Kamis, 31 Mei 2012

[X724.Ebook] Ebook Disobedience and Democracy: Nine Fallacies on Law and Order (Radical 60s), by Howard Zinn

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Disobedience and Democracy: Nine Fallacies on Law and Order (Radical 60s), by Howard Zinn

Howard Zinn’s cogent defense of civil disobedience, with a new introduction by the author. In this slim volume, Zinn lays out a clear and dynamic case for civil disobedience and protest, and challenges the dominant arguments against forms of protest that challenge the status quo. Zinn explores the politics of direct action, nonviolent civil disobedience, and strikes, and draws lessons for today.

  • Sales Rank: #1185230 in Books
  • Brand: Brand: South End Press
  • Published on: 2002-09-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.50" h x .40" w x 5.40" l, .44 pounds
  • Binding: Paperback
  • 148 pages
Features
  • Used Book in Good Condition

Most helpful customer reviews

12 of 12 people found the following review helpful.
revolution on a small scale
By Bradley G. Beth
I picked this title up at a local used bookstore and decided to give it a look and see how it stood up to the current political climate. It seemed very relevant in spite of its age.
First of all, this essay - 'Disobedience and Democracy; Nine Fallacies on Law and Order' - is a direct response to a position against civil disobedience given by Supreme Court Justice Abe Fortas entitled 'Concerning dissent and civil disobedience'. Both were written in 1968 amidst considerable political turmoil on the issues of the Vietnam War and civil rights. I wish that I'd had a copy of Fortas' essay to refer to while reading Zinn's response, but instead I was left to take Zinn's interpretation of Fortas' document 'as gospel'. My other concern was that I was so far removed (over 30 years) from the atmosphere that ignited this asynchronous debate. In spite of these hurdles (which are the main reasons that the rating is reduced to 4 stars), I thoroughly enjoyed this short book/outlook.
Justice Fortas seems to advocate near blind obedience to the law (NOT for moral reasons, but for purely institutional integrity). Zinn exposes this to be counter to the revolutionary spirit which preempted the Constitution, as well as logically perverse to the idea of justice. At one point, Fortas apparently questions the value of Thoreau's 'Civil Disobedience' which was instrumental in the advocacy of the abolitionist ideals of the time. Zinn gives him a thorough beating.
The idea of civil disobedience was so paramount to the growth of America in the Revolutionary War, Civil War, and civil rights periods. It is necessary to prevent the stagnation of public policy, and to keep the law in tune with the people under it. Zinn does an excellent job of renewing my interest in this form of revolution with this book, and I heartily recommend it to those who may see the value of this American tradition in responding to the brewing conflicts of today - such as the death penalty, affirmative action, etc.

8 of 9 people found the following review helpful.
The Reality of "Democracy"
By Kenneth R. Kahn
put aside the warm, fuzzy portraits of Office Friendly and harken back to a not too distant past, Chicago 1968, Kent State, 1970, the union strikes of the 1930s, the Bonus Army, the Poor People's March on Washington, World Bank protestors in Seattle and Washington, DC and a more realistic image of red faced and angry cops swinging night sticks, spraying pepper spray, chasing protestors, and really doing their jobs--protecting the status quo and the machinery of state.
Based on Zinn's literary challenge to Supreme Court Justie Abe Fortas's "Concerning Dissent and Civil Disobedience," the author outlines nine fallacies where democracy fails and the iron fist of the state becomes a reality. Each one is punctuated with lucid commentary, historical examples clearly demonstrating where Justice Fortas only supports civil disobedience and dissent on his terms within the parameters established by the government.
Zinn points out throughout his analysis of the nine fallacies how creative the left could be with "CD" and how it serves as a safety valve for crisis much worse than disrupted traffic or blocking doors.
The details are important, the arguments flush with a fresh attitude of what has become a sometime tiresome left-wing ritual of march, demonstrations and planned CDs.
Part of what plagues the American people from organizing against the government's violence at home and abroad is a misplaced faith in institutions, particularly the courts, which are supposed to offer relief against injustice. If we placed as much energy and resources into our own efforts as we do the courts and the electoral process, the politicians might not feel so free to plague the American people with as much oppression and tyranny as they do.
Zinn's small but powerful work dissaudes the reader from any faith that the judiciary,the electoral process or any other mechanism established by government can solve the systemic problems facing the nation and the world, the world being as much a victim of American terrorism as the American people.
Zinn's work is a must read for a clear, convincing, well documented and thought-provoking perspective into the American system not, as Rush Limbaugh styles it, "The Way Things Ought to Be" but the way they really are.

4 of 4 people found the following review helpful.
"We must transcend our own tight, air-conditioned chambers..." *
By Kerry Walters
At what point are citizens justified--and perhaps even obliged--to violate the law of the land in pursuit of justice? When is civil disobedience justified? And just what is civil disobedience, anyway?

