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SPIN®-Selling
SPIN®-Selling
by Neil Rackham
Edition: Paperback
Price: £19.99

4.0 out of 5 stars A classic (and sales research based), 21 Aug. 2011
This review is from: SPIN®-Selling (Paperback)
Sure, this is an older work regarding sales still it does a great job to point out the differences in approaches between large (complex) and small sales. The model is based on 4 questions working in on each other (situation questions, problem questions, implication questions, and need-payoff questions).

The great value of this book is the fact it is based on actual research data showing the impact of each approach (small versus large-complex sales; the impact each type of question had on actual sales; impact of sales trainings using the SPIN model or parts of it, etc..).

Towards your potential clients it gives a framework that allows them to represent your product internally when you are already out of the door.
Towards you it gives something to rely on.

A classic and a must-read !

The SPIN model:

"The seller uses SITUATION questions to establish a context, leading to PROBLEM questions so that the buyer reveals IMPLIED NEEDS which are developed by IMPLICATION questions which make the buyer feel the problem more clearly and acutely leading to NEED-PAYOFF questions so that the buyer states EXPLICIT NEEDS allowing the seller to state BENEFITS."

Contents
List of illustrations
Preface
1) The Huthwaite research
2) Sales large and small
3) Investigating: questions and sales success
4) Customer needs in the major sale
5) Using questions to uncover implied needs
6) The SPIN strategy
7) Giving benefits in major sales
8) Preventing objections
9) Preliminaries: opening the call
10) Obtaining commitment: closing the sale
11) Turning theory into practice
Appendix A: Evaluating the SPIN models
Appendix B: Closing attitude scale
Index


A Course in Miracles: Combined Volume
A Course in Miracles: Combined Volume
by Foundation for Inner Peace
Edition: Paperback
Price: £20.94

9 of 12 people found the following review helpful
5.0 out of 5 stars A very interesting journey, 29 May 2011
Verified Purchase(What is this?)
A course in miracles - Combined volume - Third Edition

"Introduction
1 This is a course in miracles. It is a required course. Only the time you take it is voluntary. Free will does not mean that you can establish the curriculum. It means only that you can elect what you want to take at a given time. The course does not aim at teaching the meaning of love, for that is beyond what can be taught. It does aim, however, at removing the blocks to the awareness of love's presence, which is your natural inheritance. The opposite of love is fear, but what is all-encompassing can have no opposite.
2 This course can therefore be summed up very simply in this way:
- Nothing real can be threatened.
- Nothing unreal exists.
Herein lies the peace of God."

This volume is a collection of several books:

1)Preface
2)Text
3)Workbook for students
4)Manual for teachers
5)Clarification of terms
6)Supplements
- Psychotherapy: Purpose, process and practice
- The song of prayer: prayer, forgiveness, healing

The "text" and the "workbook for students" being the main body of this volume, are covering basically forgiveness on a spiritual level. The workbook is a yearlong course, to be taken parallel with a study of the text. If you accept the challenge, it is worthwhile to keep in mind that it will take time to go through these books and to assimilate the ideas offered.

It is easy to understand why people will appreciate this book as well as why some people might completely dislike it. Interesting is that the inner needs on why you might dislike the ideas presented, are covered by the content of this volume itself.

Helpful might be the 2 works from Gary Renard to tackle this course-project more easily:
-The Disappearance of the Universe: Straight Talk about Illusions, Past Lives, Religion, Sex, Politics, and the Miracles of Forgiveness
-Your Immortal Reality: How to Break the Cycle of Birth and Death

A very interesting journey, to be taken at your own pace !

