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Find Out Anything from Anyone, Anytime
- Secrets of Calculated Questioning from a Veteran Interrogator
- Narrado por: Walter Dixon
- Duración: 4 h y 22 m
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Resumen del Editor
The secret to finding out anything you want to know is amazingly simple: Ask good questions. Most people trip through life asking bad questions - of teachers, friends, coworkers, clients, prospects, experts, and suspects. Even people trained in questioning, such as journalists and lawyers, commonly ask questions that get partial or misleading answers.
People in any profession will immediately benefit by developing the skill and art of good questioning. Find Out Anything From Anyone, Anytime will give you the power to:
- Identify and practice good questioning techniques
- Recognize types of questions to avoid
- Know the questions required when hearing
- Unconfirmed reports or gossip
- Practice good listening techniques and exploit all leads
- Determine when and how to control the conversation
- Gain real expertise fast
Within professional interrogation circles, Pyle is known as a strategic debriefer - meaning there is no one around him more skilled at asking questions and getting answers. He has been training other interrogators in questioning techniques since 1989.
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Great, practical summary of behaviour design
- De Elena en 06-01-21
De: Morten Münster
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The Premonition Code
- The Science of Precognition: How Sensing the Future Can Change Your Life
- De: Theresa Cheung, Julia Mossbridge
- Narrado por: Sherry Baines
- Duración: 7 h
- Versión completa
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Best-selling author Theresa Cheung joins forces with cognitive neuroscientist Julia Mossbridge, PhD, Director of the Innovation Lab at The Institute of Noetic Sciences (IONS), to reveal revolutionary new research showing that sensing the future is possible. They also provide practical tools and techniques you can use to develop your own powers of precognition.
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not what I thought.
- De Customer 101 en 04-25-19
De: Theresa Cheung, y otros
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Crystal Clear Communication
- How to Explain Anything Clearly in Speech or Writing
- De: Gary S Goodman
- Narrado por: Gary S Goodman
- Duración: 4 h y 18 m
- Grabación Original
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With this program, you'll have the tools, the techniques, and, just as importantly, the unflinching confidence to influence your readers and listeners decisively - both at work and at home.
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Largely Sales-Oriented, and Instantly Usable
- De Troy en 01-26-15
De: Gary S Goodman
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The Negotiator in You: In Life
- Tips to Help You Get the Most of Every Interaction
- De: Joshua N. Weiss
- Narrado por: Joshua N. Weiss
- Duración: 36 m
- Versión completa
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Negotiation is a skill people need to use every day. In this audio exclusive, learn the negotiation skills required to navigate difficult situations that arise in everyday life. From buying a car to purchasing a home, one needs to know how to effectively negotiate, especially when the other party is a seasoned professional. Harvard professor Joshua N. Weiss, PhD, gives us to tools to negotiate when we have a major stake in the game or when we're perceived as the "weak consumer."
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Quick but insightful
- De Amazon Customer en 12-26-23
De: Joshua N. Weiss
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Mindwise
- Why We Misunderstand What Others Think, Believe, Feel, and Want
- De: Nicholas Epley
- Narrado por: Nicholas Epley
- Duración: 6 h y 24 m
- Versión completa
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You are a mind reader, born with an extraordinary ability to understand what others think, feel, believe, want, and know. It's a sixth sense you use every day, in every personal and professional relationship you have. At its best, this ability allows you to achieve the most important goal in almost any life: connecting, deeply and intimately and honestly, to other human beings. At its worst, it is a source of misunderstanding and unnecessary conflict, leading to damaged relationships and broken dreams. How good are you at knowing the minds of others?
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Finally gave up - no real point
- De Thomas en 05-12-14
De: Nicholas Epley
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Thanks for the Feedback
- The Science and Art of Receiving Feedback Well
- De: Sheila Heen, Douglas Stone
- Narrado por: Sheila Heen, Douglas Stone
- Duración: 9 h y 48 m
- Versión completa
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The coauthors of the New York Times best-selling Difficult Conversations take on the toughest topic of all: How we see ourselves. Douglas Stone and Sheila Heen have spent the past 15 years working with corporations, nonprofits, governments, and families to determine what helps us learn and what gets in our way. In Thanks for the Feedback, they explain why receiving feedback is so crucial yet so challenging. They blend the latest insights from neuroscience and psychology with practical, hard-headed advice.
