Sitting in the Hot Seat: Leaders and Teams for Critical Incident Management
Average customer rating: 4 out of 5 stars
  • Comprehensive Look at Command Decision Making
Sitting in the Hot Seat: Leaders and Teams for Critical Incident Management
Rhona Flin
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

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ASIN: 0471957968

Book Description

Crisis management is an area of activity which has been propelled to the forefront of the management agenda as a consequence of a number of recent incidents. Increasingly, the responsibility for taking command in an emergency is being placed on senior managers in charge, not only of well-known high-risk sites such as oil rigs and chemicals plants, but also of places where the public have a right to expect to be safe. The bombings of the World Trade Center in New York and of Manchester city centre, and the Hillsborough disaster each called on the skills and courage of people in a suddenly high-risk and high-profile situation. These are internationally memorable incidents but every day there are non-routine critical incidents which call on the skills, and test the training, of emergency professionals and "ordinary" managers alike. How are they prepared for the task? How are they trained? How are they monitored? Increasingly, the responsibility of individuals who are required to take command in emergencies is no longer simply the domain of the military, police, and fire service commanders. Sitting in The Hot Seat examines the selection, training and assessment of individuals who are required to take the command role in an emergency. It presents latest developments from the emergency services, miltary and industrial experts. The emphasis of the book is on the individual manager or commander and his/her relationship with the team. Case studies, expert commentary and psychological research complete a comprehensive picture of the issues in public, and private organizations, the military, and the industrial sector. The Police, the Fire service, the Ambulance service, the Coastguard service, the Armed Forces, the Merchant Navy, commercial airlines, mining, chemical and petro-chemical industries, offshore oil companies, the nuclear and power industries, football clubs, major entertainment venues, hotels safety professionals and senior managers in all these organizations will find Sitting in The Hot Seat a rich source of knowledge and techniques.

Customer Reviews:

4 out of 5 stars Comprehensive Look at Command Decision Making.......1999-11-01

Sitting in the Hot Seat: Leaders and Teams for Critical Incident Management provides a comprehensive examination of the issues that surround command decision making during emergency incidents. Flin takes a broad view in examining this topic, looking at the comonalities between public and private sector emergency managers in a variety of disciplines. This text is a useful addition to the library of any incident commander or trainer involved in developing future emergency services leaders.
Sitting in the Hot Seat Leaders and Teams for Critical Incident Management
Average customer rating: Not rated
    Sitting in the Hot Seat Leaders and Teams for Critical Incident Management
    Rhona Flin
    Manufacturer: NY
    ProductGroup: Book
    Binding: Paperback
    ASIN: B000N7EOY8
    Sitting in the Hot Seat: Leaders and Teams for Critical Incident Management
    Average customer rating: Not rated
      Sitting in the Hot Seat: Leaders and Teams for Critical Incident Management
      Rhonda Fliln
      Manufacturer: John Wiley & Sons
      ProductGroup: Book
      Binding: Hardcover
      ASIN: B000N678YC

      The Cases That Haunt Us
      Average customer rating: 4 out of 5 stars
      • Worth buying
      • Exceptional!
      • Can't Put it Down!
      • Interesting & Analytical, but Stiff
      • Murder most foul!
      The Cases That Haunt Us
      John Douglas , and Mark Olshaker
      Manufacturer: Scribner
      ProductGroup: Book
      Binding: Hardcover

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      ASIN: 0684846004

      Amazon.com

      Confident in his opinions and systematic in his examination of high-profile whodunits, FBI veteran John Douglas proves his worth once again as one of the world's best psychological detectives. You may think you've read all there is about Jack the Ripper, Lizzie Borden, and the Lindbergh kidnapping, but Douglas has a few surprise conclusions in his modern analysis of these gripping crimes. By applying criminal personality profiling techniques he developed while stalking more current killers, Douglas provides a fresh, sage outlook on some disturbing history. He also sheds new light on San Francisco's Zodiac Killer, the Black Dahlia murder, Bambi Bembenek, the Boston Strangler, and the continuing mystery of who killed 6-year-old JonBenét Ramsey. Douglas sometimes reveals his chief suspect; other times he simply narrows down who the killer is not. In the JonBenét mystery (in which Douglas was hired by the Ramseys to find the killer), he presents a convincing case for why he believes the girl's parents are not guilty of murder. Douglas is founder of the FBI's Serial Killer Profiling Unit. His method of solving a crime by entering the mind of the killer inspired Thomas Harris's book The Silence of the Lambs. In this dissection of our most sensational crimes, Douglas proves that reality can be more horrifying than fiction. --Jodi Mailander Farrell

      Book Description

      America's foremost expert on criminal profiling provides his uniquely gripping analysis of seven of the most notorious murder cases in the history of crime -- from the Whitechapel murders to JonBenet Ramsey -- often contradicting conventional wisdom and legal decisions.