These are the sorts of questions Howard Zinn sets out to explore in his masterful Disobedience and Democracy. The book first appeared in 1968 in response to a small pamphlet by Supreme Court Justice Abe Fortas defending a minimalistic interpretation of civil disobedience. But Zinn's book, and the debate in general, is just as relevant today as it was 40 years ago.

The crux of the debate is between those legalists who think that justice is identical to law, and those progressives who think that justice is sometimes quite distinct from law and that in fact the law is often one of the weapons by which governments wield and legitimize their power ("congealed injustice," as Zinn powerfully says [p. 4]). Legalists suppose that any contravention of laws, even shady ones, inevitably leads to social chaos. Progressives believe that sometimes genuine advances in social and economic justice can only be achieved by disobeying unjust laws or unjust conditions protected by the law of the land.

In a series of compact and extremely strong arguments, Zinn critically responds to what he sees as nine errors in the legalist attitude to civil disobedience, and in the process defends the progressive view. Zinn argues that the rule of law isn't an end in itself, that practitioners of civil disobedience aren't morally obliged to accept punishment for their actions, that unobnoxious laws can be broken with impunity when resisting unjust ones, that civil disobedience isn't needn't be absolutely nonviolent, that civil disobedience is a necessity in a democratic society in which the judicial system frequently sides with the government, that there's a double standard of morality typically invoked by governments, and that the interests of government and the people aren't identical. Zinn concludes his argument by spelling out seven characteristics of principled civil disobedience (pp. 119-22).

Zinn says several times that "we have been naive in America about the efficacy of the ballot box and representative government to rectify injustice" (p. 65). This is especially so in foreign policy, he claims, with elected officials pursuing wars regardless of the opposition of the public to those wars. That's why, he concludes, we need to be ever mindful of both the need and the righteousness of civil disobedience. This is good to keep in mind as we prepare to once again perform the ritual of a presidential election.
__________
* p. 123.

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Selasa, 29 Mei 2012

[Q157.Ebook] PDF Ebook Mega Man: Official Complete Works, by Capcom

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Mega Man: Official Complete Works, by Capcom

  • With over 100 video games to his name, Mega Man is one of the most recognizable icons of gaming. Mega Man: Official Complete Works showcases 20 years of artwork from this classic series and features character designs, box art, promo art, and loads of rarely seen art pieces. No Mega Man fan would dare miss out!

  • Sales Rank: #1413825 in Books
  • Brand: Udon Entertainment
  • Published on: 2009-12-29
  • Ingredients: Example Ingredients
  • Original language: English
  • Number of items: 1
  • Dimensions: 11.20" h x .60" w x 8.20" l, 1.85 pounds
  • Binding: Paperback
  • 200 pages

Most helpful customer reviews

29 of 29 people found the following review helpful.
Great tribute to Mega Man
By Parka
[[VIDEOID:moERKWO980BAUY]]Mega Man: Official Complete Works is actually a half of the 336-page Japanese art book "R20" which was published in March 2008 to celebrate Mega Man's 20th anniversary. It's nice to have Capcom translate the book into English. The other half is Mega Man X: Official Complete Works.

This book retains the paperback format, low gloss pages and layout. The cover has a glossy embossed Mega Man printed against a matte cover. It's very beautiful and Mega Man pops out nicely.

There are both good and bad in releasing the original book as two volumes in English. The bad, of course, is the higher price. The good is the it's thinner and more friendly to the book spine. By comparison, my 320-page "SF20: The Art of Street Fighter", also from Capcom, has slight spine creases when I open the book wide.

The art inside is arranged by chronological order and game platforms. The book is filled with colourful character designs, sketches and illustrations from game covers, manga and other merchandise. The variety is amazing. The pages are packed with so many versions of powered up Mega Man, the bosses and enemies. Whatever you can think of is probably found in this book.

It's nostalgic looking at some of the art, especially those that I've played so many years ago. There are a few comic strips behind and one interesting one is on the birth of Mega Man. There aren't any screen shots of the game itself though.

Accompanying the designs are lots of quotes from the Japanese artists. They talk about the characters, ideas, and you can gain some interesting insight into their working environment. There are 7 artists doing the designs and they are Ryuji Higurashi, Hayato Kaji, Keisuke Mizuno, Tatsuya Yoshikawa, Hideki Ishikawa, Shinsuke Komaki and Yoshihisa Tsuda.

This book is a great tribute to the Mega Man franchise, highly recommended to all fans.

If you like this book, check out Mega Man X: Official Complete Works also.