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Poor narration ruins yet another good read
- De WordNerd en 08-25-14
De: Sheila Heen, y otros
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Ditch the Pitch
- De: Steve Yastrow
- Narrado por: Steve Yastrow
- Duración: 3 h y 41 m
- Versión completa
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In today's world, customers don't want to hear sales pitches, but many salespeople still rely on them. In this breakthrough audiobook, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. His advice: "Tear up your sales pitch and instead improvise persuasive conversations."
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A bad strawman pitch on why pitching doesn't work
- De Jeff Gibbard en 01-09-21
De: Steve Yastrow
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The Compassionate Achiever
- How Helping Others Fuels Success
- De: Christopher L. Kukk
- Narrado por: Rick Adamson
- Duración: 8 h y 15 m
- Versión completa
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For decades we've been told the key to prosperity is to look out for number one. But recent science shows that to achieve durable success, we need to be more than just achievers; we need to be compassionate achievers. New research in biology, neuroscience, and economics has found that compassion - recognizing a problem or caring about another's pain and making a commitment to help - not only improves others' lives; it can transform our own.
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Me me me
- De Someone or not? en 04-04-20
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Start with No
- The Negotiating Tools that the Pros Don't Want You to Know
- De: Jim Camp
- Narrado por: Robert Jordan
- Duración: 7 h y 58 m
- Versión completa
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For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.
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Thanks Chris Voss!
- De Dennis Hettema en 10-03-20
De: Jim Camp
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NLP at Work
- The Essence of Excellence, 3rd Edition (People Skills for Professionals)
- De: Sue Knight
- Narrado por: Sean Pratt
- Duración: 14 h y 30 m
- Versión completa
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Since the first edition, NLP at Work has pioneered the use of neurolinguistic programming (NLP) in the business world to improve communication, negotiation, teamwork, and influence. With more 100,000 copies sold and now in its third edition, NLP at Work is a clear and comprehensive introduction to using NLP in the workplace, with a unique personal style and approach.
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Narcisistic useless
- De Mike G. Bianco en 02-17-15
De: Sue Knight
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Maximum Influence: 2nd Edition
- The 12 Universal Laws of Power Persuasion
- De: Kurt W Mortensen
- Narrado por: Tim Andres Pabon
- Duración: 8 h y 49 m
- Versión completa
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Salespeople, consultants, managers, executives, entrepreneurs... Influence is a crucial tool for absolutely anyone seeking success and prosperity. But how can everyday people actually become more influential? Maximum Influence unlocks the secrets of the master influencers. Now in an all-new edition, the audiobook combines scientific research with real-world studies, presenting the most authoritative and effective arsenal of persuasion techniques ever.
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Good book
- De Federico Alvarez en 11-21-14
De: Kurt W Mortensen
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Crucial Conversations
- Tools for Talking When Stakes Are High
- De: Kerry Patterson, Joseph Grenny, Ron McMillan, y otros
- Narrado por: Anna Fields
- Duración: 4 h y 17 m
- Versión completa
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When stakes are high, opinions vary, and emotions run strong, you have three choices: avoid a crucial conversation and suffer the consequences; handle the conversation badly and suffer the consequences; or check out Crucial Conversations and discover how to communicate best when it matters most. Crucial Conversations gives you the tools you need to step up to life's most difficult and important conversations, say what's on your mind, and achieve the positive resolutions you want.
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Probably the worste nagging sounding narrator
- De Alexander en 09-27-21
De: Kerry Patterson, y otros
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Control the Conversation
- How to Charm, Deflect, and Defend Your Position Through Any Line of Questioning
- De: James O. Pyle, Maryann Karinch
- Narrado por: Ann Richardson
- Duración: 4 h y 27 m
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In Control the Conversation, the authors guide you in crafting a response to a question, not just an answer. A response should be multidimensional and include relevant and compelling information that goes beyond a mere answer. The authors help you build and apply this skill set. You will learn how to manage the four areas of disclosure - people, places, things, and events in time. You will also develop competence in techniques that will help you take control and get your message across in any kind of interview.
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Poor vocals
- De Ben Lobaugh en 10-31-18
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Remember It!