---------------------------------------
ACIM - Text - Contents:

Introduction
1) The meaning of miracles
2) The separation and the atonement
3) The innocent perception
4) The illusions of the ego
5) Healing and wholeness
6) The lessons of love
7) The gifts of the kingdom
8) The journey back
9) The acceptance of the atonement
10) The idols of sickness
11) God or the ego
12) The holy spirit's curriculum
13) The guiltless world
14) Teaching for truth
15) The holy instant
16) The forgiveness of illusions
17) Forgiveness and the holy relationship
18) The passing of the dream
19) The attainment of peace
20) The vision of holiness
21) Reason and perception
22) Salvation and the holy relationship
23) The war against yourself
24) The goal of specialness
25) The justice of God
26) The transition
27) The healing of the dream
28) The undoing of fear
29) The awakening
30) The new beginning
31) The final vision

--------------------------------------
ACIM - Workbook for students - Contents:

Introduction
Part I (220 Lessons + review lessons)
Part II (221-365 Lessons)
1) What Is Forgiveness?
2) What Is Salvation?
3) What Is the World?
4) What Is Sin?
5) What Is the Body?
6) What Is the Christ?
7) What Is the Holy Spirit?
8) What Is the Real World?
9) What Is the Second Coming?
10) What Is the Last Judgment?
11) What Is Creation?
12) What Is the Ego?
13) What Is a Miracle?
14) What Am I?
Final lesion
Epilogue

--------------------------------------
ACIM - Manual for Teachers - Contents:

Introduction
1) Who are God's teachers?
2) Who are their pupils?
3) What are the levels of teaching?
4) What are the characteristics of God's teachers?
5) How is healing accomplished?
6) Is healing certain?
7) Should healing be repeated?
8) How can perception of order of difficulties be avoided?
9) Are changes required in the life situation of God's teachers?
10) How is judgment relinquished?
11) How is peace possible in this world?
12) How many teachers of God are needed to save the world?
13) What is the real meaning of sacrifice?
14) How will the world end?
15) Is each one to be judged in the end?
16) How should the teachers deal with magic thoughts?
17) How is correction made?
18) What is justice?
19) What is the peace of God?
20) What is the role of words in healing?
21) How are healing and atonement related?
22) Does Jesus have a special place in healing?
23) Is reincarnation so?
24) Are `psychic' powers desirable?
25) Can God be reached directly?
26) What is Death?
27) What is resurrection?
28) As for the rest

-----------------------------------------------
ACIM - Clarification of terms - Contents:

Introduction
1) Mind - Spirit
2) The Ego - The Miracle
3) Forgiveness - The Face of Christ
4) True Perception - Knowledge
5) Jesus - Christ
6) The Holy Spirit
Epilogue

----------------------------------------------
Supplement to ACIM - Psychotherapy: Purpose, process and practice - Contents:

Introduction

1) The purpose of psychotherapy

2) The process of psychotherapy
Introduction
I. The limits on psychotherapy
II. The place of religion in psychotherapy
III. The role of the psychotherapist
IV. The process of illness
V. The process of healing
VI. The definition of healing
VII. The ideal patient-therapist relationship

3) The practice of psychotherapy
I. The selection of patients
II. Is psychotherapy a profession?
III. The question of payment

----------------------------------------------
Supplement to ACIM - The song of prayer: prayer, forgiveness, healing - Contents:

1) Prayer
Introduction
I. True prayer
II. The ladder of prayer
III. Praying for others
IV Praying with others
V. The ladder ends

2) Forgiveness
Introduction
I. Forgiveness of yourself
II. Forgiveness-to-destroy
III. Forgiveness-for-salvation

3. Healing
Introduction
I. The cause of sickness
II. False versus true healing
III. Separation versus union
IV. The holiness of healing

//


The Decision Book: Fifty Models for Strategic Thinking (The Tschapeller and Kyogenus Collection)
The Decision Book: Fifty Models for Strategic Thinking (The Tschapeller and Kyogenus Collection)
by Roman Tschäppeler
Edition: Hardcover
Price: £9.98

17 of 19 people found the following review helpful
4.0 out of 5 stars How to......models, 27 May 2011
Verified Purchase(What is this?)
This small sized book (173 pages) covers a set of models that could fall under decision making tools (if you use a broad spectrum for that definition that is).

The models get placed under 4 basic questions:
1) How to improve yourself
2) How to understand yourself
3) How to understand others better
4) How to improve others

Some models are well known and broadly used, some are lesser known, some disappoint and some are nice surprises.

This book is a very fast read and really stripped down to the basics. The models are explained in single page format, followed up with an illustration. So as long as you don't expect detailed explanations on the models, you will love this one.

