Bibliography

Here is a list of books we recommend:
 

   Title  Author Date Publisher
1 Listening to People Ralph G. Nichols and Leonard A. Stevens 1954 Harvard Business Review
2 People Skills Robert Bolton 1979 Simon & Schuster,  New York
3 How to Master the Art of Selling Tom Hopkins 1980 Warner Books, New York, NY
4 Getting To Yes Roger Fisher & William Ury 1981 Penguin Group, New York
5 In Search of Excellence Thomas J. Peters 1982 Harper & Row, New York
6 Listening: The Forgotten Skill Madelyn Burley-Allen 1982 Wiley & Sons, New York
7 The Change Masters Rosabeth Moss Kanter 1983 Touchstone Books, New York
8 What They Don't Teach At Harvard Business School Mark H. McCormack 1984 Bantam Books, New York
9 Leaders, The Strategies for Taking Charge Warren Bennis & Burt Nanus 1985 Harper & Row, New York
10 Small Company, Big Law Firm Mark Rollinson 1985 Harvard Business Review
11 Non Verbal Selling Power Gerhard Gschwandtner 1985 Prentice Hall, New Jersey
12 A Passion For Excellence Thomas J. Peters 1985 Random House, New York
13 Service America! Albrecht and Zemke 1985 Warner Books, New York
14 Win-Win Negotiating Fred E. Jandt 1985 Wiley & Sons, New York
15 The Psychology of Call Reluctance Dudley and Goodson 1986 Behavioral Science Research Press, Dallas, Texas
16 What They Really Teach at Harvard Business School Francis & Heather Kelly 1986 Warner Books, New York
17 The Terrible Truth About Lawyers Mark H. McCormack 1987 Avon, New York
18 Marketing Richard L. Sandhuasen 1987 Barron, New York
19 Thriving On Chaos Thomas J. Peters 1987 Knope, New York
20 Strategic Selling Miller and Heiman 1987 Warner Books, Berkeley, CA
21 Conceptual Selling Miller and Heiman 1987 Warner Books, Berkeley, CA
22 You Are The Message Roger Ailes 1988 Doubleday, New York
23 Negotiating with a Customer You Can't Afford to Lose Thomas C. Keiser 1988 Harvard Business Review
24 Professional Sales Management Anderson and Hair 1988 McGraw Hill, New York
25 The Business Presentations Workbook Clark Lambert 1988 Prentice Hall, New Jersey
26 Presentations Plus David A. Peoples 1988 Wiley & Sons Inc., New York
27 Total Customer Service: The Ultimate Weapon Davidow and Uttal 1989 Harper Perennial, New York
28 Why Leaders Can't Lead Warren Bennis 1989 Jossey-Bass Publishers, Los Angeles, CA
29 Are You Communicating? Donald Walton 1989 McGraw Hill, New York
30 Major Account Sales Strategy Neil Rackham 1989 McGraw Hill, New York
31 The Service Edge Zemke & Schaaf 1989 New American Library, New York
32 Non-Manipulative Selling Alessandra,Wexler & Barrera 1989 Prentice Hall Press, New York
33 Increasing Your Leadership Confidence Bob Biehl 1989 Questar Publishers, Sisters, OR
34 The Conative Connection Kathy Kolbe 1990 Addison Wesley Publishing Company, Inc., New York
35 Learned Optimism Martin E.P. Seligman, Ph.D. 1990 Alfred A. Knopf, Inc., New York, NY
36 The Fifth Discipline Peter M. Senge 1990 Doubleday, New York
37 Marketing to Win Frank K. Sonnenberg 1990 Harper & Row, New York
38 Talking & Listening Naomi W. Pertlta 1990 Institute of Financial Education, Chicago, Il
39 Service Management and Marketing Christian Gronroos 1990 Lexington Books, Lexington, MA
40 Relationship Selling Jim Cathcart 1990 Putnam Publishing Group, New York
41 The 7 Habits of Highly Effective People Stephen R. Covey 1990 Simon & Schuster, New York
42 Principle-Centered Leadership Stephen R. Covey 1990 Summit Books, New York
43 Service Breakthroughs Heskett, Sasser & Hart 1990 The Free Press, New York
44 A Force For Change John P. Kotter 1990 The Free Press, New York, NY
