El primer propósito del autor fue ofrecer a directivos empresariales un texto que contrapese la abundancia de publicaciones sobre management de las personas que se encuentran en el mercado. Adoptó por ello el contenido y la expresión Técnicas duras de management, con la cual se han calificado las técnicas de planificación, organización y control empresariales, por oposición a las técnicas blandas (menos áridas, más atractivas) que tratan el management de las personas. Un segundo propósito ha sido clarificar el significado de los principales términos utilizados en el lenguaje empresarial, recurriendo al Diccionario de la Real Academia Española, y huyendo de anglicismos siempre que se ha considerado posible (con la excepción de la palabra management), por considerar reiteradamente probado que en medios empresariales no siempre hablando se entiende la gente. El tercer y último propósito ha consistido en presentar conceptos y métodos de trabajo utilizados en la práctica por el autor, como directivo de primer nivel y Consultor de Dirección, profesiones ambas que ha ejercido de forma alternativa durante más de 35 años.

The book provides detailed descriptions, including more than 550 mathematical formulas, for more than 150 trading strategies across a host of asset classes and trading styles. These include stocks, options, fixed income, futures, ETFs, indexes, commodities, foreign exchange, convertibles, structured assets, volatility, real estate, distressed assets, cash, cryptocurrencies, weather, energy, inflation, global macro, infrastructure, and tax arbitrage. Some strategies are based on machine learning algorithms such as artificial neural networks, Bayes, and k-nearest neighbors. The book also includes source code for illustrating out-of-sample backtesting, around 2,000 bibliographic references, and more than 900 glossary, acronym and math definitions. The presentation is intended to be descriptive and pedagogical and of particular interest to finance practitioners, traders, researchers, academics, and business school and finance program students.

Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action. Learn how to leverage the basics of interpersonal relationships to inspire others to take action Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority Discover the fundamental on-the-job coaching skills that deliver instant performance improvement Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.

The six core strategies to elevate any business-and how to implement them-made simple What do the world's most successful companies and organization have in common? And what can you actually take away and use from their examples? Distilling the best fundamental business strategies, trusted advisor and strategist John Spence helps you take a hard look at your business and together develop specific plans and action steps that will allow you to dramatically improve the success of your company. Delivered in Spence's approachable and straightforward manner, Awesomely Simple reveals the six key strategies that create a foundation for achieving business excellence: Vivid Vision, Best People, A Performance-Oriented Culture, Robust Communication, A Sense of Urgency, and Extreme Customer Focus. Filled with case studies and clear action items, includes easy-to-follow guidelines for implementing the strategies in any organization no matter its mission or size After concisely breaking down each strategy, Spence gives specific examples, tips, tools, discussion questions and exercises for how to execute them successfully A perfect resource for business leaders, Awesomely Simple will help you turn ideas into positive action and achieve lasting business success.

In 1992, at the end of a twelve-year civil war, El Salvador was poised for a transition to democracy. Yet, after longstanding dominance by a small oligarchy that continually used violence to repress popular resistance, El Salvador’s democracy has proven to be a fragile one, as social ills (poverty chief among them) have given rise to neighborhoods where gang activity now thrives. Mano Dura examines the ways in which the ruling ARENA party used gang violence to solidify political power in the hands of the elite—culminating in draconian “iron fist” antigang policies that undermine human rights while ultimately doing little to address the roots of gang membership. Drawing on extensive ethnographic fieldwork and policy analysis, Mano Dura examines the activities of three nongovernmental organizations (NGOs) that have advocated for more nuanced policies to eradicate gangs and the societal issues that are both a cause and an effect of gang proliferation. While other studies of street gangs have focused on relatively distant countries such as Colombia, Argentina, and Jamaica, Sonja Wolf’s research takes us to a country closer to the United States, where forced deportation has brought with it US gang culture. Charting the limited success of NGOs in influencing El Salvador’s security policies, the book brings to light key contextual aspects—including myopic media coverage and the ironic populist support for ARENA, despite the party’s protection of the elite at the expense of the greater society.