The full list of game titles included are:

* Mega Man 1 to 8
* Mega Man & Bass
* Mega Man: Dr. Wily's Revenge
* Mega Man II to V
* Mega Man: The Wily Wars
* Mega Man: The Power Battle
* Mega Man 2: The Power Fighters
* Wily & Light's Rockboard ~That's Paradise~
* Mega Man's Soccer
* Mega Man Battle & Chase
* Super Adventure Rockman
* Rockman Complete Works (PS)
* Rockman (PS)
* Rockman 2: The Secret of Dr. Wily (PS)
* Rockman 3: The End of Dr. Wily!? (PS)
* Rockman 4: A New Ambition!! (PS)
* Rockman 5: Blues' Trap!? (PS)
* Rockman 6: The Greatest Battle of All Time!! (PS)
* Rockman Battle & Fighters (NGP)
* Mega Man & Bass (GBA)
* Rockman Power Battle Fighters (PS2)
* Mega Man: Powered Up

(More pictures are available on my blog. Just visit my Amazon profile for the link.)

0 of 0 people found the following review helpful.
Great value, loads of nostalgia.
By V. Romero
I only recently got into Mega Man, but I wish I had much sooner. The NES games were phenomenal, and I quickly became a fan. So I wanted more Mega Man.

Being a bibliophile, my attention quickly went to books. And so I found this art book.

It's a basic art book, but it contains a lot, if not all, the artwork done for the classic Mega Man games. There's box arts, sketches, the Robots--you name it.

A very good art book with enough to satiate any Classic Mega Man/Rockman fan.

6 of 6 people found the following review helpful.
For any fan of classic Mega Man!
By Ryan Carlo
It's hard to explain the joy of seeing this after watching the product page for months and enduring a minor delay. I'll make it simple, Mega Man: Official Complete Works is a translated art book that features classic Mega Man art of all sorts. Well, it's half of a Japanese artbook anyway. The other half being what we have as the Mega Man X: Official Complete Works, I'd think it's more convenient for different sides of the fanbase that way, and at a lower price point.

Anyhow...Promotional art, enemies, bosses, anniversary pictures, international covers, level sketches, you name it! I can't believe the the amount of pure art that's packed within these pages, all beautiful enough to look at again and again. One of the best parts of any art book, at least for me, are the comments from the original artists saying how they thought about a particular piece. You really get to see the passion put into what seems like 'standard' promotional art. Other things like a mini manga showing the origin of Mega Man and an interview with Keiji Inafune help round out an already great release.

Udon obviously put heart into bringing this over, and it shows. The translation seems pure yet recognizable to any Mega Man fan, with art that isn't messed with at all. For example, for each section by game, it uses the original 'Rockman' Japanese logos with translation notes put to the side, and it saves what could be messy editing as well as pleasing any art purists. The book is printed gorgeously as well, with plenty of full color art on really nice paper in a nice paperback binding. This is my first art book from them, and well, I'm very impressed! I'll be looking into their other art books for sure.

All and all, I say get this art book if you have even a shred of interest! If you are a classic Mega Man/Rockman fan who wants to see some great art and more, in a nice complete and shiny package, it's worth every penny.

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Jumat, 25 Mei 2012

[E735.Ebook] Download PDF , by Alan Murray: The Wall Street Journal Essential Guide to Management: Lasting Lessons from the Best Leadership Minds of Our Time, by -Aut

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Noticeable wear to cover and pages. May have some markings on the inside. Fast shipping. Will be shipped from US. Used books may not include companion materials.

  • Sales Rank: #2490688 in Books
  • Published on: 2010
  • Binding: Paperback

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Minggu, 20 Mei 2012

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[ CCTV SURVEILLANCE: ANALOG AND DIGITAL VIDEO PRACTICES AND TECHNOLOGY ] , by Kruegle, Herman ( Author) 2006 [ Hardcover ], by Herman Kruegl

  • Published on: 2006
  • Binding: Hardcover

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Selasa, 15 Mei 2012

[B244.Ebook] Ebook Toxicology of Metals: Biochemical Aspects (Handbook of Experimental Pharmacology)From Brand: Springer

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Toxicology of Metals: Biochemical Aspects (Handbook of Experimental Pharmacology)From Brand: Springer

An insight into new advances of current interest in metal toxicology, such as mechanisms important in risk-assessment for human health. The book also has chapters on emerging conceptual problems including resistance to metal toxicity effects on gene expression, alongside principles regarding drug-chelation of metals, the potential use of prophyrins as indicators of metal exposure and toxicity. The toxicology of specific metals of major public health concern are discussed in depth, such as mercury, aluminum, arsenic, chromium, and cadmium. Of interest to basic scientists as well as public health administrators.

  • Sales Rank: #6415428 in Books
  • Brand: Brand: Springer
  • Published on: 1995-01-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.25" h x 1.12" w x 6.10" l, 1.52 pounds
  • Binding: Paperback
  • 467 pages
Features
  • Used Book in Good Condition

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Senin, 14 Mei 2012

[Y817.Ebook] Get Free Ebook Hitched (Imperfect Love) (Volume 3), by Kendall Ryan

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Hitched (Imperfect Love) (Volume 3), by Kendall Ryan

On the heels of her smash hit and New York Times bestselling SCREWED series, Kendall Ryan brings you HITCHED, a romantic comedy that delivers heart and heat. A NYC playboy turned business mogul has ninety days to win over the woman he's always desired in order to save his father's company. One tiny problem: She hates his guts. This is the third and final volume in the story.