      Jack the Ripper. Lizzie Borden. The Zodiac Killer. Certain homicide cases maintain an undeniable, almost mystical hold on the public imagination. They touch a nerve deep within us because of the personalities involved, their senseless depravity, the nagging doubts about whether justice was done, or because, in some instances, no suspect has ever been identified or caught.

      In The Cases That Haunt Us, twenty-five-year-FBI-veteran John Douglas, profiling pioneer and master of modern criminal investigative analysis, and author and filmmaker Mark Olshaker, the team behind the bestselling Mindhunter series, explore the tantalizing mysteries that both their legions of fans and law enforcement professionals ask about most. Among the questions they tackle:

      Was Jack the Ripper actually the Duke of Clarence, eldest grandson of Queen Victoria, or perhaps a practicing medical doctor? And did highly placed individuals within Scotland Yard have a good idea of the Ripper's identity, which they never revealed? Douglas and Olshaker create a detailed profile of the killer, and reveal their chief suspect.

      Was Lizzie Borden truly innocent of the murder of her father and stepmother as the Fall River, Massachusetts, jury decided, or was she the one who took the ax and delivered those infamous "whacks"? Through a minute-by-minute behavioral analysis of the crime, the authors come to a convincing conclusion.

      Did Bruno Richard Hauptmann single-handedly kidnap the baby son of Charles and Anne Morrow Lindbergh, the most famous couple in the world, or was he an innocent man caught up and ultimately executed in a relentless rush to judgment in the "crime of the century"?

      What kind of person could kill six-year-old JonBenet Ramsey on Christmas night in her own home? Douglas was called in on the case shortly after the horrifying murder, and his conclusions are hard-hitting and controversial. Why, in the face of the majority of public, media, and law enforcement opinion, including former FBI colleagues, does Douglas believe that John and Patricia Ramsey did not murder their daughter? And what is the forensic and behavioral evidence he brings to bear to make his claim?

      Taking a fresh and penetrating look at each case, the authors reexamine and reinterpret accepted facts and victimology using modern profiling and the techniques of criminal analysis developed by Douglas within the FBI. This book deconstructs the evidence and widely held beliefs surrounding each case and rebuilds them -- with fascinating and haunting results.

      Download Description

      America's foremost expert on criminal profiling provides his uniquely gripping analysis of eight of the most notorious murder cases in the history of crime--including JonBenet Ramsey--often contradicting conventional wisdom and the courts' decisions.

      Customer Reviews:

      5 out of 5 stars Worth buying.......2007-09-16

      This book is interesting, worth buying, and informative. I liked the varied accounts of interesting well known cases. It provided insight into the Jon Benet Ramsey case, among others. I would recommend this book to anyone. John Douglas is a good author.

      5 out of 5 stars Exceptional!.......2007-07-12

      This is one of those books that can completely change your view of events on a daily basis. It's the best of Douglas' books, and it creates order out of what had once been utter chaos. His Jack the Ripper chapter was particularly valuable. There has been so much garbage written about that case that Douglas's logical analysis was very welcome. After reading this book, I can't look at any crime the same way again, and I have also come to a different understanding of human psychology. I have recommended this book to everyone I know, and even the skeptical ones, once they started it, couldn't put it down! It made the rounds of my office, and then of my friends, and then of my friends' friends! Warning: it can be grim and horrific. The Lindbergh baby case and the JonBenet Ramsey cases in particular were painful. The authors are skilled at conveying the horrors of these crimes, yet at the same time really delving into the psyches of the criminals in an unflinching way.

      5 out of 5 stars Can't Put it Down!.......2007-07-09

      After reading this book, I'm convinced the little Ramsey son murdered his sister. He did it out of jealousy because Patsy Ramsey lavished all her attention and love on Jonbenet. That would explain the extremely juvenile "ransom" note, the fact that Jonbenet's body was dragged instead of carried, the fact that John Ramsey's best friend turned against him after he caught him, red-handed - trying to cover up evidence, etc, etc. John and Patsy Ramsey looked guilty because they were trying to protect their son from facing the consequences of his crime.