- The Names of People You Meet, All of Your Passwords, Where You Left Your Keys, and Everything Else You Tend to Forget
- De: Nelson Dellis, Sanjay Gupta MD - foreword
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Throughout his research into memory theory, Nelson Dellis found existing memory improvement guides to be wanting - overcomplicated, dry, and stodgy. So he decided to create a book that is approachable and fun, centered on what people actually need to remember. In Remember It!, Dellis teaches us how to make the most of our memory, using his competition-winning techniques.
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Nelson Dellis delivers
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Tame the Primitive Brain
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When you tame your most impulsive, primitive reactions to the crazy situations you face every day, you'll help others do the same. Tame the Primitive Brain offers a new and simple system to understanding and controlling the behavior of others. Noted body language, behavior, and communication expert Mark Bowden explains the fastest and most effective ways to understand why someone acts toward you the way they do; why you react to their behavior in the way you do; and most important, what exactly to do to achieve the right outcomes.
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content vs presentation
- De Amazon Customer en 04-07-17
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Critical Thinking Skills for Dummies
- De: Martin Cohen
- Narrado por: Eric Martin
- Duración: 11 h y 30 m
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These days, strong critical thinking skills provide a vital foundation for academic success, and Critical Thinking Skills for Dummies offers a clear and unintimidating introduction to what can otherwise be a pretty complex topic. Inside, you'll get hands-on, lively, and fun exercises that you can put to work today to improve your arguments and pin down key issues. With this accessible and friendly guide, you'll get plain-English instruction on how to identify other people's assumptions, methodology, and conclusions; evaluate evidence; and interpret texts effectively.
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Memorable, meandering, mediocre.
- De Joe Piper en 07-25-19
De: Martin Cohen
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Truth and Lies
- What People Are Really Thinking
- De: Mark Bowden, Tracey Thomson
- Narrado por: George Newbern
- Duración: 8 h y 39 m
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Whether you're at a job interview or a cocktail party, searching LinkedIn, or swiping right on a dating site, you want (no - need) to understand what people are really thinking, regardless of what they're saying. Understanding what others are trying to tell you with their posture, hand gestures, eye contact (or lack thereof), or incessant fiddling with their iPhone might all be even more important than what you're projecting yourself.
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The Abcs of Body Language.
- De Myrrh28 en 03-27-21
De: Mark Bowden, y otros
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Get People to Do What You Want
- How to Use Body Language and Words for Maximum Effect
- De: Gregory Hartley, Maryann Karinch
- Narrado por: Walter Dixon
- Duración: 6 h y 35 m
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In Get People to Do What You Want, you'll find the practical answers to these questions and in the process, discover how to win people over. You will gain an upper hand in your interaction with others that translates into higher starting salaries, greater productivity, and better relationships in which you are never the victim. You'll learn about: one-on-one interaction, group dynamics, the projection of leadership, instinctual trust and mistrust of others, and other elements of human behavior that must be understood to win people over for more than a few moments.
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A Must-Have for Every Behavior Panelist
- De Chloe Batchelor en 12-27-21
De: Gregory Hartley, y otros
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Control the Conversation
- How to Charm, Deflect, and Defend Your Position Through Any Line of Questioning
- De: James O. Pyle, Maryann Karinch
- Narrado por: Ann Richardson
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In Control the Conversation, the authors guide you in crafting a response to a question, not just an answer. A response should be multidimensional and include relevant and compelling information that goes beyond a mere answer. The authors help you build and apply this skill set. You will learn how to manage the four areas of disclosure - people, places, things, and events in time. You will also develop competence in techniques that will help you take control and get your message across in any kind of interview.
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Poor vocals
- De Ben Lobaugh en 10-31-18
De: James O. Pyle, y otros
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Remember It!
- The Names of People You Meet, All of Your Passwords, Where You Left Your Keys, and Everything Else You Tend to Forget
- De: Nelson Dellis, Sanjay Gupta MD - foreword
- Narrado por: Matthew Josdal
- Duración: 6 h y 48 m
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Throughout his research into memory theory, Nelson Dellis found existing memory improvement guides to be wanting - overcomplicated, dry, and stodgy. So he decided to create a book that is approachable and fun, centered on what people actually need to remember. In Remember It!, Dellis teaches us how to make the most of our memory, using his competition-winning techniques.