  • Sales Rank: #116034 in Books
  • Published on: 2016-08-02
  • Released on: 2016-08-02
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.00" h x .55" w x 5.00" l, .53 pounds
  • Binding: Paperback
  • 218 pages

About the Author
Kendall Ryan is the New York Times and USA Today bestselling author of the contemporary romance novels Hard to Love, Unravel Me, Make Me Yours, and others. A sassy yet polite midwestern gal with a deep love of books and a slight addiction to lip gloss, she lives with her husband in Minneapolis.

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3 of 3 people found the following review helpful.
Great conclusion
By Dana M.
In the conclusion to the Hitched trilogy, the story picks up five minutes before the last book ended, with Olivia walking in on Noah as he's contemplating poking a hole in his condom in order to fulfill the heir clause, which is a stipulation before they can take over Tate & Cane, the company their fathers created.
Olivia had yet to read that clause, and when she is finally told about it, she's rightfully horrified that not only was her choice in spouse taken from her, but now her uterus is no longer in her control, so Olivia does what she does best when she can't handle something. She runs.
When the dust settles, Olivia agrees to meet with Noah, her father, and her lawyer to find a way to not only get out of that heir clause, but to save the company as well.
Noah has to prove to Olivia that she can trust him as both a husband and business partner. He has to prove that he's the man she has always dreamed of marrying.
While this was a fast read, and entertaining, there was something missing. I felt that there was no real conflict. You know that this was going to end on a happily ever after because all romance books do, so there was no build up to a will they or won't they stay together. The only true highlight, for me at least, was seeing what happened to Brad- Olivia's ex. That was a well deserved ending for a scumbag like him.

0 of 0 people found the following review helpful.
My favorite of the trilogy!
By Lauren @ LuLu's Library
I am literally kicking myself for not reading the third installment of this trilogy when it originally came out. It was so much better than the first two....and much more passionate!

I could understand Olivia's internal struggle to trust Noah's true intentions after catching him in such an uncompromising position. Secrets as big as the heir clause in their inheritance contract can destroy a relationship, though I fault Olivia for not reading before signing. She should have known better! Nonetheless, Noah's not telling her about it creates a strain in their already forced union, and just when she was starting to actually fall for him.

This friends to lovers tale has a slow start, but this conclusion will knock your socks off and tear at your heartstrings! 4 "falling again" stars!

1 of 1 people found the following review helpful.
I love Noah and Olivia
By Lexy H.
**4.5 Stars**
After reading the first two volumes, I was dying to know how the book 3 would go. I love Noah and Olivia, their characters were perfect. Knowing they were childhood friends to now being married is one of my favorite aspects of the story.

I wasn't sure what was going to happen. Books 1 & 2 ended with cliff hangers and I was dying to see where this one was going to go. Would Noah and Olivia get back together? Would they finally really fall in love? I'm not going to lie, I LOVED how this ended. I can't wait to see what Kendall gives us next.

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Minggu, 13 Mei 2012

[U607.Ebook] Get Free Ebook Master Shots Vol 1, 2nd edition: 100 Advanced Camera Techniques to Get An Expensive Look on your Low Budget Movie, by Christopher Kenworth

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Master Shots Vol 1, 2nd edition: 100 Advanced Camera Techniques to Get An Expensive Look on your Low Budget Movie, by Christopher Kenworth

Master Shots gives filmmakers the techniques they need to execute complex, original shots on any budget. By using powerful master shots and well-executed moves, you can develop a strong style and stand out from the crowd.

Most low-budget movies look low-budget, because the director is forced to compromise at the last minute. Master Shots gives you so many powerful techniques that you'll be able to respond, even under pressure, and create knock-out shots. When the clock is ticking and the light is fading, the techniques in this book can rescue your film, and make every shot look like it cost a fortune.

Every technique is illustrated with samples from great feature films and computer-generated diagrams for absolute clarity.

  • Sales Rank: #32730 in Books
  • Published on: 2012-04-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 7.48" h x .64" w x 10.93" l, 1.04 pounds
  • Binding: Paperback
  • 241 pages

Review
'THIS BOOK SHOULD BE BANNED! These are the really cool tricks and techniques of shooting that professional directors keep secret just for themselves to use. Why should they be given away for a few dollars?'John Badham, Saturday Night Fever�and�WarGames�'Best of its kind. I am in awe of this book. Kenworthy has a deep and broad understanding of how to direct the camera. The visual tools he uses are highly effective - better than I have seen in any book on directing, including my own.'Gil Bettman, First Time Director

