As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include:* cross-cultural negotiations* hiring, training, motivating and evaluating the international sales force* Customer...

“This definitive work on HR competencies provides ideas and tools that help HR professionals develop their career and make their organization effective.”—Edward E. Lawler III, Professor, University of Southern California“This book is a crucial blueprint of what it takes to succeed. A must have for every HR professional.”—Lynda Gratton, Professor, London Business School“One single concept changed the HR world forever: ‘HR busin...

Firms with superior IT governance have more than 25% higher profits than firms with poor governance given the same strategic objectives. These top performers have custom designed IT governance for their strategies. Just as corporate governance aims to ensure quality decisions about all corporate assets, IT governance links IT decisions with company objectives and monitors performance and accountability. Based on a study of 250 enterprises worldwide, IT Governance shows how to design and im...

The international best seller Human Resource Champions helped set the HR agenda for the 1990s and enabled HR professionals to become strategic partners in their organizations. But earning a seat at the executive table was only the beginning. Today's HR leaders must also bring substantial value to that table. Drawing on their 16-year study of over 29,000 HR professionals and line managers, leading HR experts Dave Ulrich and Wayne Brockbank propose The HR Value Proposition. The authors argue...

The only nonprofit management book you must have-in an exciting new editionAs a nonprofit manager, you have to be more effective and more efficient than ever to win funding and support to ensure your organization pursues its mission, meets community needs, and maintains its budget, while juggling the demands of funders, clientele, boards, staff, and community. This Third Edition of Mission-Based Management provides comprehensive, hands-on guidance that addresses your uniqu...

HR thought leader Dave Ulrich—bestselling author of HR Champions, The Why of Work, HR from the Outside In, and more--is back with his international colleagues to unpack and distill the finest, most up-to-the-moment thinking from the HR world. Indeed, this book looks at best practices from companies on every continent, offering an expert survey of universal and regional HR dos and don'ts.Because new and developing global circumstances often require adaptability and...

The third book in the Essential Tools For series… on the topic of Operations ManagementBased on Simon Burtonshaw-Gunn's successful The Essential Management Toolbox, this book focuses in greater depth on the topic of Operations Management. This third book covers the areas of marketing, CRM and Product Development. It offers the business person and consultant the tools to help the business person define and control these areas within their business....

Praise for Building Better Boards "Building Better Boards bridges the gap between talk and action. A must-read for board members, CEOs, governance experts - really for anyone who cares about the future of the corporation." Anne M. Mulcahy, chairman and CEO, Xerox Corporation "Building Better Boards covers all the key issues facing boards in the post-Sarbanes-Oxley era. It provides practical advice based on the authors' wide-ranging experience with major companies that have built successful...

The low-labor guide to mastering HRM!Want to dive into human resources but your brain says, "Help wanted!"? No problem! Put Human Resource Management DeMYSTiFieD on the job, and you'll solve your dilemma in no time!Using a clear, step-by-step format, this practical guide provides a firm foundation in the basics of the field. You'll master all the key issues in human resources, like benefits, legal situations, hiring, training, outplacement, worker rights, and mor...

The IABC Handbook of Organizational CommunicationTHIS NEW EDITION of The IABC Handbook of Organizational Communication contains a comprehensive collection of practical knowledge about successful corporate communication and its effect on an organization as a whole.Thoroughly revised and updated to meet the realities of today’s organizational environment, the second edition of The IABC Handbook of Organizational Communication includes fresh case studies and ...

#1 Wall Street Journal and USA Today bestselling author Dave Ulrich offers HR professionals a new line of defense in the corporate “war for talent.”Destined to be a classic in the field, this game-changing book from HR visionary Dave Ulrich tackles one of the greatest challenges in Human Resources today: the talent wars. As companies grow increasingly and aggressively competitive in hiring and nurturing individual employees, this book offers a ref...

Strategic Management: A Stakeholder Approach was first published in 1984 as a part of the Pitman series in Business and Public Policy. Its publication proved to be a landmark moment in the development of stakeholder theory. Widely acknowledged as a world leader in business ethics and strategic management, R. Edward Freeman's foundational work continues to inspire scholars and students concerned with a more practical view of how business and capitalism actually work. Business can be underst...