      4 out of 5 stars Interesting & Analytical, but Stiff.......2007-04-08

      FBI veteran John Douglas (with Mark Olshaker) takes a detailed, analytical look at several infamous crimes including Jack the Ripper, Lizzie Borden, The Lindbergh Baby, Zodiac Killer, Joan Benet-Ramsey, etc. Only two of these crimes were solved, and even then some wondered if justice had prevailed. As an FBI agent Douglas has tracked killers via investigative techniques and personality profiling. Here he strives to establish truth without any seeming prejudices. Of course, establishing the truth in difficult cases isn't easy, and the result is many best guesses by the author. I found parts of their book to be a bit staid or long-winded, but a good investigator needs to be thorough. I particularly liked the coverage of the Lindbergh Kidnapping, where Douglas concludes that Bruno Hauptman was almost certainly guilty (he was hanged) but probably had accomplices (something the court doubted). I wasn't quite convinced in a couple other cases (like JonBenet Ramsey), but Douglas' approach remains logical and persuasive. Also, if Olshaker was not just co-author but co-investigator let's give him credit too. If you like thorough investigations and don't mind a detailed read, this book may be for you.

      4 out of 5 stars Murder most foul!.......2007-01-07

      Jack the Ripper. Lizzie Borden. The Zodiac. Bruno Richard Hauptmann. The psycho who killed JonBenet Ramsey. Crispin Glover. O.k., that last name doesn't belong there, but the guy is so weird I thought I'd throw him in for good measure. All of these folks (except for Crispin Glover), according to former FBI profiler turned author John Douglas, share a common theme. One is murder, of course, but the other is their involvement in criminal cases that continue to haunt the public imagination. Plug in any one of the abovementioned names into a search engine and you'll understand why the authors chose "The Cases That Haunt Us" as the title of the book. On one of the most popular search engines JonBenet Ramsey brings up 780,000 returns. Jack the Ripper has over two million, Zodiac a million and a half. While not all of these links directly relate to these infamous cases, obviously, the numbers do show how these names have worked their way into the popular consciousness. And that occurred, sadly, because the crimes documented in this book are truly hideous, bone-chilling incidents of murder most foul that stand out even in a country as violent as America.

      John Douglas is a familiar name to those of us who follow dastardly deeds. He once worked as one of the premier criminal profilers at the FBI. Profiling is a cutting edge psychological approach to fighting crime that attained national prominence thanks to the film "The Silence of the Lambs". It's also a lot older than the FBI. Profiling an unknown criminal in an attempt to catch him or her stretches all the way back to the 19th century. But Douglas and his ilk updated the techniques and have used them to catch many murderers. Clever killers who would never have been captured are now sitting in prison thanks to profiling. So what exactly is profiling? Well, according to this book it involves assembling every scrap of available evidence and using said evidence to assemble a mental profile of the suspect. Douglas and his colleagues then determine if the killer is "organized" or "disorganized". They can then use the profile to identify likely suspects. Many times their profile matches a person being held in another, minor case. The purpose of "The Cases That Haunt Us" is, therefore, an attempt to apply profiling to major unsolved crimes. The results are, to say the least, interesting and likely controversial.

      If you believe Lizzie Borden killed her father with forty whacks, Douglas agrees with you--except for the forty whacks part. It took far fewer blows to do in Andrew Borden. But Douglas does believe beyond a shadow of a doubt that Lizzie killed her father and stepmother. He also comes up with a compelling suspect in the Jack the Ripper murders, although it's nothing we haven't seen in other treatments on the monster of Whitechapel. His analysis of the Lindbergh baby kidnapping endorses the view taken by history, i.e. that Bruno Richard Hauptmann was guilty of the crime, if not its prime architect. As for the Zodiac case...well...Douglas does a great job summarizing his terrible crime spree. Coming up with a viable, living suspect is another matter entirely. He also tackles the Black Dahlia mutilation, Bambi Bembenek, and the Boston Strangler outrages. He doesn't really shed new light on these cases, at least not in my opinion, but he does do an excellent job of assembling the facts and giving us an insight or two into the twisted minds that carried out the crimes. Ahh, to have had a modern profiler back in Jack the Ripper's day!