45 The Art of Managing Hunsaker & Alessandra, 1990 Touchstone Book, Simon & Schuster, New York
46 You Just Don't Understand Deborah Tannen 1990 William Morrow and Company, New York, New York
47 The Customer Driven Company Richard Whiteley 1991 Addison Wesley Publishing & The Forum Corp. Reading, MA
48 Relationship Marketing Regis McKenna 1991 Addison-Wesley Publishing Company, Reading, MA
49 Winning with Difficult People Arthur H. Bell and Dayle M. Smith 1991 Barron's Educational Series, Inc., New York
50 Making Presentations with Confidence Vivian Buchan 1991 Barron's Educational Series, Inc., New York
51 The Power of Business Rapport Dr. Michael Brooks 1991 Harper Collins Publishers, New York
52 Managing Major Sales Neil Rackham and Richard Ruff 1991 HarperBusiness, New York
53 Teaching Smart People How to Learn Chris Argyris 1991 Harvard Business Review
54 Barriers and Gateways to Communication Carl R. Rogers and F.J. Roethlisberger 1991 Harvard Business Review
55 Successful Large Account Management Miller and Heiman 1991 Henry Holt Co., New York
56 Quality Or Else Dobyns & Crawford-Mason 1991 Houghton Mifflin Company, Boston
57 Delivering Quality Service Zeithaml, Parasuraman & Berry 1991 The Free Press, New York
58 Successful Team Building Thomas L. Quick 1992 AMACOM, American Management Association, New York
59 Men Are From Mars, Women Are From Venus John Gray, Ph.D 1992 HarperCollins Publishers, Inc., New York, New York
60 Managing With Power Jeffrey Pfeffer 1992 Harvard Business School Press, Boston, MA
61 Power Learning Donald J. Lofland, Ph.D. 1992 Longmeadow Press, Stamford
62 The Goal Eliyahu M. Goldratt and Jeff Cox 1992 North River Press, Great Barrington, MA
63 The Ben Franklin Factor: Selling One to One James C. Humes 1992 William Morrow & Company, Inc., New York, NY
64 The One To One Future Don Peppers and Martha Rogers 1993 Doubleday, New York
65 Technotrends Daniel Burrus with Roger Gittines 1993 HarperBusiness, New York, NY
66 The Discipline of Teams Jon R. Katzenbach and Douglas K. Smith 1993 Harvard Business Review
67 Customer Intimacy and Other Value Disciplines Michael Treacy and Red Wiersema 1993 Harvard Business Review
68 The Wisdom of Teams Jon R. Katzenbach and Douglas K. Smith 1993 Harvard Business School Press, Boston, MA
69 TQM For Sales and Marketing Management James W. Cortada 1993 McGraw-Hill, Inc., New York
70 Managing The Professional Service Firm David H. Maister 1993 The Free Press, New York
71 Selling To VITO: The Very Important Top Officer Anthony Parinello 1994 Bob Adams, Inc., Holbrook, MA
72 The Fifth Discipline Fieldbook Peter M. Senge 1994 Doubleday, New York
73 Good Communication That Blocks Learning Chris Argyris 1994 Harvard Business Review
74 The Team That Wasn't Suzy Wetlaufer 1994 Harvard Business Review
75 Talking From 9 To 5 Deborah Tannen, Ph.D. 1994 William Morrow and Company, New York, New York
76 The Discipline of Market Leaders Michael Treacy & Fred Wiersema 1995 Addison-Wesley Publishing, New York
77 Consultative Selling Mack Hanan 1995 AMACOM, New York, NY
78 Emotional Intelligence Daniel Goleman 1995 Bantam Books, New York, New York
79 Roger Dawson’s Secrets of Power Negotiating Roger Dawson 1995 Career Press, Hawthorne, NJ
80 On Negotiating Mark H. McCormack 1995 Dove Books, Beverly Hills, CA
81 Advanced Selling Strategies Brian Tracy 1995 Fireside, New York
82 The Power of Talk:  Who Gets Heard and Why Deborah Tannen 1995 Harvard Business Review
83 Solution Selling Michael T. Bosworth 1995 Irwin Professional Publishing, Burr Ridge, Illinois