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Nelson Dellis delivers
- De Zach en 06-22-19
De: Nelson Dellis, y otros
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Tame the Primitive Brain
- 28 Ways in 28 Days to Manage the Most Impulsive Behaviors at Work
- De: Mark Bowden
- Narrado por: Erik Synnestvedt
- Duración: 7 h y 36 m
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When you tame your most impulsive, primitive reactions to the crazy situations you face every day, you'll help others do the same. Tame the Primitive Brain offers a new and simple system to understanding and controlling the behavior of others. Noted body language, behavior, and communication expert Mark Bowden explains the fastest and most effective ways to understand why someone acts toward you the way they do; why you react to their behavior in the way you do; and most important, what exactly to do to achieve the right outcomes.
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content vs presentation
- De Amazon Customer en 04-07-17
De: Mark Bowden
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Critical Thinking Skills for Dummies
- De: Martin Cohen
- Narrado por: Eric Martin
- Duración: 11 h y 30 m
- Versión completa
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These days, strong critical thinking skills provide a vital foundation for academic success, and Critical Thinking Skills for Dummies offers a clear and unintimidating introduction to what can otherwise be a pretty complex topic. Inside, you'll get hands-on, lively, and fun exercises that you can put to work today to improve your arguments and pin down key issues. With this accessible and friendly guide, you'll get plain-English instruction on how to identify other people's assumptions, methodology, and conclusions; evaluate evidence; and interpret texts effectively.
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Memorable, meandering, mediocre.
- De Joe Piper en 07-25-19
De: Martin Cohen
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Truth and Lies
- What People Are Really Thinking
- De: Mark Bowden, Tracey Thomson
- Narrado por: George Newbern
- Duración: 8 h y 39 m
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Whether you're at a job interview or a cocktail party, searching LinkedIn, or swiping right on a dating site, you want (no - need) to understand what people are really thinking, regardless of what they're saying. Understanding what others are trying to tell you with their posture, hand gestures, eye contact (or lack thereof), or incessant fiddling with their iPhone might all be even more important than what you're projecting yourself.
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The Abcs of Body Language.
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In Get People to Do What You Want, you'll find the practical answers to these questions and in the process, discover how to win people over. You will gain an upper hand in your interaction with others that translates into higher starting salaries, greater productivity, and better relationships in which you are never the victim. You'll learn about: one-on-one interaction, group dynamics, the projection of leadership, instinctual trust and mistrust of others, and other elements of human behavior that must be understood to win people over for more than a few moments.
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A Must-Have for Every Behavior Panelist
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Body Language Explained: How to Master the Power of the Unconscious
- (Nonverbal Communication, Relationships, Charisma, Self Esteem, Communication Skills)
- De: C.K. Murray
- Narrado por: Virtual Voice
- Duración: 1 h y 10 m
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Body Language Explained Prepare yourself. You are about to learn invaluable strategies for improving your life TODAY. Did you know that 93% of what we say isn't actually said? That nonverbal communication and the language of the body are indispensable to healthy, happy living? Whether trying to grasp body language basics, unlock body language secrets, or harness the power of the subconscious mind, nonverbal communication has the power to change your life forever. Without a firm understanding of nonverbal cues, we will never achieve optimal success. Instead, we'll slink through life unsure ...
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it's a good beginners guide to body language
- De Anonymous User en 08-31-24
De: C.K. Murray
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Thinking Like a Lawyer
- A Framework for Teaching Critical Thinking to All Students
- De: Colin Seale
- Narrado por: Bill Andrew Quinn
- Duración: 4 h y 37 m
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Narración:
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Historia
Critical thinking is the essential tool for ensuring that students fulfill their promise. But, in reality, critical thinking is still a luxury good, and students with the greatest potential are too often challenged the least. Colin Seale, a teacher-turned-attorney-turned-education-innovator and founder of thinkLaw, uses his unique experience to introduce a wide variety of concrete instructional strategies and examples that teachers can use in all grade levels and subject areas.
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A must-read *and* apply for all educators!