      The most controversial part of the book deals with the JonBenet Ramsey murder case. If you ever want to read about a crime that chills the blood, peruse the various accounts of this horrific killing. It's a case so bizarre in nearly every one of its aspects that solving the crime has proved insurmountable to everyone involved. That doesn't stop Douglas, who once worked as a paid advisor to John and Patsy Ramsey, from taking a crack at this mystifying incident. Those who believe the Ramseys killed their daughter will fume at Douglas's conclusions. He believes that an intruder invaded the house and murdered the young beauty queen. So do I, actually, although there's always that little part of me that suspects the parents. How else to explain the pineapple on the table, or that weird ransom note? To totally exclude the parents, one has to believe them incapable of carrying out such an evil act, and we know from the newspapers and television that such evil acts (and far worse) occur every day. We can't seem to rely on the evidence, which points to just about everyone in JonBenet's life as a possible suspect. Douglas does a great job of condensing the pertinent facts down to a few pages, but his analysis will do nothing to stop the endless speculation concerning the case that continues unabated to this day.

      On the whole, I'd say "The Cases That Haunt Us" is a worthy effort. It's not going to solve any of these cases, or even bring about a seismic shift in how we view these crimes, but it is a well-written account of these nightmarish events. I would definitely recommend this book to someone just starting to read about famous crimes. Douglas's ability to summarize the evidence is masterful, always a plus when you're refreshing the old memory banks or just charting a course into the dark waters of real life murder and mayhem. If you're an old hand looking for new information on Saucy Jacky, Lizzie, and JonBenet, I'd probably look elsewhere. You have already seen everything that appears here, and you have already heard about the suspects Douglas names in these pages.
      The Cases That Haunt Us From Jack the Ripper to JonBenet Ramsey, the FBI's Legendary Mindhunter Sheds Light on the ....
      Average customer rating: 5 out of 5 stars
      • Fascinating look at some of the most notable murders ever...
      The Cases That Haunt Us From Jack the Ripper to JonBenet Ramsey, the FBI's Legendary Mindhunter Sheds Light on the ....
      John (Mark Olshaker) Douglas
      Manufacturer: Scribner (Simon & Schuster)
      ProductGroup: Book
      Binding: Hardcover
      ASIN: B000J168YC

      Customer Reviews:

      5 out of 5 stars Fascinating look at some of the most notable murders ever..........2007-03-23

      A true crime buff, I enjoyed this cross-section of cases, as presented by a longtime detective. The cases, which include Jack the Ripper, the Zodiac Killer, Lizzie Borden, and JonBenet Ramsey, are presented in a straightforward, factual manner, which nonetheless manages to give readers a sense of understanding about the victims -- and the killers, too.

      Even if you aren't really into true crime, I'd recommend picking up this book -- it's important to know about some of the most well-known crimes in history, which in turn shaped popular culture and society.
      Cases That Haunt Us
      Average customer rating: Not rated
        Cases That Haunt Us
        John Douglas
        Manufacturer: UNSPECIFIED VENDOR
        ProductGroup: Book
        Binding: Paperback
        ASIN: B000U2AP9O
        Cases That Haunt Us
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          Cases That Haunt Us
          John Douglas
          Manufacturer: UNSPECIFIED VENDOR
          ProductGroup: Book
          Binding: Hardcover
          ASIN: B000UCKUZS
          The Cases That Haunt Us -
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            The Cases That Haunt Us -
            John Douglas -
            Manufacturer: Scribner Publishing -
            ProductGroup: Book
            Binding: Paperback
            ASIN: B000PS6HI6
            The Cases That Haunt Us: From Jack the Ripper to Jonbenet Ramsey, the Fbi's Legendary Mindhunter Sheds Light on the Mysteries That Won't Go Away
            Average customer rating: Not rated
              The Cases That Haunt Us: From Jack the Ripper to Jonbenet Ramsey, the Fbi's Legendary Mindhunter Sheds Light on the Mysteries That Won't Go Away
              John E.; Olshaker, Mark Douglas
              Manufacturer: Pocket Books
              ProductGroup: Book
              Binding: Mass Market Paperback
              ASIN: B000KJS6MA
              Cases That Haunt Us: From Jack the Ripper to Jonbenet Ramsey, the Fbi's Legendary Mindhunter Unravels the Mysteries
              Average customer rating: 4 out of 5 stars
              • Profiling Famous Cases
              Cases That Haunt Us: From Jack the Ripper to Jonbenet Ramsey, the Fbi's Legendary Mindhunter Unravels the Mysteries
              John E. Douglas
              Manufacturer: Tandem Library
              ProductGroup: Book
              Binding: School & Library Binding

