Bargaining for Advantage Summary

Bargaining for Advantage SummaryNegotiation Strategies for Reasonable People

The world we live in compels us to always seek for improvements, but is it possible to exploit the technical know-how, while lacking interpersonal skills? – It’s pretty hard.

Our book summary presents the link between these two, and outlines Shell’s key findings!

Who Should Read “Bargaining for Advantage”? And Why?

As a comprehensive, insightful and highly entertaining guidebook, G. Richard Shell undoubtedly takes the negotiating process to the next level, with numerous examples and inspiring solutions.

With the nature of businesses nowadays, this book comes highly recommendable to brokers, managers, financial advisors, investors, owners, executives, and even lawyers. Want to make the most out of social interactions? Implement these tips and never hesitate!!

About G. Richard Shell

G. Richard Shell Richard Shell is a globally recognized individual in the realm of management, law, negotiating, and writing. He has the credentials of being a negotiation expert and momentarily works at the Wharton School of the University of Pennsylvania as a professor.

It’s quite catchy that BusinessWeek gave Shell the honors (three times) as one of the best business school professors in the country.

“Bargaining for Advantage Summary”

Negotiation was once considered the only way of making money, meaning that your negotiation skills defined the amount of profit you’ll be taking home at the end of the day.

If you stand out from the group as influential interactor, then perhaps you possess the fundamentals of becoming a proficient negotiator.

First and foremost, your abilities are evaluated every day, based on numerous communications that unfold spontaneously.

Stick with us and see what we have left in store:

As complex as it may seem, in fact, the only thing shaping your future is “guts”. We bet that you have a few guesses, of what are we trying to emphasize. One must undergo a drastic inner reform if so needed in order to be in a position to discuss good deals on a regular basis.

Making a good bargain stretches beyond the old-fashioned “street-market transactions” which calls into question the notion – The bargaining days are over.

Do the ends justify the means?  

To some extent, yes, but the real game is actually quite simpler. The deal is not to outsmart the interlocutor, or trick him/her, but to get a fair price for whatever you are purchasing or selling.

By all means, negotiations involve product exchange or commodity for some amount of money, which confirms G. Richard Shell’s claim that the bargaining days are anything but over!!

For a more strategic overview – stay with us!!

World’s wealthiest people are aware that not everything has a price tag. Their daily job consists of protecting their interests, a policy that can give you the upper hand in any situation.

Since negotiations are technically the end-product of profitable interactions, they can be described as a set of mental abilities, or principles used while communication takes place.

The author of “Bargaining for Advantage” trusts its instinct on this one. A real self-taught master, with expertise in presenting solutions, and embarking on fruitful interaction or in this case – negotiations.

What is there to lose?

As an expert in this field, he unselfishly offers an explanation on subjects related to the mastery of bargain. Takes this situation for example; The Management decides that it’s in your interest if you advocate for merging between two companies in the same sector.

The vision is to combine these elements and take control over the market – so the process of making this historical deal – starts, the minute you say so.

You attend the negotiations, and at some point, you feel left out, because you don’t contribute to the discussion, which means that the chances for concluding a profitable deal decline.

Got the picture?

Your personality is the biggest “culprit” in making things go your way/ or not: With intensity in mind, “Bargaining for Advantage” displays five critical perspectives in negotiation:

  • “Sidestep” – Run for cover if you don’t sense any reason in the discussion. In bargaining you mustn’t show any signs of impatience, meaning that if you are in a hurry to finalize this deal, they’ll use it against you! Sometimes it’s better to maintain the status quo.
  • “Come to an agreement” – For this scenario, it’s imperative that both parties are happy, and satisfied with the terms!
  • “Accommodate” – This sequence of events can be best explained as an agreement absent “papyrology.” A thesis which indicates that you’ve never signed any formal document.
  • “Full-scale” – You are holding your ground – unwilling to lower the demands – meaning that you are a persistent negotiator!!  
  • “Collaborate” – solve the problems by designing mutual solutions to overcome the blockade.

Key Lessons from “Bargaining for Advantage”

1.      Be familiar with your capabilities
2.      A process of utmost importance
3.      Cultural differences in negotiations

Be familiar with your capabilities

The successful negotiator is aware of its pros and cons and uses that knowledge in social interactions. Every story has two sides; bargain implements the same logic because it serves both parties to get the best deal for them.

A process of utmost importance

According to some, negotiation cannot be disregarded, since it follows us everywhere we go. Generally speaking, the process of improving your communication skills takes times and patience. Yet, some individuals cannot cope with the pressure and intensity of it!

Cultural differences in negotiations

Even though it may seem strange, the culture plays a pivotal role in how negotiations unfold. It affects your bargaining style and forces you to go one specific path.

Let’s take Lebanon for example: Although in Western Countries it’s a sign of disrespect to leave a discussion once it’s been heated to the max, in Lebanon, walking away actually illustrates that you are a tough negotiator.

What a turn of events, ha?

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“Bargaining for Advantage” Quotes

To be good, you must learn to be yourself at the bargaining table. Click To Tweet Shared interests are the ‘elixir of negotiation,’ the salve that can smooth over the issues which you and the other party genuinely disagree about. Click To Tweet First, all deals that close are win-win deals. The two sides would not agree to a proposal unless they thought agreement was better for them than no deal. Click To Tweet Research on negotiation reveals a striking fact: People who expect more generally get more. Click To Tweet A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us. Click To Tweet

Our Critical Review

“Bargaining for Advantage” is one of those books you can apply in almost any situation. Not many classics share the versatility as this one, which subtly exposes our thoughts on G. Richard Shell’s masterpiece.

The Triangle of Truth Summary

The Triangle of Truth SummaryThe Surprisingly Simple Secret to Resolving Conflicts Large and Small

Lisa Earle McLeod bravely embarks on a journey, and without hesitation insists on you getting the picture of “The Triangle of Truth”.

In this book, we summarize some personal stories linked to unique personalities. All these tales or anecdotes reveal the bitter truth that nowadays we fail to identify the influences that harm our organizations.

Who Should Read “The Triangle of Truth”? And Why?

Keeping faith in something inspire us to go through life, and refuse to submit to its cruelty. Adopt a patient approach, and stick to aspects that you trust almost blindly. This easy-going book presents peace-keeping ideas and suggests that every person deserves to have success in all aspects of life.