'Good books on film directing are rare. In this engagingly written book, with helpful illustrations from actual films, Kenworthy goes a long way towards bridging this knowledge gap. Essential for beginners or those looking for a refresher before (or during) their next film.'- Christopher Riley, The Hollywood Standard
'I don't know of any better book to start with."�- Derek Rydall, ScriptwriterCentral
It's like getting all of the magician's tricks in one book.'- Devin Watson, producer, The Cursed
'A terrific book. Master Shots makes you a better filmmaker.'- Chad Gervich, TV writer/producer

About the Author
Christopher Kenworthy worked as a writer, director, and producer for fourteen years. He directed a feature film that played to sold-out screenings in Australia and received strong reviews. He worked on music videos, visual effects tutorials and commercial projects, and is the author of the best-selling Master Shots Vol 1 and Master Shots Vol 2, along with two novels and many short stories. Born in England, he currently lives in Australia with two daughters.

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14 of 15 people found the following review helpful.
Great concept
By Jay Windland
I haven't sat down and read this book straight through yet, but that isn't necessarily the intent either. This is a reference book and actually a quite ingenious tool. It's like training wheels for a new director or DP - when breaking down a script for a story board or shot list, you can simply skim through the book for the type of scene you are doing and find the various shot setups with full descriptions of how they are used and what they do to convey the different emotions you would be going for in the scene. There are pictures everywhere that clearly illustrate the setups, so it is easy to navigate the book and quickly understand the technique. The author recommends buying several copies for crew members and actually using it on set for reference to the look you are building. I don't know if that would work on a lot of sets, but indie projects and student films with inexperienced crews could greatly benefit from that kind of reference point. I'm definitely going to use it liberally in storyboarding an upcoming short film.

The bottom line is, I can't think of any reason not to have this book.

6 of 6 people found the following review helpful.
Does the job
By TomS
No need for a 500 page manual on setting up some clever shots. This smaller book does the job and does it well. It has an easy to understand walk through for each shot and diagrams and examples to go with them. I will grab Volume 2 as well I think!

6 of 6 people found the following review helpful.
Simple, detailed and easy to follow
By LosBrands
I've been a professional photographer for many years and was interested in translating "still" shots into film/digital live motion. I understand the lighting fundamentals and scene set-ups as well as many DOF applications and post photo retouches. Although this book doesn't go into the technical lighting and DOP / shutter speed details of shooting film/digital, it makes up for that by demonstrating camera set-up and movement and how these kinds of shots set certain moods or lead ins for establishing scenes.

Considering this, I must say that those that have an understanding of lighting and focal length, shutter speed, etc.(fundamental photo and video theory), will benefit the most from this book. If you're a novice, I recommend carefully looking at the illustrative photos and thinking more about how the lighting and DOP, etc. contribute to "selling" the shot and also pick-up a book on lighting and scene set-up fundamentals.

In general, great book that dissects the many camera technique and movements used in MANY if not all movies that we take for granted. Also has great real world examples to convey that technique so you can view it for yourself if you're ambitious enough.

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Kamis, 10 Mei 2012

[L989.Ebook] Ebook Download Interactive Applications Using Matplotlib, by Benjamin V. Root

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Interactive Applications Using Matplotlib, by Benjamin V. Root

Don't just see your data, experience it!About This Book

  • Bring your users and your data closer with interactive visualizations using Matplotlib and Python
  • Create user interfaces from scratch without needing a GUI toolkit, or insert new visualizations into your existing applications
  • Pick up interactive aspects of Matplotlib and learn how widgets can be used to interact visually with data
Who This Book Is For

This book is intended for Python programmers who want to do more than just see their data. Experience with GUI toolkits is not required, so this book can be an excellent complement to other GUI programming resources.

What You Will Learn
  • Add keymaps, mouse button actions, and custom events to your application
  • Build and record animations of your plots
  • Enhance your data display with buttons,sliders, and other widgets
  • Insert Matplotlib figures into any GUI application
  • Create a session recorder for your application
  • Learn about Matplotlib's event handler to add custom events
  • See Matplotlib as more than just a plotting library
In Detail

Matplotlib makes it easy to generate plots, histograms, power spectra, bar charts, error charts, and other kinds of plots, with just a few lines of code.

Interactive Applications Using Matplotlib will teach you how to turn your plots into fully interactive applications for data exploration and information synthesis. After being introduced to the plotting library, you'll learn how to create simple figures and come to grips with how they work. After these first steps, we will start work on a weather radar application.

Next, you will learn about Matplotlib's event handler to add not only keymaps and mouse actions but also custom events, enabling our radar application to transition from a simple visualization tool into a useful severe storm tracking application, complete with animations and widgets. The book will conclude with enhancements from the GUI toolkit of your choice.

  • Sales Rank: #920754 in eBooks
  • Published on: 2015-03-24
  • Released on: 2015-03-24
  • Format: Kindle eBook

About the Author

Benjamin V. Root

Benjamin V. Root has been a member of the Matplotlib development team since 2010. His main areas of development have been the documentation and the mplot3d toolkit, but now he focuses on code reviews and debugging. Ben is also an active member of mailing lists, using his expertise to help newcomers understand Matplotlib. He is a meteorology graduate student, working part-time on his PhD dissertation. He works full-time for Atmospheric and Environmental Research, Inc. as a scientific programmer.