              Murder & MayhemMurder & Mayhem | True Accounts | Nonfiction | Subjects | Books
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              ASIN: 061365644X

              Customer Reviews:

              4 out of 5 stars Profiling Famous Cases.......2006-04-29

              A "criminal profiler" wrote this book on some famous crimes which were unsolved or had mysteries. Chapter 7 gives his "Perspectives" on solving murders. A national computer database can warn against serial killers (p.336), but only if it is used. Is there money in the budget? There is a need for an independent laboratory for processing evidence so its reports can be trusted (p.337). [Read "Tainting Evidence".] But this would create political problems when the authorities want a specific finding. The authors criticize "conventional wisdom" (p.339), but this is really just how the media plays the news. Can a federal agency control this flow of news? Does it do so now?

              The 'Introduction' tells how "modern behavioral profiling and criminal investigative analysis" is used to determine the identity of unknown offenders. [Did this predict the shooter in the Virginia-Maryland area in October 2002 was a middle-aged white blue-collar worker?] These predictions require a faith in a technique that is new and may not stand the test of time. It uses subjective means rather than objective means that can be independently and objectively tested. Who can read the mind of a person? [Why didn't they catch the BTK killer of Kansas City earlier?]

              Chapter One deals with "Jack the Ripper", one of the first and most infamous serial killers. Douglas tells of the methods he uses to analyze these crimes. He discusses the murders, and the suspects, then describes the likely murderer (pp.79-80). We'll never know. Chapter Two is about Lizzie Borden. Most people know very little of this case beyond the jingle. Lizzie was correctly found 'not guilty' of the murders, and the case was never solved. Pages 81-102 summarize the facts. Douglas' analysis on pages 103-109 touches all known suspects. His solution shows his assumptions, and suggests he hasn't done his homework in reading the available books on the Borden murders (p.112). His strategy on pages 115-6 is hilarious to anyone who has read the books on this case. Just because "no outside suspect had surfaced" (p.310) is no reason to blame Lizzie.

              Chapter Three is "The Lindbergh Kidnapping". Unlike the previous chapters, it was solved in a court of law. The baby was tucked into bed before 8pm. Around 9pm Lindbergh heard a strange sound. When the nurse checked on Charlie at 10pm, he had been kidnapped. "The dog did nothing in the night." By 10:25 the Sheriff and State Police were notified. By 11pm statewide roadblocks were in place (p.125). The house and floor plans had been well publicized (p.127). Meetings were arranged between "Jafsie" and "John"; after the ransom money was paid they took plaster casts of "John's" footprints (p.151). On May 12 they found the body of a badly decomposed body (p.153); it was identified as Charlie. Who planted six of Brinkert's business cards in Violet Sharpe's room (p.157)? One of the ransom bills was traced to Richard Hauptmann. He was arrested, tried, and and convicted. Hauptmann claimed innocence until he was executed. Controversy over the verdict continues to this day. It seem impossible for a carpenter to go 2 years without replacing a chisel (p.174)! Douglas discusses Rail 16, but doesn't mention that this board was thicker than the other floorboards (p.177). Douglas believes the facts point to more than one person involved in this crime (pp.179-180). Hauptmann couldn't have done it alone (p.183). Douglas mentions that "John" said the servants were innocent, according to Condon. But could that have really occurred (p.185)?

              In Chapter Five Douglas explains why Albert DeSalvo was not the Boston Strangle (pp.262-265). He describes many suspects, but doesn't try to solve this crime. Could one man have killed them all "from older women to younger ones" (p.265)? We'll never know.
              Cases That Haunt Us: From Jack the Ripper to JonBenet Ramsey...
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                Cases That Haunt Us: From Jack the Ripper to JonBenet Ramsey...
                JOHN DOUGLAS
                Manufacturer: See notes
                ProductGroup: Book
                Binding: Hardcover
                ASIN: B000RQJC8I
                THE CASES THAT HAUNT US
                Average customer rating: Not rated
                  THE CASES THAT HAUNT US

                  Manufacturer: Pocket Books
                  ProductGroup: Book
                  Binding: Paperback
                  ASIN: B000GQGBRY
                  Complex Ethics Consultations: Cases that Haunt Us
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                    Complex Ethics Consultations: Cases that Haunt Us