- De Stephenie B en 12-27-21
De: Colin Seale
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The Science of Money
- How to Increase Your Income and Become Wealthy
- De: Brian Tracy, Dan Strutzel
- Narrado por: Brian Tracy, Dan Strutzel
- Duración: 7 h y 6 m
- Versión completa
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General
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Narración:
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Historia
The subject of "money" remains one of the most fascinating, thought provoking, emotional, polarizing, and well-researched subjects in the world. Scores of books, articles, blog posts, and speeches have been written on what money is, how to earn it, how to spend it, who has it and who does not, and a myriad of other topics related to the effects that it produces. Yet, despite the constant focus and interest on the topic, there is one word that describes the average person's views around money: confusion.
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Quality book
- De Amazon Customer en 06-14-17
De: Brian Tracy, y otros
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Becoming Fluent
- How Cognitive Science Can Help Adults Learn a Foreign Language
- De: Richard Roberts, Roger Kreuz
- Narrado por: P. J. Ochlan
- Duración: 5 h y 34 m
- Versión completa
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In Becoming Fluent, Richard Roberts and Roger Kreuz draw on insights from psychology and cognitive science to show that adults can master a foreign language if they bring to bear the skills and knowledge they have honed over a lifetime. Adults shouldn't try to learn as children do, they should learn like adults. Roberts and Kreuz report evidence that adults can learn new languages even more easily than children.
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Learning strategies
- De S. T. en 07-23-17
De: Richard Roberts, y otros
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The 7 Principles of Public Speaking
- Proven Methods from a PR Professional
- De: Richard Zeoli
- Narrado por: Peter Johnson
- Duración: 5 h
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Whether you are looking to position yourself as an industry expert, extend your sphere of influence, or gain the support and backing of vital constituencies, The 7 Principles of Public Speaking will give you the tools you need to achieve your goal.
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Don't waste your money and time
- De Mart en 10-16-13
De: Richard Zeoli
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Without Saying a Word
- De: Kasia Wezowski, Patryk Wezowski
- Narrado por: Kate Mulligan
- Duración: 4 h y 44 m
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Historia
One wrong move can undercut your message. Believe it or not, our bodies speak louder than our words. Postures, gestures, and expressions convey reams of information - and often not what you'd expect. A smile, for example, is usually considered welcoming. But crook one corner of your mouth higher, and you project superiority, subconsciously chasing other people away. Without Saying a Word explains how even the subtlest motions have meaning.
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Excellent
- De Amazon Customer en 07-24-18
De: Kasia Wezowski, y otros
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I Can Read You Like a Book
- De: Gregory Hartley, Maryann Karinch
- Narrado por: Gregory Hartley, Maryann Karinch
- Duración: 3 h y 6 m
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I Can Read You Like A Book features a system for scanning and interpreting anyone's body language, enabling you to figure out what they are really saying or feeling.
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Fabulous in every way!
- De Minny en 07-11-21
De: Gregory Hartley, y otros
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Cybersecurity and Cyberwar
- What Everyone Needs to Know
- De: P. W. Singer, Allan Friedman
- Narrado por: Sean Pratt
- Duración: 11 h y 29 m
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In Cybersecurity and Cyberwar: What Everyone Needs to Know®, New York Times best-selling author P. W. Singer and noted cyberexpert Allan Friedman team up to provide the kind of deeply informative resource book that has been missing on a crucial issue of 21st-century life. Written in a lively, accessible style, filled with engaging stories and illustrative anecdotes, the book is structured around the key question areas of cyberspace and its security: how it all works, why it all matters....
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A job application for some government job?
- De Pascal en 03-04-17
De: P. W. Singer, y otros
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How to Win an Election
- An Ancient Guide for Modern Politicians
- De: Quintus Tullius Cicero, Philip Freeman - translator
- Narrado por: Doug Kaye
- Duración: 1 h y 5 m
- Versión completa
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How to Win an Election is an ancient Roman guide for campaigning that is as up-to-date as tomorrow's headlines. In 64 BC when idealist Marcus Cicero, Rome's greatest orator, ran for consul (the highest office in the Republic), his practical brother Quintus decided he needed some no-nonsense advice on running a successful campaign.
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How to be a politician ...