84 Customer-Centered Growth Richard Whiteley and Diane Hessan 1996 Addison-Wesley Publishing Company, Reading, MA
85 The Corporate Mystic Gay Hendricks Ph.D. and Kate Ludeman, Ph.D. 1996 Bantam Books, New York, New York
86 Team Talk Anne Donnellon 1996 Harvard Business School Press, Boston, MA
87 Leading Change John P. Kotter 1996 Harvard Business School Press, Boston, Massachusetts
88 Getting Partnering Right Neil Rackham, Lawrence Friedman, Richard Ruff 1996 McGraw-Hill, Inc., New York
89 Getting Into Your Customer's Head Kevin Davis 1996 Times Business, New York
90 The Anatomy of Persuasion Norbert Aubuchon 1997 AMACOM, New York
91 The One To One Enterprise Don Peppers and Martha Rogers 1997 Doubleday, New York
92 Managing The Professional Service Firm David H. Maister 1997 The Free Press, New York
93 Dangerous Company James O'Shea and Charles Madigan 1997 Times Business, New York
94 True Professionalism:  The Courage to Care About Your People, Your Clients, and Your Culture David H. Maister 1997 Touchstone, New York
95 Selling The Invisible Harry Beckwith 1997 Warner Books, New York
96 Working With Emotional Intelligence Daniel Goleman 1998 Bantam Books, New York
97 Communicate Clearly Robert Heller 1998 DK Publishing, Inc., New York
98 What Makes a Leader? Daniel Goleman 1998 Harvard Business Review
99 Covert Leadership:  Notes on Managing Professionals Henry Mintzberg 1998 Harvard Business Review
100 The Book of Leadership Wisdom Peter Krass 1998 John Viley & Sons, Inc., New York
101 The Power of Nice Ronald M. Shapiro and Mark A. Jankowski 1998 John Wiley & Sons, Inc., New York
102 Best Practices Robert Hiebeler, Thomas B. Kelly, and Charles Ketterman 1998 Simon & Schuster, New York
103 The Platinum Rule Tony Alessandra, Ph.D. and Michael J. O'Connor, Ph.D. 1998 Warner Books, Inc., New York
104 The Complete Guide To Marketing Your Law Firm Hollis Hatfield Weishar and James A. Durham 1999 American Bar Association, Chicago, IL
105 Lawyers Are From Mercury, Clients Are From Pluto Peter D. Zeughauser 1999 ClientFocus, Newport Beach, CA
106 The Inside Scoop On Outside Counsel Randall A. Burrows 1999 Corporate Counsel
107 The Lure of Global Branding David A. Aaker and Erich Joachimsthaler 1999 Harvard Business Review
108 The Strategic Power of Saying No Susan Bishop 1999 Harvard Business Review
109 The Smart-Talk Trap Jeffrey Pfeffer and Robert I Sutton 1999 Harvard Business Review
110 Executive's Guide to Information Technology James Cox 1999 John Wiley & Sons, Inc., New York
111 Human Capital Thomas O. Davenport 1999 Jossey-Bass Publishers, San Francisco, CA
112 Why People Don't Buy Things Harry Washburn and Kim Wallace 1999 Perseus Books, New York
113 Kotler of Marketing Philip Kotler 1999 The Free Press, New York
114 Rembrandts in the Attic Kevin G. Rivette and David Kline 2000 Harvard Business School Press, Boston, MA
115 Why Some Teams Succeed (and So Many Don't) Harvard Management Update 2000 Harvard Business School Publishing
116 The Knowing-Doing Gap Jeffrey Pfeffer and Robert I. Sutton 2000 Harvard Business School, Boston, MA
117 The Tipping Point: How Little Things Can Make A Big Difference Malcolm Gladwell 2000 Little Brown & Company
118 The Trusted Advisor David H. Maister, Charles H. Green & Robert M. Galford 2000 Touchstone, New York
119 The Invisible Touch: The Four Keys to Modern Marketing Harry Beckwith 2000 Warner Books, New York
120 How To Make People Like You in 90 Seconds Or Less Nicholas Boothman 2000 Workman Publishing Company, Inc., New York
121 Good To Great Jim Collins 2001 HarperCollins Publishers, Inc., New York