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0 of 0 people found the following review helpful.
It's alright for beginners, who's interested in making weather apps
By Phu ta
I think the overall content is okay, good for beginners who want to learned to develop interactive Python app. Keep in mind that specifically builds up a weather application in Matplotlib. So depend on your interest, it may or may not be helpful.

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Senin, 07 Mei 2012

[E746.Ebook] Free PDF The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, by David Hoffeld

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The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, by David Hoffeld

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The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, by David Hoffeld

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success

In today’s fiercely competitive marketplace you can’t afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed “gurus,” how do you know which sales strategies actually work?

Leading sales trainer, researcher and CEO of Hoffeld Group, David Hoffeld, has the answer. Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to:

- Engage buyers’ emotions to increase their receptiveness to you and your ideas
- Ask questions that line up with how the brain discloses information
- Lock in the incremental commitments that lead to a sale
- Create positive influence and reduce the sway of competitors
- Discover the underlying causes of objections and neutralize them
- Guide buyers through the necessary mental steps to make purchasing decisions

Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others.

  • Sales Rank: #13882 in Books
  • Published on: 2016-11-15
  • Released on: 2016-11-15
  • Original language: English
  • Dimensions: 8.50" h x .93" w x 5.81" l, .0 pounds
  • Binding: Hardcover
  • 288 pages

Review
“Everyone needs to sell, not just the sales professional. This book shares top selling strategies backed by scientific data on how the mind makes trust and buying decisions, so you get best practice and the proof behind what makes them so effective.” —Forbes

“A crisp, unmissable guide…. Hoffeld's deft guidebook is a must-read for salespeople unsatisfied with anecdotal evidence and hungry for real data to improve their techniques.” —Publishers Weekly

“A terrific book! Sales trainer David Hoffeld has built his selling methods on a solid foundation of science. Let his research-based insights into why people buy help you increase sales and retain loyal customers.” —Daniel H. Pink, bestselling author of�To Sell Is Human

“A must-read to excel in the game of influencing others! This science-based approach to selling…will surely advance your career or business.”�—Chris Spurvey, Vice President, KPMG Canada and author of�It's Time to Sell

“David Hoffeld provides strong, clear and practical advice about selling, supported by the relevant research, not just one-off anecdotes…. Read and study�The Science of Selling: it’s perhaps the best discussion yet of the core essentials about this key business--and life--activity.” —Frank Cespedes, Harvard Business School, author of�Aligning Strategy and Sales

“Grab your yellow highlighter and be prepared to use it on every page.” —Stu Heinecke, author of�How to Get a Meeting with Anyone

“An incredible resource of research-based strategies for influencing others—effective not only for meeting the needs of the sales person, but for anyone who is in leadership or aspires to leadership.” —Toby Travis, International Head of School & Educational Consultant/Trainer

“This book is a breath of fresh air. While most sales books are based on the author's experience, every chapter in this superbly well-written book is rooted in science.” —Gerhard Gschwandtner, CEO of Selling Power

“Can science and selling come together? YES, and in a powerful way—just read this book!�The Science of�Selling�is as good as it gets—fantastic and really usable. I have already given it to my sales team to read.” —David Horsager, CEO of Trust Edge Leadership Institute and bestselling author

“A must-read for anyone who wants to become more influential and increase their sales effectiveness.” —Ron Friedman, Ph.D., author of�The Best Place to Work: The Art and Science of Creating an Extraordinary Workplace

“Many believe that sales is just a numbers game, but David Hoffeld has proven that there is actually a science to it [and] that selling�is�a skill that can be developed and perfected. A fascinating book.” —Donna Serdula, Founder & President, Vision Board Media & Linkedin-Makeover.com

“David has done a great job separating the science from the art of selling.�It’s refreshing to see research-backed methods and practices versus guesswork and theory around how influence really works. Hats off to Mr. Hoffeld for advancing our understanding around how to turn the practice of selling into a true profession.” —Marc Miller, bestselling author of�Selling is Dead�and�A Seat at the Table

“The Science of Selling�is outstanding; I haven’t been able to put it down. It’s helped me reexamine and rethink how I sell, and it has my highest recommendation.” —Ed Tate, Principal at Ed Tate & Associates and World Champion of Public Speaking

“Well-defined, repeatable sales strategies that are scientifically proven to improve your results.�The Science of Selling is the future of selling!” —Ray Reyes, Managing Director, Globalize Localization Solutions

“Finally, you can get inside your buyer’s head and this book�is your blueprint. David Hoffeld unpacks the science behind what makes us�choose, purchase, and trust those we buy from—essential insights for any sales�professional wanting to become even more effective.” —Leary Gates, Venture Coach�& Founder, Lumina Consulting Group & StrategicCEO.com