                    Manufacturer: Cambridge University Press
                    ProductGroup: Book
                    Binding: Hardcover

                    Medical EthicsMedical Ethics | Physician & Patient | Medicine | Subjects | Books
                    Medical EthicsMedical Ethics | Medicine | Medical | Professional & Technical | Subjects | Books
                    ASIN: 0521874386

                    Oil and Development in Venezuela During the Twentieth Century:
                    Average customer rating: Not rated
                      Oil and Development in Venezuela During the Twentieth Century:
                      Jorge Salazar-Carrillo
                      Manufacturer: Praeger Publishers
                      ProductGroup: Book
                      Binding: Hardcover

                      Policy & Current EventsPolicy & Current Events | Popular Economics | Business & Investing | Subjects | Books
                      GeneralGeneral | Popular Economics | Business & Investing | Subjects | Books
                      Development & GrowthDevelopment & Growth | Economics | Business & Investing | Subjects | Books
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                      ASIN: 0275928497

                      Book Description

                      This work is the only economic history of Venezuela written in English. In it, Salazar-Carrillo provides estimates that have not been published previously on the Venezuelan economy in general, and the oil component in particular. Evolution of the oil industry in Venezuela is covered in detail and the concept of the retained value of oil expenditures and tnvestment is developed. Recent government policies and the performance of the Venezuelan economy are evaluated, and export-oriented strategies are considered. The appropriateness of these plans in fostering economic development is discussed.
                      Oil and Development in Venezuela during the 20th Century
                      Average customer rating: Not rated
                        Oil and Development in Venezuela during the 20th Century
                        Jorge Salazar-Carrillo , and Bernadette West
                        Manufacturer: Praeger Publishers
                        ProductGroup: Book
                        Binding: Hardcover

                        Economic ConditionsEconomic Conditions | Economics | Business & Investing | Subjects | Books
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                        ASIN: 0275972623

                        Book Description

                        This book advances the theory that a potential leading export sector--in this case, the oil sector--is capable of inducing economic growth even in peripheral countries where the product line is primary in nature. In Venezuela the oil sector has contributed directly and indirectly to the development of the country's overall economy, particularly from 1936 to 1973, when that sector met the criteria of a leading sector, i.e., one that expands rapidly and obtains a large specific size relative to the economy as a whole. Oil investment in Venezuela contributed to the fiscal sector, the foreign sector, GDP, income, backward and forward linkages, the multiplier and accelerator effects, and the retained value of total expenditures. In spite of recent efforts to diversify the production and export mix, the Venezuelan economy continues to remain heavily dependent on oil production for export. During the midcentury decades of solid growth, it became evident that government oversight was needed to ensure that the numerous contributions flowing from the oil sector would be put to good use. Overall, it appears that the contributions were well utilized by the Venezuelan government, although there was plenty of room for improvement. Income distribution problems and other social inequities continued to beset the development process, leaving the economy rigid and inflexible. Consequently, when the oil sector faltered (1974 to 2000), Venezuela was unable to shift into other product lines. Political disarray soon followed, and with it a pervasive aura of economic uncertainty that persists to this day.
                        Oil and Development in Venezuela During the 20th Century
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                          Oil and Development in Venezuela During the 20th Century
                          Bernadette West Jorge Salazar-Carrillo
                          Manufacturer: Praeger Publishers
                          ProductGroup: Book
                          Binding: Paperback
                          ASIN: B000OR9J6A

                          The Russian Far East: An Economic Handbook
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                            The Russian Far East: An Economic Handbook

                            Manufacturer: M.E. Sharpe
                            ProductGroup: Book
                            Binding: Hardcover

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                            Why Customers Don't Do What You Want Them to Do and What to Do About It
                            Average customer rating: 4.5 out of 5 stars
                            • Wow! Learned more in one reading than in 10 years experience
                            • Great insight into 16 reasons people don't meet expectations
                            Why Customers Don't Do What You Want Them to Do and What to Do About It
                            Ferdinand F. Fournies
                            Manufacturer: McGraw-Hill
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                            Binding: Paperback

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                            Similar Items:
                            1. Why Employees Don't Do What They're Supposed To Do and What To Do About It Why Employees Don't Do What They're Supposed To Do and What To Do About It
                            2. Coaching for Improved Work Performance, Revised Edition Coaching for Improved Work Performance, Revised Edition

                            ASIN: 0070217017

                            Book Description

                            Using his unique Problem/Solution format, Fournies helps readers understand why customers act the way they do-and shows them how to respond in order to move the selling process to a winning conclusion. He presents 25 sales scenarios familiar to every salesperson, followed by 171 specific solutions proven to work when: "They Don't Need What You're Selling." "They Don't Know There's a Better Way." "They Don't Know They Have a Problem." "They Don't Know What You Want Them to Do." They Don't Believe What You Tell Them." "They're Afraid to Buy." "They Don't Enjoy Talking to You." "They Don't Know How to Negotiate." "There Really Are Problems with Buying Your Product."