No wonder why it’s prescribed to all people. A guarantee for unity, it connects all beings from this world and thereby leading to the rise of a happier and fearless Earth.

About Lisa Earle McLeod

Lisa Earle McLeodLisa Earle McLeod is a renowned business consultant, author, sales leadership expert and motivational speaker who inspires thousands of people with her methods and tips. She researched the market fluctuations, and present it to the business community, which ultimately brought her international fame. Her most famous book is Selling with Noble Purpose – a bestseller.

“The Triangle of Truth Summary”

Here are the opening remarks by Lisa Earle McLeod on the seven basic principles, or methodologies that can transform your workplace into a supportive environment. If you’ve ever had an urge to deal with a client, colleague, or boss, with whom you weren’t on the same frequency “The Triangle of Truth,” displays some problem-solving techniques without any vague concepts.

The structure of a company is designed to overcome obstacles in the competitive marketplace, which subtly also relates to our personal growth. First and foremost, the strongest tool at your disposal is your morality and concepts by which you operate.

Rash decisions and conclusions aside let’s digest this guidebook slowly:

This book stimulates unlimited liability for any risk that may endanger the existence of your firm. The key to prevent this unwanted attention to leave your company defenseless lies within your principles. We discuss these essential aspects, from a different standpoint and present them in a nutshell.

Stay tuned for more on the principles:

A person willing to undergo a drastic inner reform is the best candidate for being able to distinguish between facts and fantasy. We take on prominent figures, which implement these elements into their lives and leave a mark in the business world. As simple as it may seem, it’s actually quite challenging because we’ve been taught otherwise.

Here’s the situation:

Sometimes deliberately, more often unintentionally we are a threat to ourselves by being unaware or not giving importance to the triangle solution. The cravings for success act as a link between different worlds, but an evaluation of the effectiveness of these intuitive methods is crucial. Develop an approach that can get all your principal objectives within reach. Follow this positive guidance, and put words into actions!

The Triangle technique serves best as a mediator between two “warring parties,” by explaining that’s not essential who’s right or wrong. The essence is to find a solution, not to continue arguing about topics which obstruct the progress. There is no my truth, or yours it’s quite frankly the same, leave your stubborn ideas aside, and support a compromise agreement.

Are you prepared to see with the eyes of truth:

By all means, Lisa Earle McLeod is a person of focus, an individual with the perfect traits for promoting this vision.

Most people see this world as lots of yeses/noes. In reality, the judgemental behavior doesn’t allow us to see the big picture from where it all started. Not everything can be categorized as good or bad, acceptable or not, right or wrong, smart or dumb.

The ignorant attitude is destined to failure:

We must abandon this shallow perspective, and turn our heads towards more practical theories. The Triangle adds the “And, or May” possibility, which promotes a sense of duality in various circumstances.

Why should you follow your intuition?

Collective behavior is not always the right one, adopt a fearless attitude and get credit for your bravery. It sounds a bit old-fashioned but actually is the recipe to defend the truth vigorously. Remember that truth is rarely the problem, our belief in certain false theories trouble our minds.

Key Lessons from “The Triangle of Truth”

1.      The power of principles
2.      Expose yourself to danger
3.      Abandoning the extremes

The power of principles

Generally speaking, even if you transform your mindset, some of your associates, superiors or clients are not willing to do the same – what now? The Triangle doesn’t need support from the other side to function. Don’t be afraid to stand-up alone, when utilizing “The Triangle of Truth” methods.

Expose yourself to danger

Big-time players are risk-takers, winners aren’t afraid of defeat, all their earnings, investments and decisions are at stake. A controversial and yet highly motivational attitude which illustrates The Triangle of Truth practices.

Abandoning the extremes

The bottom line is that there is no such thing as “my truth” and “your truth,” dead-end solutions don’t serve your interests. An inspiring Triangle solution is much more efficient than any one-sided conclusion. Kill two birds with one stone, and implement these ideas to reach the top. Climbing the corporate ladder is never easy, in fact, it’s very demanding – it requires your reconciliation with other members.

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“The Triangle of Truth” Quotes

It’s not our truths that cause the problems, it’s our belief in their exclusivity. Click To Tweet When we make judgments about someone’s suggested solutions, we lose the ability to influence their thinking. Click To Tweet We don’t have to choose between holding ground or the middle ground; we can decide to co-create a path to the high ground. Click To Tweet Love is what enables people to put aside their own ego on behalf of something bigger than themselves. Click To Tweet When you try to bend the world to your will, people and circumstances tend to resist. Click To Tweet

Our Critical Review

Even though this book has a lot to offer, is often criticized for its straightforward terminology, and repetitiveness that prevails. Nevertheless, it’s an instant-read, filled with interesting facts that can help you on your route to prosperity.  

Secrets of Power Negotiating for Salespeople Summary

Secrets of Power Negotiating for Salespeople SummaryInside Secrets from a Master Negotiator

Today’s world emphasizes the importance of sales; it’s the final step in any process. It would be totally ignorant to neglect the effect from this sector.

As such, we briefly summarize Roger Dawson’s secrets and put them into action.

Who Should Read “Secrets of Power Negotiating for Salespeople”? And Why?

At first glance, Roger doesn’t look like a man of high stature, but the masterpieces he wrote, speak for themselves. We believe that the title indicates to whom is this book intended. Even so, salespeople are not the only ones who rely on their communication skills to fulfill their daily tasks. In fact, everywhere you go thousands of opportunities occur, you need to understand these gambits in order to take full advantage of the given situation.


About Roger Dawson

Roger DawsonRoger Dawson is more than just a negotiation expert; he is one of the world’s top negotiating gurus. Roger is the founder of the Power Negotiating Institute, which managed to train many low-profile executives, salespeople, and managers throughout the U.S. and Canada, and turn them into experts.

“Secrets of Power Negotiating for Salespeople Summary”

Nowadays, we indeed don’t have shortages of books which cover all the elements of negotiation including, sell, closing a deal, interactions, etc. However, not even an abundance of information can guarantee success, because, in a race against time, you need accurate facts. The market reacts in a way similar to your action. Luckily, Roger Dawson gives you brand new strategy, to force the community to behave suitably.

How to recognize the secrets of negotiation?