“Following on from the science behind selling that Dan Pink introduced in�To Sell Is Human, Hoffeld dives deeper into how to use scientifically-proven ways to build rapport, influence with ease, and pass through the skepticism that’s inherent in the selling process. If you believe successful sales pros are made and not born, this book was written for you.” —Mary Poul, founder of Sales Mastery Magazine

“A fast-paced and fact-filled analysis of how scientific principles of influence and decision-making can improve sales effectiveness…. You will have a much deeper understanding of the sales process and how you can be more effective after reading his book.” —David Fairbarn, President, Kinney & Lange

“A tour de force of scientific research spanning a whole range of critical selling behaviors…. This book has done the hard work of identifying what they are and explaining clearly where to focus and how to adopt them. I highly recommend this book to anyone interested in sales success both now and in the future.” —John Golden, CSO, Pipelinersales and bestselling author of�Winning the Battle for Sales

About the Author
DAVID HOFFELD is the CEO and chief sales trainer at Hoffeld Group, one of the nation’s top research-backed sales and consulting firms. A sought-after sales thought leader and speaker, David has worked with clients ranging from small and medium businesses to Fortune 500 companies. He is a contributor to Fast Company and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, CBS Radio, Fox News Radio, and more. With a robust following on Twitter and a popular YouTube channel, David has built a loyal audience as a trusted resource for sales and business leaders. To learn more about his work, visit his website at www.HoffeldGroup.com.

Most helpful customer reviews

12 of 12 people found the following review helpful.
Surprising Science For Fun & Profit
By James Muir
As an admitted fan of psychology and behavioral economics it was with great anticipation that I read through The Science of Selling by David Hoffeld and it did not disappoint. The Science of Selling is the ultimate collection of evidence-based practices for sales ever collected in one volume. Until now most of the studies in The Science of Selling have been scattered and tucked away in academic journals virtually inaccessible to sales leaders. Most readers will find the material new, and I expect, quite surprising. More importantly however, is the fact that David Hoffeld summarizes these studies making them accessible to everyone and then pulls out the salient points and makes them actionable.

The book is broken down into three parts:
Part 1 is about the foundations of selling with science.
Part 2 is a practical toolkit for salespeople, and
Part 3 is about merging science and selling together.

The Foundations of Selling With Science consists of four parts:
Why Sales People Underperform - In this section we discover that most modern sales methods are not founded on any objective standard but rather are rooted in conjecture. In fact, the way most salespeople are taught to sell is grounded in selling not buying. They is they focus on the activities and behaviors of the salesperson rather than focusing on how customers make decisions. The conclusion here is obvious, if the core of what is being trained is flawed then no amount of reinforcement can succeed.

The Two Methods of Sales Influence - Here we get a primer on the two different ways that the human brain perceives influence: 1. The Peripheral Route (influences outside the actual message) and 2. The Primary Route (the message itself). Both channels are important and always used when prospective buyers are evaluating solutions. Yet both channels have very different properties. The Peripheral Route, for example, is much more short-lived in its effects. Because prospective buyers always use both channels sellers must become proficient at using both in order to be successful.

How to Sell the Way People Buy - In this section we discover why the more our selling efforts are aligned with how the brain naturally formulates buying decisions the more successful we will be. It is in this section that we get David Hoffeld’s first new contribution to the world of professional selling – The Sales Equation. It is also in this section that we learn the “Six Why’s” that are a simple and welcome structure around how the human brain formulates buying decisions. This important concept permeates the rest of the book.

Selling to Your Buyers’ Emotions - For decades we in sales have heard the axiom “people buy on emotion and justify with logic.” In this chapter David reveals the actual science that proves this notion to be true. We learn through a number of fascinating studies and experiments that the human brain uses emotions to assign value to things and mark them as good or bad. This is how our brains distinguish between what truly matters and what is irrelevant. Emotion is a far bigger part of the decision-making process than most sales professionals realize and David has highlighted that accurately with its prominence in his Sales Equation. The implications for sales professionals is far-reaching and David gets very practical here and offers some excellent tips and guidelines on identifying and changing a customer’s emotional state.

The Salesperson’s Toolkit consists of five parts:
The Science of Asking Powerful Questions - Just asking a lot of questions will not make you more successful at selling. What matters is the quality of questions you ask. Here in contrast to the “question types” common in other sales methodologies David offers up a new and refreshing 3-level paradigm for asking questions that leverages understanding of how buyers disclose information.

Why People Buy - Having now covered how people buy, in this section we turn our focus onto why people buy. We discover here the importance of seeing things from the customer’s point of view and exactly what to listen for. We learn how to discover what your customer’s primary buying motivators are and how to navigate customer problems, dominant buying motives and customer requirements.