- De Benedict en 07-31-13
De: Quintus Tullius Cicero, y otros
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Get the Truth
- Former CIA Officers Teach You How to Persuade Anyone to Tell All
- De: Philip Houston, Michael Floyd, Susan Carnicero
- Narrado por: Jeff Gurner
- Duración: 7 h y 17 m
- Versión completa
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Getting someone to tell the truth is an essential skill that very few people possess. In the boardroom, the classroom, or our own homes, every day we interact with others and try to get the truth from them. People are often untruthful out of fear of negative consequences associated with divulging information. But if a person is made to forget the long-term outcomes, he or she can be influenced to disclose sensitive information that's being withheld.
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same thing as spie the lie
- De RockyRecon en 02-14-16
De: Philip Houston, y otros
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101 Skills You Need to Survive in the Woods
- The Most Effective Wilderness Know-How on Fire-Making, Knife Work, Navigation, Shelter, Food and More
- De: Kevin Estela
- Narrado por: Matthew Boston
- Duración: 7 h y 36 m
- Versión completa
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"Feeder" mindset means being in control of a situation, proactive rather than reactive. It is an optimistic outlook that reframes any situation as a learning experience. Kevin Estela teaches survival skills from this feeder-based perspective, which is what separates his teaching style from other wilderness instructors. Kevin has written the quintessential guide for an outdoor enthusiast's "bucket list" of skills - how to make a fire, build a shelter, gather food, find water, use a knife correctly, and make cordage.
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All great skills
- De Crus458 en 11-09-20
De: Kevin Estela
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Mastering Logical Fallacies
- The Definitive Guide to Flawless Rhetoric and Bulletproof Logic
- De: Michael Withey, Henry Zhang - foreword
- Narrado por: Steven Crossley
- Duración: 4 h y 22 m
- Versión completa
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Your argument is valid and you know it; yet once again you find yourself leaving a debate feeling defeated and embarrassed. The matter is only made worse when you realize that your defeat came at the hands of someone's abuse of logic - and that with the right skills you could have won the argument. The ability to recognize logical fallacies when they occur is an essential life skill. Mastering Logical Fallacies is the clearest, boldest, and most systematic guide to dominating the rules and tactics of successful arguments.
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Annoying
- De Charles & Taylor Smith en 12-29-19
De: Michael Withey, y otros
Lo que los oyentes dicen sobre Find Out Anything from Anyone, Anytime
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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- M.B.
- 11-13-17
Good book, narrator was too fast
This was a good basic book about how to ask effective questions. I found the content to be very insightful and it gave me some things to think about.
My only complaint is the narrator. He was very clear and easy to understand, but he just moved way to fast. This left little to no time to really consider the words after a point was made, as he'd just roll right into the next section.
I may listen again, because the content is good, but I'd try playing on slower speed.
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- Shay
- 05-08-21
Questions
Great at helping someone who struggles with questioning or asking questions. Gives challenges to make you better and short listen so it is easy to understand.
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- Stephanie E Metzel
- 01-25-24
I Will Listen to it Again
Fascinating book. The reading speed was too fast, for some reason, so I had to slow it down. Very interesting observations on what makes for “good questioning” and gives many practical examples.
I am already viewing my conversations differently. I plan to go through this book again and take more detailed notes.
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Historia
- JD74
- 03-02-23
Informative and useful
I enjoyed this book very much. As a seasoned investigator and negotiator I found a lot of useful information.
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Historia
- David Frederick
- 10-17-23
A must listen
A must listen book! I would recommend to anyone, especially if you are someone who wants to be an effective interviewer!
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Ejecución
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- Thumper
- 02-26-22
I learned a lot From this book.
Great starter guide. Manageable exercises you can do everyday. To improve your skills. Learn new things. Learn about yourself and other people. I highly recommend it to everyone
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Historia
- Jon Hatfield
- 07-13-24
Interestingly Informative
this audiobook will have you stop and think about what you say, when you say it and how you say it. It seems like common sense on one hand, yet on the other hand there's a lot of things you just don't think about in the moment. this will definitely have you stop and truly thinking about what is said.
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- Alan Waterfield
- 03-12-19
good information
good information and plenty to learn from, but the narrator speaks a bit faster than usual.
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Ejecución
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- Amazon Customer
- 02-28-20
One, but useful concept
... repeated many times: put open-ended questions whenever possible. Many examples how to avoid "dead-end" questions.
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- James
- 08-07-23
Very helpful
I would recommend this book to almost anyone
I will definitely need to implement what it suggests
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