Let’s move slowly in order for you to bounce back and stand firm. Do you have troubles understanding the point? In reality, salespeople are aware that every day new battle takes place, each night they lay down thinking about their next moves. Fortunately, “Secrets of Power Negotiating for Salespeople” takes this matter into serious consideration, and investigates the psychological aspects that make a difference. Generally speaking, “Power Negotiating” is a skill of a successful negotiator.

“Power Negotiating” tries to comply with other sectors, but that’s easier said than done. Written in an easily-digestible manner Roger Dawson offers a set of tips, in a highly structured way written to make you aware of the uncertainty existing on the market.

We cannot be sure what lies in store until we read it right?

The game starts when this classic is delivered to your doorsteps. The book sparks the cravings for success, enriched with up-to-date, relevant info about power negotiating. Make your presence in the market count at any stage with first-class examples and tips.

Whom to trust?

With many years of experience in the realm of sales, Roger delivers what he promised: plenty of secrets and links to negotiation and sales.

The best way to start is to perceive your job as a chess game. Strategical and yet winnable. For instance, the winner in any chess contest is probably the one who controls the tempo of the game. Operate by the rules, and never forfeit even if you are on the verge of defeat. The bottom line is – it’s better to lose from a visible than from an imaginary (self-created) opponent. Push yourself to the limits and come off victorious on the other side of the road.

The real question is – What are you willing to sacrifice?

If you are familiar with Dawson’s classics, you may not be impressed by some repetition going on, but the truth is all of them illustrate the secrets of “Power Negotiating.” Nevertheless, even if at some point you come across the same gambits – you’ll realize that they are used in a different connotation. According to experts “Secrets of Power Negotiating for Salespeople” is his best work. When, why, how, all these questions are answered and more.

Big players are not afraid to lose; they embrace risk as an integral part of our existence. The word gambit originates from Chess, and it’s synonymous with a “strategic move” which also carries a dose of uncertainty attached to it. Let’s clear around Gambits: First things first, “Beginning Gambits” when the game starts, “Middle Gambits” the game unfolds and “Ending Gambits” it’s time to close the sale. In chess language also known as “checkmate” which represents defeat or victory.

Key Lessons from “Secrets of Power Negotiating for Salespeople”

1.      Sidestep confrontations
2.      Focus on key matters
3.      Forecast everything

Sidestep confrontations

The key is to avoid any confrontational negotiating. Beware because such conflicts only endanger the possibility to find yourself in a win-win situation. Approach these troublemakers peacefully, and offer your expertise to come up with a solution.

Focus on key matters

Concentrate on the issues troubling you or your organization regarding sales. Despite the claims, power negotiating skills is the only way for a salesperson to earn a living, many other professions depend on the same attributes also. Efficient salesperson hangs tough regardless of the competition.

Forecast everything

Catch your interlocutor or opponent by surprise and used these “power negotiation” techniques to establish a base on their turf – hypothetically speaking. In other words, conduct strategies that the other side would find ridiculous and outrageous.

Start with a move that the opposition would expect, and then a sudden shift will catch them off guard. In reality, next in line is a predictable response or an action that they are forced to make. As you can see, now you control the tempo, which is essential for achieving success.

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“Secrets of Power Negotiating for Salespeople” Quotes

In this age of computer-generated contracts, you should read the contract all the way through every time it comes to your desk for signature. Click To Tweet Businesses don’t run well because there is a genius in the head office. They run well because a million salespeople meet for coffee every morning to talk about how they can do it better. Click To Tweet The companies to whom you sell have figured out that the best and quickest way for them to put money on their bottom-line is to take it right off yours! Click To Tweet Buyers are better negotiators than they were 10 or 20 years ago. That trend is going to continue. Click To Tweet Withdrawing an offer is a gamble, so only use it on a buyer who is grinding away at you. Click To Tweet

Our Critical Review

Although “Secrets of Power Negotiating for Salespeople” is an easy-read with lots of applicable tips and insights its biggest problem is probably the repetitiveness. In general, according to us, this is an excellent book worthy of your attention.

Secrets of Power Negotiating Summary

Secrets of Power NegotiatingInside Secrets from a Master Negotiator

Schh, let us tell you a secret.

In negotiations, there’s no such thing as a win-win situation. It is a myth rarely materialized in reality.

You live your life continually negotiating: a better salary, a better price for the car you want, a lower price for the goods you buy, etc. So, if win-wins do not exist, what can you do? Are you supposed to bear the losses?

Of course not. You should just learn a few things that will raise your chances of making deals you will be satisfied with.

So, we present you the basics of those principles, extensively explained in “Secrets of Power Negotiating”.

Who Should Read “Secrets of Power Negotiating”? And Why?

This book is a rare find!

In it, you will find pages full of valuable strategies that you can utilize in business and everyday life. The insight you will pick up from this book will come in as convenient in daily events, such as purchasing an apartment, as it will when your business’s success is in the picture. We recommend it to all readers since everybody can benefit from knowing how to negotiate a better deal.

About Roger Dawson

Roger DawsonRoger Dawson was born in England, but immigrated to the US in 1962 and became a US citizen ten years later. He was the president of one of California’s most prominent real estate companies. In 1982 he decided to become a full-time speaker and author.

“Secrets of Power Negotiating” Summary

You have heard of win-win situations, right? Most probably, you have not only heard of them, but you also try to live your life by creating win-win.

If that is the case, stop doing it!

Win-wins do not occur often enough to make the concept significant. In many transactions, the odds are that the opposite side wants to get the same things as you. Power Negotiators comprehend this and use It to their advantage. Furthermore, they utilize each strategy available to win, but at the same time, they respect the other person’s feelings.

However, what makes power negotiators unique?

A power negotiator’s goal is to make the opposite side feel that they have won. At the point when you finish the arrangement, they can state confidently that a relationship has been created or improved on the opposite side.

So, you can become a power negotiator only when you make this your goal.

If it is easier for you, think of power negotiating as playing chess.

You play according to a set of guidelines. The distinction is that, in power negotiating, unlike chess, the opposite side does not know the principles. You can utilize this insight to stay one step ahead and to influence the opposite side to react in a way you can predict. Having this in mind, a talented power negotiator comprehends that the result is more an element of science than of art.

Power negotiating includes risk. Along these lines, strategic moves are like chess moves, and they are called by a similar name: gambits. There are six beginning negotiating gambits, seven middle negotiating gambits and five ending negotiating gambits.

Continue reading to find out which moves and behaviors create this three gambit groups.