                            Customer Reviews:

                            5 out of 5 stars Wow! Learned more in one reading than in 10 years experience.......1999-04-23

                            My boss gave me this book for one particular chapter, but after I read that chapter, I couldn't put the book down. Very insightful and Mr Fournies really shows you how to get the business. He doesn't just list the ways, but actually goes through them step by step. I use some of these technics already, but I'm sure to start using more everyday. The price of the book is a little high, but well worth it, if you can start selling your product or service better and faster.

                            4 out of 5 stars Great insight into 16 reasons people don't meet expectations.......1999-03-23

                            Really helpful book! Fournies gives 16 reasons why employees (and maybe peers or others) fail to meet expectations. The book doesn't just give a list, though. It gives succinct insight into how to tell which is the reason in a particular case. Then, once we have the cause identified, it gives good advice on how to correct the root cause. I found it very helpful in handling failed expectations of others -- sort of Sun Tsu's *The Art of War* without the executions. I recommend this book as a tool for managers at all levels to turn frustration into solutions.
                            Why Customers Don't Do What You Want Them to Do-And What to Do About It
                            Average customer rating: Not rated
                              Why Customers Don't Do What You Want Them to Do-And What to Do About It
                              Ferdinand F. Fournies
                              Manufacturer: McGraw-Hill
                              ProductGroup: Book
                              Binding: Paperback
                              ASIN: B000OFTCN2

                              The Credit Improvement and Protection Handbook
                              Average customer rating: 5 out of 5 stars
                              • Credit Repair
                              The Credit Improvement and Protection Handbook
                              Oscar Rodriguez
                              Manufacturer: J. Flores Publications
                              ProductGroup: Book
                              Binding: Paperback

                              Public FinancePublic Finance | Economics | Business & Investing | Subjects | Books
                              GeneralGeneral | Business & Investing | Subjects | Books
                              Credit Ratings & RepairCredit Ratings & Repair | Personal Finance | Business & Investing | Subjects | Books
                              GeneralGeneral | Finance | Accounting & Finance | Professional & Technical | Subjects | Books
                              ASIN: 0918751322

                              Customer Reviews:

                              5 out of 5 stars Credit Repair.......2004-06-14

                              The book did everything it claimed to do! I had several items needing to be corrected and the process that was explained by the author was highly accurate. Additionally, it provided a number of strategies that helped me to regain control over my financial situation. Thanks for helping to strengthen my credit worthiness!
                              Credit Improvement Handbook
                              Average customer rating: Not rated
                                Credit Improvement Handbook
                                James L. Bandy , and Robert A. Freiheit
                                Manufacturer: Coastline Associates
                                ProductGroup: Book
                                Binding: Paperback

                                GeneralGeneral | Business & Investing | Subjects | Books
                                Credit Ratings & RepairCredit Ratings & Repair | Personal Finance | Business & Investing | Subjects | Books
                                ASIN: 0961542500
                                Credit Improvement Handbook
                                Average customer rating: Not rated
                                  Credit Improvement Handbook
                                  Bandy James L & Freiheit Robert A
                                  Manufacturer: Coastline Associated Enterprises
                                  ProductGroup: Book
                                  Binding: Paperback
                                  ASIN: B000LCUZ7K
                                  Do-it-yourself credit file maintenance, repair and improvement guide
                                  Average customer rating: Not rated
                                    Do-it-yourself credit file maintenance, repair and improvement guide
                                    Paul Richard
                                    Manufacturer: National Center for Financial Education
                                    ProductGroup: Book
                                    Binding: Unknown Binding

                                    GeneralGeneral | Business & Investing | Subjects | Books
                                    ASIN: B0006DGHMG

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                                    8. The Economics of Petroleum Supply: Papers by M. A. Adelman, 1962-1993
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