122 The Nut Island Effect:  When Good Teams Go Wrong Paul F. Levy 2001 Harvard Business Review
123 The Leadership Lessons of Mount Everest Michael Useem 2001 Harvard Business Review
124 Practice What Your Preach:  What Managers Must Do To Create A High Achievement Culture David H. Maister 2001 The Free Press, New York
125 The 17 Indisputable Laws of Teamwork John C. Maxwell 2001 Thomas Nelson Publishers, Nashville
126 NLP - First Directions Joseph O'Connor and Ian McDermott 2001 Thorsons, HarperCollins Publishers, Inc., London
127 Execution - The Discipline of Getting Things Done Larry Bossidy & Ram Charan 2002 Crown Business, New York
128 Built to Last James C. Collins and Jerry I. Porras 2002 Harper Business Essentials, New York
129 Who Says Elephants Can't Dance: Leading a Great Enterprise through Dramatic Change Louis V. Gerstner 2002 HarperCollins Publishers, New York, NY
130 The Five Dysfunctions of a Team: A Leadership Fable Patrick Lencioni 2002 Jossey-Bass, San Francisco
131 First Among Equals:  How To Manage A Group Of Professionals David H. Maister and Patrick J. McKenna 2002 The Free Press, New York
132 It's Your Ship:  Management Techniques from the Best Damn Ship in the Navy Captain D. Michael Abrashoff 2002 Warner Business Books, New York
133 The Wisdom of Crowds James Surowiecki 2004 Doubleday, New York
134 How You Slice It - Smarter Segmentation For Your Sales Force Ernest Waaser, Marshall Dahneke, Michael Pekkarinen and Michael Weissel 2004 Harvard Business Review
135 Both Sides Win! The 3 Secrets For Success in Customer Negotiations Logan Loomis 2004 HBL Publishing
136 The 8th Habit: Effectiveness to Greatness Stephen R. Covey 2004 Simon & Schuster, New York
137 Blink: The Power of Thinking Without Thinking Malcolm Gladwell 2005 Little Brown & Company, Time Warner Book Group
138 A Whole New Mind - Why Right-Brainers Will Rule the Future Daniel H. Pink 2005 Penguin Group Inc., New York
139 The Definitive Book of Body Language Allan and Barbara Pease 2006 Bantam Dell, New York
140 Off-Sites That Work Bob Frisch and Logan Chandler 2006 Harvard Business Review
141 Promise-Based Management - The Essence of Execution Donald Sull and Charles Spinosa 2007 Harvard Business Review
142 Silo Busting - How to Execute on the Promise of Customer Focus Ranjay Gulati 2007 Harvard Business Review
143 Managing Global Accounts George S. Yip and Audrey J.M. Bink 2007 Harvard Business Review
144 Strategy And The Fat Smoker David H. Maister 2008 The Spangle Press, Boston, MA
145 How The Mighty Fall: And Why Some Companies Never Give In Jim Collins 2009 Harvard Business School
146 What the Dog Saw & Other Adventures Malcolm Gladwell 2009 Little Brown & Company Hachette Book Company
147 Law of Connection Michael J. Losier 2009 Wellness Central Hachett Book Group
148 In a Downturn, Provoke Your Customers Philip Lay, Todd Hewlin, and Geoffrey Moore 2009 Harvard Business Review
149 The Challenger Sale: Taking Control of the Customer Conversations Matthew Dixon and Brent Adamson 2011 Portfolio Hardcover
 150 The New Science of Building Great Teams Alex "Sandy" Pentland 2012 Harvard Business Review
151 Points of Law: Unbundling Corporate Legal Services to Unlock Value Danny Ertel and Mark Gordon 2012 Harvard Business Review
152 The End of Solution Sales Brent Adamson, Matthew Dixon, and Nicholas Toman 2012 Harvard Business Review
153 To Sell Is Human:  Truth About Moving Others Daniel H. Pink 2012 Penguin Group Inc., New York
154 Consulting on the Cusp of Disruption Clayton M. Christensen, Dina Want, and Derek van Bever 2013  Harvard Business Review