Key Lessons from “Secrets of Power Negotiating”:

1.      Beginning Negotiating Gambits
2.      Middle Negotiating Gambits
3.      Ending Negotiating Gambits

Beginning Negotiating Gambits

  • Ask for more than you expect to get, a gambit that gives you more room to negotiate.
  • Never say “yes” to the first offer, a gambit that psychology supports since if you say “yes” right away, the other person will immediately think that they could have done better.
  • Flinch at proposals, or in other words try to look surprised by your negotiating “opponent”’s proposals. If you do not do so, the other party will think that there is a possibility they can make you agree to their offer.
  • Avoid confrontational negotiation, a gambit that tells you not to argue, and instead try using the FFF (feel, felt, found) formula. In this method you acknowledge the other’s feelings, you state that many others felt the same, and then you say that “you have found that…”.
  • The reluctant seller and the reluctant buyer. The reluctant seller says that he would never consider selling something, and the unwilling buyer does the same, in reverse. This is a gambit that can be particularly useful when you are desperate to buy or sell.
  • The vise technique uses the expression “You have to do better than that,” followed by silence.

Middle Negotiating Gambits

  • Countering the authority dodge is the most frustrating behavior you can experience you will have during negotiations. It is a tactic used to make you think of better terms, and it gives the other person that claims that they have no authority to make a decision more breathing space.
  • The declining value of services pushes you to negotiate the cost of service at the moment, and do not agree that the other side will make up to you at some later time.
  • Never offer to split the difference.
  • The set-aside gambit is to ask the other side to set an issue you cannot agree on aside while you continue negotiating on remaining items.
  • Change an element of the negotiation can be used to handle a situation when there is no progress, although the talks continue.
  • Go for help. Bringing in a mediator is a gambit you can use when in a deadlock.
  • Always ask for a trade-off, is a gambit that applies to all concessions no matter their size.

Ending Negotiating Gambits

  • Good guy / bad guy is one of the most popular negotiating gambits.
  • Nibbling means asking for something more after the negotiators have agreed, most of the time something that some of the parties could not get during negotiations.
  • Tapering concessions, a gambit that tells you not to create a pattern of expectations in your negotiating “opponent”’s mind.
  • Withdrawing an offer
  • Positioning for easy acceptance is a gambit useful when you deal with someone who has negotiating experience.

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“Secrets of Power Negotiating” Quotes

Charisma is not a mysterious characteristic that you must be born with, but a skill that you can develop. Click To Tweet It is when you are upset and out of control that you always lose. Click To Tweet One of the cardinal rules of power negotiating is you should ask the other side for more than you expect to get. Click To Tweet Sometimes you want to create a deadlock. Click To Tweet Never say yes to the first offer. Click To Tweet

Our Critical Review

While you can reduce the secrets and tools presented in this book to common-sense techniques, many of them are just brilliant, and everyone could make a good use of them.

It’s Not Where You Start, It’s Where You Finish Summary

It's Not Where You Start, It's Where You Finish SummaryDividing your tasks into small sections, or activities – is a phrase pretty familiar to millions of people.

However, the main thing is to know how and why?

This book summary is undoubtedly about that. Stay with us and learn how to get to the place you’ve always dreamed of.

Who Should Read “It’s Not Where You Start, It’s Where You Finish”? And Why?

Justify your intentions with a notion of respect. Also, it’s worth mentioning that Ortega’s one-of-a-kind career manual enriched with an insightful mix of personal tips and examples brings a whole new meaning to the world of “career”.

It’s highly recommendable to all people, especially women who are climbing the corporate ladder and wish to go to the very top.

About Gillian Hennessy-Ortega

Gillian Hennessy-OrtegaGillian Hennessy-Ortega is as you can already guess, one of Mary Kay’s close associates and among the leading sales directors. She, by the way, earned her reputation as a public speaker at various company events and sales discussions.

“It’s Not Where You Start, It’s Where You Finish Summary”

As an illustration and better understanding, let’s allow the Cadillac ladies to take the wheel. Your sales career starts today if that’s your wish. Crossing from mediocrity to uniqueness reflects your immense dedication to burn the midnight oil in pursuance of a great career. When Mary Kay first laid eyes on this new business endeavor or profession, she obtained the “Pink Cadillac Lady “nickname.

Gillian Hennessy-Ortega – the author of It’s Not Where You Start, It’s Where You Finish, is Mary Kay’s executive. She puts career above other meaningless aspects of life, by offering many tips which can light that fire burning inside, so you can grow more and more.  Setting up goal setting is like drawing a map of personal development, which customer highly appreciate due to your belief in a specific vision.

Let’s clear things up:

Sometimes her words spark debates because the book excels when conveying inspiration to continue developing the setting goals process. Even though the emphasis falls on professional enhancement, Hennessy-Ortega triggers a spirited discussion as well.

Stay tuned, to find out:

Her intentions were placed around designing a strategy, plan, or technique which can equally well produce good results both at home and work.

Spirituality refers mostly to Christianity, although it’s not strictly bonded to Christian faith. In other words, if you are merely looking to take advantage of the market, and discredit the spiritual rules, this book may not suit you.

Here’s the point:

The phrases, tips, and examples are indeed useful for any sales career in which we can also add a religious council to merge both perspectives and move effortlessly through life. If the conventional methods inspire you, and even seeking success in the Digital Age is part of your long-term plans, then “It’s Not Where You Start, It’s Where You Finish” is the perfect motivational package for you.  

Imagine yourself being in a position, where you can really exploit your full potential, and achieving goals comes naturally. In fact, this scenario sounds too good to be true – or does it?

Let’s move slowly, step by step, lesson by lesson:

Back in the days, outlaws earned their living by stealing or conducting other criminal activities. The reason we give this example is to provide you with a clue that sometimes, making money, isn’t the first priority. In this book summary, we turn our heads to things like visualization, dreaming of success, but also principles. For instance, mental rehearsal and using visualization techniques in order to achieve all these things, must be accompanied by a sincere attitude.

Sales executive Gillian Hennessy-Ortega’s has a life which resembles an Irish folk-tale. The life story on different playgrounds, all carrying the fragrance of uncertainty and excitement. Her mother, a conventional Irish lady, guided by tradition married a charming man of Irish descent as well named William L. Hennessy.

