they won't work. And if you pull it off you will release the neurotransmitter norepinephrine. This is the second half of the cognitive cocktail. It makes them pumped to want what you are selling. Dopamine is the chemical in the brain that chases rewards and norepinephrine is the chemical that helps your brain stay focused. If you are able to learn to communicate in a way the releases both of these in the person you are talking to, you need to learn it!

The second thing I really liked was Klaff talking about not being needy. If you appear needy it gives the other party all the power. You want to have the power in your pitch. It is incredibly common for salesman to do everything but beg (maybe some beg too) to get the sale. And you probably do "need" it... or at least you think you do, but do not wear that on your sleeve. I read an article a couple years ago about the best sales people in the nation. There was a Car Salesman that sold more cars than anyone else and the way he did it was act like it was no sweat off his back if they didn't buy the vehicle. It was his propensity to avoid neediness that really sold his cars. Needy doesn't work. Keep the control and maintain utter confidence.

This book is very interesting. I could spill tidbits I learned all night long, but I don't have the time. Instead, I encourage you to pick this book up. It is incredibly interesting. And if you are sitting there saying that you don't sell... you're wrong. Everyone sells. It may not be your main career, but whether you are asking for a raise at your job or even interviewing for a job, you are trying to sell yourself. As always, if you have any questions on the book don't hesitate to ask. I would be more than happy to help anyone that wants it.

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John Rogers here addresses the literary and ideological consequences of the remarkable, if improbable, alliance between science and politics in seventeenth-century England. He looks at the cultural intersection between the English and Scientific Revolutions, concentrating on a body of work created in a brief but potent burst of intellectual activity during the period of the Civil Wars, the Interregnum, and the earliest years of the Stuart Restoration. Rogers traces the broad implications of a seemingly outlandish cultural phenomenon: the intellectual imperative to forge an ontological connection between physical motion and political action.

• Sales Rank: #3391913 in Books
• Published on: 1996-07
• Original language: English
• Number of items: 1
• Dimensions: 1.06" h x 6.23" w x 9.31" l,
• Binding: Hardcover
• 257 pages

Review
"Rogers, who moves easily between obscure scientific treatise and the poetry of Milton and Marvell, shows how thinking about physical motion―the relation between objects and systems―was enmeshed with thinking about political action, and suggests that the Vitalist Moment helped spawn what would become political liberalism."―The New Yorker

"This is one of the most original and prospectively seminal studies to date of a particular era, the brief period between 1649 and 1666, the so-called 'Vitalist Moment,' which encompasses the English civil wars, the interregnum, and the onset of the Stuart Restoration. . . . Rogers is always decorous, deeply insightful, cogent, and lucid. The deeper value of this book . . . derives from its astute analysis of an intellectual climate. Intellectual history at its best. Most highly recommended."―Choice

"An important book. . . Rogers draws a vivid picture of an intellectual movement with implications that cut across the ideological spectrum, and he offers an ingenious account of how those implications were worked out . . . Students of the intersections of poetry, politics, and science cannot afford to miss this book."―Modern Philology

"A fascinating book that sheds light on a wide range of issues that were absolutely central to seventeenth-century English culture. Rogers helps to reconfigure the fault lines between seventeenth-century literary, scientific, and political discourses, and he provides genuinely new readings of some of the major literary figures of the age."―Victoria Kahn, University of California, Berkeley

Most helpful customer reviews

7 of 10 people found the following review helpful.
Excellent
By Brian D'Amato
A masterful study of how the novel ideas of Milton's time inform his vocabulary and thought. Rogers is especially attentive to the differences between our notions of "science" and those of the early Enlightenment. Essential.

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[A594.Ebook] Free Ebook The Width of the World (Vega Jane, Book 3), by David Baldacci

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This is it. Vega Jane’s time. She’s been lied to her whole life, so she breaks away from Wormwood, the only home she’s ever known, in search of the truth. She battles horrors to fight her way across the Quag with her best friend, Delph, and her mysterious canine, Harry Two. Against all odds, they survive unimaginable dangers and make it through.

And into a new world that’s even worse. Not because deadly beasts roam the cobblestones, but because the people are enslaved but don’t even know it. It’s up to Vega, Delph, Harry Two and their new comrade, Petra, to take up the fight against a foe that’s unrivaled in savagery and cunning. Not only is Vega’s life and the lives of her friends on the line, but whether she triumphs or fails will determine whether a whole world survives.

Beloved author David Baldacci delivers a shockwave of destruction and shattering revelations in The Width of the World, book three in his instant #1 global bestselling Vega Jane series.

• Sales Rank: #5589 in eBooks
• Published on: 2017-02-28
• Released on: 2017-02-28
• Format: Kindle eBook

Review
Praise for Vega Jane Book One, The Finisher:

"This vividly described tale takes readers to an original fantasy world full of strange creatures, intriguing relationships, and long-lost secrets. Baldacci knows how to deliver thrills." -- Brandon Mull, #1 New York Times bestselling author of the Fablehaven series

"The Finisher is an enchanting romp through a fantastical world worthy of Rowling or Brooks. Baldacci proves that his pen can engage youth as well as adults." -- Richard Paul Evans, #1 New York Times bestselling author of the Michael Vey series

"Vega Jane has stolen my heart. I've read several novels in the last few years with female protagonists and none of them are as amazing as Vega. . . . . Her adventures must be continued. To not do so would be a crime. This is the female protagonist I want my daughters to read and emulate." -- SciFi Pulse

"What happens when an international best-selling crime novelist tries his hand at a youth fantasy? Well, in this case, success." -- Booklist, starred review

"Best known for his adult crime novels, Baldacci makes a detour into middle-grade with this wildly fanciful and darkly intriguing tale of a girl forced to fight for her life as she investigates the secrets of her tiny community." -- Publishers Weekly

About the Author
David Baldacci is a global #1 bestselling author. His books are published in over forty-five languages and in more than eighty countries; over 110 million copies are in print. His works have been adapted for both feature film and television. He is also the cofounder, along with his wife, of the Wish You Well Foundation®, which supports literacy efforts across America. David and his family live in Virginia.

Most helpful customer reviews

1 of 1 people found the following review helpful.
Quintessential Baldacci
By Munsoor Malik
It is nice to see Mr B return to form. Book 2 was not his greatest effort in the Vega Jane series, this made up for it.
Unfortunately, before I knew it the book had ended and...sigh...we have to wait for the next installment.
I KNOW she will triumph but the how escapes me. That is Mr B's magic, the 'how' of this triumph.
We await your articulation of the 'how'...please just make it soon...

1 of 1 people found the following review helpful.
Great imagination
By Bert
The settings, characters and language was very imaginative. I love the characters and can hardly believe a writer is so successful in such diverse genres.
I'm waiting for the next book!

1 of 1 people found the following review helpful.
Love Vega Jane!
By A. Roche
I loved the third installment in the Vega Jane series. The ending made it clear there will be another one coming out. My only disappointment is now I have to wait to find out what happens!

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