Creating Value, Neutralizing Competitors, and Overcoming Objections - This section begins buy reminding us that value is always defined by buyers. This is why value creation is not something you do yourself, but rather something that is done with your customer. There are some wonderful scientific discoveries in this section including Social Exchange Theory, the power of reciprocity, using labels and inoculation theory. As always each section ends with getting practical about each concept and how it applies to selling in the real world. This includes excellent information on how to demonstrate value and how to address objections using a model that ties back to the “Six Why’s” introduced in Part 1.

Closing Redefined: Obtaining Strategic Commitments - David and I are in alignment on closing. David describes it this way: The best way to lead someone into making any sort of major decision, such as a buying decision, is to first guide them in making a series of small commitments that are consistent with the larger decision. His counsel here centers around the “Six Why’s” that every customer goes through when making buying decisions.

Five Science-Based Sales Presentation Strategies - In this section on presentations we learn the importance of presentations and how they are the primary means central route of influence is triggered (remember the two channels?). This section covers several cognitive biases (errors in human reasoning) that can be made to improve presentations. Cognitive biases are truly fascinating and very powerful when applied correctly. I decree that all those within the sound of my voice are only to use these principles for noble purposes.

Merging Science & Selling - David Hoffeld wraps up by discussing the future of science and selling and how scientific discovery will continue to change our profession. Moving forward, research that was formerly done in other areas and applied to sales will be done specifically for selling situations. The future will find unproven methods falling by the wayside as greater awareness of scientifically proven methods permeate the ranks of professional selling. This will be applied to all stages of selling including the hiring process itself.

Conclusion - I had very high expectations for The Science of Selling and still my expectations were exceeded. I am a cognitive bias, behavioral economics & sales psychology geek – and I read a lot. I did know of many of the studies in this book but only because I am a fanboy. Despite that, I found a very large number of studies that I encountered for the very first time reading this book. And for fanatics like me there are forty pages of glorious references for further reading. It is easily the most documented sales book in years. With that said, most sales professionals will find 90% of the data revealed in this book brand new, very accessible and paradigm shifting.

Not many people can understand the academic principles behind a subject and convert that into practical, actionable steps. Yet, that is exactly what David Hoffeld does in The Science of Selling. I found it to be an engaging journey that bridges the gap between cutting-edge science and the realities of the modern marketplace. The richness of the content in this book is amazing. It is worthy of multiple reads. Indeed I have read it two times now. David doesn’t just teach you what to do – he teaches you WHY to do it. Understanding the “why” behind each principle makes them infinitely more practical because that deeper understanding allows you to adapt the concepts to the limitless variety of encounters within the sales world. If you liked Influence, Made to Stick or To Sell Is Human you will enjoy this book.

The Science of Selling is going to leave a lasting mark on the sales profession. It is a must-read for all sales leaders and professional salespeople. This will be the book your peers will ask you if you’ve read next time you get together. There is just no getting around it. If you want to be current on the latest science in sales and how to apply it this is the book to get.

It’s probably because I love behavioral economics and psychology so much but this is probably my favorite title this year. I couldn’t recommend it any higher.

4 of 4 people found the following review helpful.
Here's how to sell more - the way people want to buy!
By Douglas N. Burdett
[[VIDEOID:91e48b8d3c7e6522a2d27b99ca4d0d9a]] Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book “The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal” by David Hoffeld.

Surveys show that nearly half of all salespeople fail to meet their quota every year. Why? Well, it could be related to some Harvard Business Review research indicating that 63% of the behaviors that salespeople exhibit actually drive down their performance. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions.

In “The Science of Selling” David Hoffeld draws on over 400 scientific studies that show how the human brain makes buying decisions. The science affirms that there a gaping disconnect between how people sell and how humans make buying decisions. And to make matters worse, the way most salespeople are taught to sell is is grounded in selling, not buying.

To sell the way the our brains make buying decisions, Hoffeld decodes the way buyers formulate buying decisions in a framework called “The Six Whys.” These are six specific questions that represent the mental steps all potential customers go through when making a purchase decision.

When salespeople structure their sales processes to answer and gain commitment to each of the Six Whys, they can guide potential customers through the buying process and into a positive decision. But, if a buyer rejects one or more othe Sixy Whys, it will cause his or her decision-making process to breakdown, which can grind the sale to a halt, usually in the form of an objection. In fact, Hoffeld shows how the root of all objections are found in one of the Six Whys.

If you want to improve your sales, and make your customers’ buying experience more pleasurable, you’ll want to read “The Science of Selling.”

And to listen to an interview with David Hoffeld about The Science of Selling, visit MarketingBookPodcast.com.

3 of 3 people found the following review helpful.
Finally a sales book I can use!
By Amazon Customer
I've ordered and read many books over the years only to realize, early in the book, that the strategies mainly applied to B2B sales. While the tools in this book can be used for B2B, they can also be applied to in home sales. I'm eager to start applying the tools and expect a successful 2017.

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