Apply the mindset of a champion with these methods:

  • Shift from negativity to peacefulness by altering your thoughts. Eliminate the ideas of not being good enough, and make your path to success.
  • Self-imposed restrictions and thinking patterns serve only to make you miserable and unworthy.
  • Train each day, until you are good enough to implement that knowledge in your daily life.

Key Lessons from “It’s Not Where You Start, It’s Where You Finish”

1.      All stories have their beginnings and endings
2.      The business world waits for no one
3.      The natural route to success

All stories have their beginnings and endings

His connections in Ireland gave him the advantage to follow his goals, unlike other ordinary citizens. The wedding vows marked the beginning of a brand-new modern fairy-tale life if we add the fancy Bentley in which the newlyweds fled. Their air was filling with hope and excitement, but the fantasy soon came to an end.

The love story disappeared with the same intensity as it once appeared – pretty quickly. This disaster was loaded with Hennessy’s drinking problems which later on turned into a violence and abuse.  

The business world waits for no one

Mary Kay’s openness and broadens enables her to dive into the corporate world entirely. The strategies for getting access vary from the environment, but they all advocate for using the power and utility of visualization in the goal-pursuance endeavor.

The natural route to success

Going back and forth, it’s only natural when you are a member of the business community. Burst that bubble of self-doubt and encourage yourself to start a new career while emulating the tactics used by high-profile professionals.

Like this summary? We’d Like to invite you to download our free 12 min app, for more amazing summaries and audiobooks.

“It’s Not Where You Start, It’s Where You Finish” Quotes

In sales, success is a choice. Click To Tweet Perception is everything. Click To Tweet Failure can be our best teacher. Click To Tweet You can be a victim or you can be a victor. Click To Tweet Success is about more than money or status. Success is about all of the people whose lives you can touch. Click To Tweet

Our Critical Review

If you are into sales, It’s Not Where You Start, It’s Where You Finish will fit your schedule. Nevertheless, according to us, this book is a little outdated, considering the fact, it was written more than ten years ago. Much has changed since then, and yet a lot of great things can be found while reading it.

What’s Your Story? Summary

If your business, blog, web finds it difficult to engage with its audience, perhaps it’s time to tell your story. In fact, proficient marketers are the best storytellers.  

The modern age, brought more emphasis on how we sell, surpassing “what we sell”. This practice refers to promotion, and marketing of specific commodities or simply selling the story. Think of products as tools for making profits, let’s stop there for a second because successful brands think otherwise. The top-notch companies are offering a set of unique-brand products to gain a competitive edge, but in the meantime, they also increase their efforts to market those outputs. In either case, you must realize that brands like Nike, are holding the #1 spot long due to their energy spent on promotion. They actually, sell their story, without worrying what others have to say.  

For example, what these money-making machines have in common? Why the world is so set on quality while neglecting the story. Take this moment to reanalyze your strategy. First, full-scale product descriptions tend to get a little annoying, so how to engage with the audience? For instance, a creative marketer will start by borrowing a few lines from a company that already enjoys the reputation of a leader.

The myth that the best product wins is a conventional theory, not serving any purpose in these days. Generally speaking, the most original company, which has high-quality staff is more likely to engage with its target audience, then the one whose interests is particularly focused on the quality. Linking your brand with a name or phrase known to people, that signifies victory or success, can prove to be decisive. Now questions are asked – Why?
Who doesn’t want a great story? Which person thinks that victory or supremacy is unattractive? Your age doesn’t interfere with love for embarking on a dangerous adventure, even fictionally. The point, we are all living in our little world, our story, furthermore the storytelling process, transforms our restless mind into a standby mode.

Trustworthiness and accuracy do not bind any story. Deriving from your fantasy and perspective is okay too. In the end, the marketer should create a message, which delivers real value to the final customers.  How to design such a strategy, is a mystery, but you can bring your company as close as possible to resolve this enigma. To sum it up, stories, adventures, theories and myths all carry the fragrance of something indescribable, inspirational and timeless. Even the lessons about Gods emerged in the same manner, not bounded by any facts. This type of communication challenges the reader to put his story to the test and eventually “win some customers”.

Skimming off the top is the worst-case scenario for every entrepreneur. GetNugget invites you to ponder about the privilege, of changing your strategy or perhaps tell your old story in a new way. In the final analysis, several things need to get reconsidered. In short, engage with your customers by looking from their point of view. Although marketers are in “the driving seat”, sometimes it’s useful to share that privilege with the audience. The authors of “What’s your story”, Ryan Mathews and Watts Wacker, advise people, to share their story by using archetypical story themes emerging from face to face interactions.

Before we take this point one step further, this book will give you a clue on how to learn the basics of storytelling. These mind-blowing techniques optimize the quality of the message you are delivering, and in the meantime, produce one heck of a story for enticing your audience. Mathews and Wacker underline these essential elements, covering a wide range of aspects, all for the purpose of finding a reliable and respectable story to tell. GetNugget is glad to be part of this amazing adventure and invites you to come on board with us.

Who is this book for

“What’s your Story” is more than just a marketing book. It is the embodiment of future success; it represents hope for reaching a stage of stability and entrepreneurial control. GetNugget warmly prescribes this all-embracing classic to people who want to increase their presence on the market. The economy is challenging, but without creativity, it gets even tougher. Company’s goal is to lure as much as potential customers as possible. By all means, the ultimate objective is to get them within reach.

Authors’ expertise and short biography

Ryan Mathews is best described as a futurist, keynote speaker and an innovative thinker about organizational culture. At the present moment, he is the CEO of a consulting company and has obtained his BA from Hope College. Watts Wacker shares the same passion for writing, speaking and predicting the future in various controversial areas.

Key Lessons from “What’s Your Story?”

1.      Nike’s uniqueness and brand ingenuity
2.      Story + history = success
3.      Your brand sells the whole story

Nike’s uniqueness and brand ingenuity

A strong message is equally important as the quality of whatever you are delivering. Let’s return to the Nike example? The far-reaching influence of Nike is well-known, but how many of you are aware of the fact, that the name originates from the ancient goddess of victory – Greek mythology.

Story + history = success

The digital age isn’t a history killer. As we proceed forward discovering new things, people show their attachment towards history. Wondering how this can help your business grow and expand? Well, the essence of business success is intertwined with the basics of storytelling, thereby it serves a pivotal tool for reaching prosperity.

Your brand sells the whole story

In fact, there are no vast differences between branding and storytelling. Eventually, all managers go back and forth, trying to realize what they are doing wrong, referring to the company’s message. The process of allowing the audience to attach a unique identifier to a specific product is called branding. This can only be achieved right after, the process of acceptance.

If you feel like this is the book for you, feel free to contact us for further information. You can download our mobile app and share your experiences with us. Between you and your book, there is a one-click delay – check it on Amazon;

Effective Internal Communication Summary

Internal communication has had many names over the years, depending on the stage of evolution of communication between employees and management the corporate world was at. It was called “staff or employee communication,” “leadership communication,” “industrial relations,” and “change management.” Overall it is a relatively new train and has experienced three stages so far. The first phase was before the 60s when employee correspondence was in its earliest stages. It began in industrial relations, and its objective was to increase and improve team spirit. The second phase was between the 60s and the 80s when journalists entered the corporate world. Finally, the third stage was amid the late 80s when employee correspondence turned into an augmentation of marketing. The group of onlookers for staff communication started incorporating potential clients and suppliers in addition to workers.

Since internal communication is a relatively new discipline, it consists of people that started in various other disciplines. In any case, wherever they come from, the staff members of the internal communication team must be credible. To achieve that, companies must build a bridge between internal and external communication teams by pushing employees to develop specific business skills.

There are four types of corporate culture. Entrepreneurial organizations have a founder that acts as the corporate policy-maker and strategy developer. Role corporations are enormous, bureaucratic organizations, in which any activity must gain approval by multiple levels of staff. Accordingly, these cultures use various forms of communication. Personal organizations, such as hospitals or schools, focus on relationships rather than organizational structure. Finally, project-oriented companies are task-oriented. They are usually consisted of short-term teams and are dispersed in different geographic areas. Such corporate cultures are a product of significant transitions such as mergers and acquisitions.

Each type of company has different communication needs. The nature of the business itself dictates where the internal communication division is placed in the organizational structure. Communication departments can be located in marketing, administration, finance, public affairs, human resources, corporate affairs, or corporate communication departments. In big enterprises, however, internal communication mostly finds its place in the public relations department. Smaller firms, on the other hand, usually link it with human resources. Finally, the structure and placement of internal communication are not what is vital. Wherever companies place it, it must work well with other departments. Also, the linkage between external and internal communication must exist, and it should show itself in the consistency of the messages both divisions provide.

Who is this book for

The authors of this book Lyn Smith and Pamela Mounter have tried to cover e-mail etiquette, communication theory, Maslow’s hierarchy of needs, paginating a publication and running meetings. However, the result is not satisfying, since the outcome is a vague and overly general take on internal communication. Moreover, the language and the examples they offer are primarily oriented towards the U.K., assuming that the reader is informed about specific events there. Therefore, this book may not be useful for readers outside of the U.K., as well as those who already have a more-in-dept knowledge of internal communication. We recommend it to people who are starting out with this topic, and to those who want to know why internal communication is becoming vital in the modern corporate world.

Authors’ expertise and short biography

Lyn Smith has a vast experience in the communication, from film publicity to internal communication. At present, she runs a PR firm. Pamela Mounter, apart from being a senior corporate communication consultant, has written about internal communication for different publications.

Key Lessons from “Effective Internal Communication”

1.      Delivering the Message
2.      What Employees Want
3.      Measure Success of Communication

Delivering the Message

The way you give your messages is as important as the content you provide. Many barriers stand in the way of clear and straightforward communication such as gender, regional differences, age, or the organization’s history. To improve staff understanding, when you communicate a significant organizational change, include staff members in the delivery of new information. When talking with different national entities, make sure that you are not offensive to anyone, and that everyone understands the message. Always take factors such as time zones, translations, humor, social mores into consideration. Remember that culture and background play a significant role in people’s understanding and worldview.

What Employees Want

Your message’s impact grows with the interest that your audience shows towards what you are communicating. Studies show the topics that employees consider the most interesting. Those are:

  • Announcements which involve the company’s plans
  • Opportunities to advance inside the organization
  • Information that could help workers do a better job
  • Productivity and efficiency improvement
  • Changes in personnel policies

Whenever internal communications are preparing messages and announcements linked to these topics, they should find a balance between the needs of higher management and the needs of the employees. It is crucial for managers to show a positive attitude, and a desire to create a bond with the audience. You cannot fake a desire to connect, it must be sincere, and you have to mean it. When you make announcements, do it in a timely fashion. Ask the audience for their opinion, get their feedback utilizing surveys, focus groups or questionnaires. One negative aspect of this way of functioning is that managers may become the target of employees’ resentment. Some managers may need extra training which will prepare them to deal with emotional staff members.

Measuring Success of Communication

Communication is a measurable variable, just like any other business activity. Discover what your employees think, how they reacted to a particular message, and if and how they changed behavior after receiving the news. To gather such information, you can conduct an audit, use a benchmark, if one is available, or you can prepare surveys, online or in print.

If you feel like this is the book for you, feel free to contact us for further information. You can download our mobile app and share your experiences with us. Between you and your book, there is a one-click delay – check it on Amazon;

Brand Warfare Summary

10 Rules for Building the Killer Brand

The selling power of brand images is enormous – it is so big that even something ordinary can become “special” in the eyes of customers if it belongs to a particular brand. Take Orville Redenbacher for example, when he made a name out of his popcorn and attracted customers to buy it. Similarly, the John Hancock company turned insurance into a more attractive product for consumers.

The strength of a brand is reflected in each enterprise’s value. Interbrand ranks the world’s most known brands each year, and according to them, more than half of the Coca-Cola Company’s value comes from its brand name. However, branding is not connected to businesses only. Celebrities: musicians, movie stars, movie directors, writers, bloggers, think of their names as their brands.

So, what is a brand? A brand is the image and associations that pop up in your consumer’s thoughts when they encounter its name. The perceptions they get come from different places. They can come from their own customer-service experience, or they can hear about it on Tv reports, or read rumors on the Internet. Nonetheless, it does not matter where their perception comes from. What is important to you is that your brand name is connected to favorable images and thoughts. Whatever you do, have your brand in mind. Whatever decision you make, like entering a new market, supporting a local event, or reducing your customer services expenses, do it only if you are sure that it will improve or maintain your brand image.

Another thing worth mentioning is that once you reach your desired level of brand attractiveness, you must not stop. In the previous century, if you succeeded in building a strong brand, it stayed high on the popularity scale for a long time. However, many brands got destroyed because they were not flexible enough to meet changing market requirements. In the present day, consumers are more knowledgeable than ever. The environment is exceptionally consumer-centered, and the new technologies pose lower market-entry barriers, so more new brands enter the market. Living in a world full of choices, it is quite easy to slip up and lose customers. To stay competitive, you need to improve your brand and the customer experience you offer regularly. Price is no longer the dominant player in gaining and keeping customers.

If your firm comes across a problem, be sure to react quickly. First, do all you can you to protect your brand from a scandal. If false news or accusations hit you, try to resolve them before rumors spread. If, on the other hand, you make a mistake, then don’t try to cover up information. Instead, admit it, apologize, and make up for it. Remember, the most important thing is that you are fair to your customers.

Who is this book for

This book is a simple guide to protecting your brand image. Authors D’Alessandro and Owens present the principles of brand-building and protection and illustrate the process by mentioning real case scenarios. They mention not only successful stories, but negative examples as well. The basic principles that the authors refer to are familiar: continually working on your brand, sponsoring events, keeping up with the changing environment, etc. However, they pack their principles in fresh and breezy writing. So, if you like reading books on branding and marketing, this may be the book for you. We recommend it to beginners who are just starting up, as well as to people who want to polish up their branding knowledge.

Authors’ expertise and short biography

David F . D’Alessandro is the current CEO of John Hancock Financial Services. John Hancock is a Fortune 500 company, and under the governance of D’Alessandro, it was listed among the top 100 brands of the 20th century, according to the New York Times. D’Alessandro is a frequent guest on various TV programs, like CNN News and The Today Show. He is also a keynote speaker at many events worldwide. Michele Owens is a former speechwriter for Governor William Weld of Massachusetts.

Key Lessons from “Brand Warfare”

1.      Why Consumers Need Brands
2.      Make Your Advertising Distinctive
3.      Inspire and Motivate People

Why Consumers Need Brands

If you believe that people do not look out for brands, think again. People pay attention – to your brand or the opposition. The reason is apparent: branding simplifies life by organizing experiences. Brands are a sort of archetypes that help people understand what they can expect without putting too much thought into it. Buyers face too many choices, and branding helps them by:

  • Saving time by creating a feeling of comfort
  • Delivering an identity and a sense of belonging to a particular group of people that also buys that brand,

Make Your Advertising Distinctive

Be careful when it comes to advertising. Don’t fall into clichés, and “proven.” techniques. Instead, try to stand out from the crowd. Support the people that are in charge of writing and designing your ads. Do not limit their vision. Moreover, most importantly, do not be afraid to experiment with new angles and perspectives. Furthermore, when you select sponsorships, be cautious about your associates and the kind of events you sponsor. Most of the time sponsoring events is more cost-efficient than purchasing advertising space or time. When you are a sponsor, you get involved in a riskier contract. To be more precise, some person connected to your brand may get into some inconvenient or troublesome situation. So, be careful whom you choose to work with, and if you manage your sponsorship correctly, it will surely bring positive results.

Inspire and Motivate People

Your brand does not influence just your customers; it affects your employees, distributors, and vendors as well. It will not only make the customers want to buy your product but will also make people want to be a part of your enterprise. When you are a good brand – everyone will wish to get connected to your name. Take advantage of it, and continue motivating both your internal and external audiences.

If you feel like this is the book for you, feel free to contact us for further information. You can download our mobile app and share your experiences with us. Between you and your book, there is a one-click delay – check it on Amazon;

In Search of Excellence Summary

This business classic provides its readers with eight unique methods leading to excellence. Walk the road and in a straightforward manner

The authors of this book – Peters and Waterman started investing about what made American companies so great. During their college days, they realized that the American global influence was under constant pressure from the Japanese – Management. Not just them, but all of the U.S citizens, who were in some way connected to the people living in Japan, obtained knowledge from a high-level managerial “Nation”. The global market didn’t have mercy for errors, neither was the situation back then any different.

The research continued markedly since Thomas and Robert, marked the mistakes existing in the global economy and methods of doing business. The key was to understand the predominance by some and consequently to inflict balance. Nonetheless, the process of turning theory into practice was a lot harder than they foresaw. As the study reached a certain point, there was no turning back.

The project began with seven crucial and unique variables, which turned out to be the foundation for a new model. None of them had ever assumed that a group of students could challenge the American economy, by designing a system that allows the companies to analyze all fields using well-defined metrics. High expectations and trust, laid down the foundation for this seven-variable model. Generally speaking, this project produced a matrix consisting of multiple principles.  

You probably wonder what these students strived for? Well, that was the beginning of the McKinsey’s 7-S Framework – in practice, but in the meanwhile other processes continued to unfold. Eventually, the matrix was built from the “S” letter, that translated a series of terms into a single unit. All carrying a different meaning, all conveying a unique message. The usefulness of the model is beyond doubt, and yet without accurate information, the use of this matrix is counterproductive.

A dose of skepticism appears about whether Peters and Waterman, used some metrics to select their corporate models of excellence or not? Probably, nobody can give an answer to that question, but you can look from their perspective and ask yourself – What would I do? For instance, if you go shopping 99% of the times, you have a list of things that you may be interested in. Let that serves as a point, for future discussions, that it’s not normal to decide at the moment and all of a sudden to change direction. The process starts with identifying a list of businesses that all of the stakeholders interpret as inventive, innovative and probably prosperous in years to come.

Although they conducted the study two decades ago, the freshness is intact. As soon as, you realize that not every book shares the same amount of useful elements like this one, you’ll apply all or some of the eight core principles of excellence. Companies these days, still rely on them due to trust, and transparency. In the middle of the process, a manager should place all of these eight laws systematically for everyone’s sake. This “excellent” book is one-of-a-kind classic that intrigues readers in various ways. GetNugget believes that this book is a perfect fit for anyone involved in some business.

Who is this book for

This book serves as a benchmark for future investment because the results produced from this research will give you an insight into the whole operation. The authors Tom Peters and Robert Waterman over and over again repeat that mistakes are an integral part of excellence. The study conducted from 1979 to 1980 works in the digital era as well due to various reasons. The first and most important one is linked to the qualities embedded in the global brands by top-notch managers. Soon you’ll be able to instantly judge whether some firm’s practices are worthy or not. The sample consisting of 43 companies from the six major industries examines all the aspects needed for reaching the top.

This book is excellent for people striving for excellence, but what is perfection? Sooner or later, each one of us, recalls some situations and wonder if something could have gone the other way. Even though now it’s too late, the search mustn’t disappear.

Authors’ expertise and short biography

Thomas J. Peters is an American-born author, consultant, management expert, speaker, and professional agitator. He was born on November 7th, 1942, in Baltimore, Maryland. Thomas obtained his college and master’s degree from the Cornell University in 1964 and 1966. From 1966 to 1970 he was in the U.S Navy. Thomas wrote several books including The Little BIG Things; Talent; Re-Imagine!; Design; Thriving on Chaos, Liberation Management; Leadership and The Circle of Innovation.

Robert H. Waterman is a non-fiction writer born in 1936. He received education from Colorado School of Mines, and Stanford University. Currently, he heads a major consulting firm, and he is the author of a few books The Renewal Factor and  What America Does Right.

Key Lessons from “In Search of Excellence”

1.      Preparation and knowledge are key elements of successful implementation
2.      Japanese advanced managerial abilities
3.      Create the perfect balance between rationality and intuition

Preparation and knowledge are key elements of successful implementation

Targeting “management excellence or practices” that can create business value, in the long run, is not an easy task. However, this model had no guarantees; the real strength emerges from preparation and knowledge.

Japanese advanced managerial abilities

The standing point for American dominance was probably the advanced technology, but the Japanese mentality overpowered these elements. Companies looked for a way, to learn and ultimately utilize some of these techniques and apply in them at the end.

Create the perfect balance between rationality and intuition

According to some management experts, managers mustn’t rely too much on logic or intuition. The primary activity often occurs in the background, but that doesn’t necessarily mean anything. Even though rationality drives the business forward, imagination is what creates real value.  

If you feel like this is the book for you, feel free to contact us for further information. You can download our mobile app and share your experiences with us. Between you and your book, there is a one-click delay – check it on Amazon;

The Upper Hand Summary

Winning Strategies from World-Class Negotiators

Most people undervalue the negotiator’s job. However, to be a good negotiator, you have to know the stakes at hand. You have to be able to read people, understand them and their needs. You need to be an excellent communicator that not only states his stance but also builds relationships. You need to follow general rules and principle, and at the same time notice the uniqueness of each situation, to which you should adjust.

Negotiators are like architects. Architects create their designs according to the vision and knowledge they have about the building’s function and context. Negotiators do the same. The difference is that architectural structures are static, and negotiations are a child of dynamics. They regularly change and transform under the touch of new information. However, although dynamics is its primary trait, a few standard criteria apply to all negotiations: the size of the team, technical knowledge, social dynamics, political considerations, public relations and strategic vision. In each mediation, you will find yourself immersed in some standard issues. Those issues are connected to organizing the agenda – the location is the easiest and timing the most complicated issue.

Another thing to note is that you are always sitting on the negotiator’s table as an individual. It does not matter whom you are negotiating for: an enterprise, a country or some other type of organization – you are the one that carries the whole burden. Treat people with respect, even if you deny their offers, do that respectfully and never call them unreasonable. Build a relationship with the other side, by trying to get to know them primarily as people and not only as opponents. By doing this, you will create a bondage and present yourself as an honorable and credible person.

Consequently, your “opponents” will never take your opinion lightly. Furthermore, be sure to create trust. You can create the feeling of trust by keeping your word, being straightforward and sharing as much information as you can. It all comes down to your actions. You may find yourself in a situation when you will need to negotiate with the same people again in the future. If you have a good interpersonal relationship, your future negotiations will be less stressful and more enjoyable.

Most negotiators are aware of what they want to get out of the negotiation and what kind of deal they hope for. Yet, not all of them know how to make such a deal tempting to the other side. It is the reason why many negotiations crack right at the point where both sides need to reach an agreement. To stay away from such situations, you have to look at things from everyone’s perspective. If you understand what their objectives are and reasons behind them, you will find a better way to present your opinion in a way that brings mutual benefit. Lastly, try to be fair and always opt for a win-win situation.

Who is this book for

During our lifetimes, all of us have encountered or will face situations in which we need to negotiate. Authors Benoliel and Cashdan have written a book about negotiating, which they filled with valuable advice, coming from top negotiators they interviewed. Since the input comes from people who excelled at negotiating, the Upper Hand is in no doubt realistic and applicable to different possible situations.

In a few words, it can be described as a clear and straightforward book that presents tactics for becoming a great negotiator. Who do we recommend it for? Well, on the one hand, people that just start out as negotiators can read it to get the hang of the practice. On the other hand, it can also benefit more experienced negotiators that want to develop their skills further. So, although it is primarily focused on business situations, we recommend this engaging book for everyone who sits on the negotiator’s table in some area of their lives.

Authors’ expertise and short biography

Michael Benoliel is the founder of the Center for Negotiation, which he now manages. He is a certified mediator and has helped with negotiations on several occasions. The organizations he helped are based in Africa, the Middle East, and the United States. Linda Cashdan is a published freelance writer. She has worked for Voice of America for more than three decades.

Key Lessons from “The Upper Hand”

1.      Prepare
2.      Know your Objectives
3.      Think Strategically


To be successful, you have to prepare long before the moment you sit on the negotiator’s table comes. Research your opposing side and understand the complete context of the situation and not just the areas which are under negotiation. Keep flexible, and continue gathering information. Some pieces of information will reach you later than others, so do not freeze your understanding of the circumstances. Instead, evolve along with the information you have. Furthermore, prepare the physical aspects of your negotiation. Pick the place and the time that suits your needs and allows you to present yourself as best as you can.

Know Your Objectives

Before you start the negotiation, it is crucial to set the objectives. Know your criteria and how much you are willing to lose or to spend. Know the essential things you need to have, and the elements that you wish to have, but are not that crucial. In the end, if you do not reach a deal that meets your bottom line criteria, be ready to walk away.

Think Strategically

Do not just think about winning each point of the negotiation, go further than that. Be tactical and focus on the big picture. Be ready to give up something small, to get something big later in the negotiation process. Make sure that you are sure of your vision and the reasons behind it. If you are not, you will never be able to “pack” the offer in a package that is attractive to every side.

If you feel like this is the book for you, feel free to contact us for further information. You can download our mobile app and share your experiences with us. Between you and your book, there is a one-click delay – check it on Amazon;