Interesting!

Contents

Instruction for use

How to improve yourself
- The Eisenhower matrix: How to work more efficiently
- The SWOT analysis: How to find the right solution
- The BCG box: How to evaluate costs and benefits
- The project portfolio matrix: How to maintain an overview
- The John Whitmore model: Am I pursuing the right goal?
- The rubber band model: How to deal with a dilemma
- The feedback model: Dealing with other's people's compliments and criticism
- The family tree model: The contacts you should maintain
- The morphological box and SCAMPER: Why you have to be structured to be creative
- The Esquire gift model: How much to spend on gifts
- The consequences model: Why it is important to make decisions promptly
- The conflict resolution model: How to resolve a conflict elegantly
- The crossroads model: So what next?

How to understand yourself
- The flow model: What makes you happy?
- The Johari window: What others know about you
- The cognitive dissonance model: Why people smoke when they know it's unhealthy
- The music matrix: What your taste in music says about you
- The unimaginable model: What do you believe in that you cannot prove?
- The Uffe Elbaek model: How to get to know yourself
- The fashion model: How we dress
- The energy model: Are you living in the here and now?
- The SuperMemo model: How to remember everything you have ever learned
- The political compass: What political parties stand for (UK model)
- The personal performance model: How to recognize whether you should change your job
- The making-of model: To determine your future, first understand your past
- The personal potential trap: Why it is better not to expect anything
- The hype cycle: how to identify the next big thing
- The subtle signals model: What your friends say about you
- The superficial knowledge model: Everything you don't need to know

How to understand others better
- The Swiss cheese model: How mistakes happen
- The Maslow pyramids: What you actually need, what you actually want
- Thinking outside the box: How to come up with brilliant ideas
- The Sinus Milieu and Bourdieu models: Where you belong
- The double-loop learning model: How to learn from your mistakes
- The AI model: What kind of discussion type are you?
- The small-world model: How small the world actually is
- The Pareto principle: Why 80 per cent of the output is achieved with 20 per cent of the input
- The long-tail model: How the internet is transforming the economy
- The Monte Carlo simulation: Why we can only approximate a definitive outcome
- The black swan model: Why your experiences don't make you any wiser
- The chasm - the diffusion model: Why everybody has an iPod
- The black box model: Why faith is replacing knowledge
- The status model: How to recognize a winner
- The prisoner's dilemma: When is it worth trusting someone?

How to improve others
- The Drexler-Sibbet team performance model: How to turn a group into a team
- The team model: Is your team up to the job?
- The gap-in-the-market model: How to recognize a bankable idea
- The Hersey-Blanchard model (situational leadership): how to successfully manage your employees
- The role-playing model: How to change your own point of view
- The result optimization model: Why the printer always breaks down just before a deadline
- The world's next top model

Now it is your turn
- Drawing lesson 1
- Drawing lesson 2
- My models

Appendix
- Bibliography
- Illustration credits
- Final note
- Thanks
- The authors
Comment Comment (1) | Permalink | Most recent comment: Apr 12, 2012 11:30 AM BST


Getting Past No: Negotiating in Difficult Situations
Getting Past No: Negotiating in Difficult Situations
by William Ury
Edition: Paperback

5.0 out of 5 stars Negotiating with difficult people.....5 straightforward steps, 17 May 2011
William Ury wrote here an excellent sequel on the bestseller "Getting to Yes" and expands hereby the negotiation tools set to be more equipped towards dealing with the difficult person in a negotiaton (or situation).

The book follows 5 steps. It covers basic communication styles to diffuse the situation and elements to boost your BATNA (your best alternative) overall. The content list of his book gives already some ideas of this approach. The book covers these 5 steps in a schematic way, by being brief and very much to the point. Compact written and easy to assimilate.

William Ury does also give the course "Dealing with Difficult People and Difficult Situations" at the Program on Negotiation (PON) at Harvard Law School. This course follows also these 5 steps as illustrated here in this book. He is certainly a highly experienced and empathic speaker. He is a great person to come across and therefore I am not surprised he wrote a excellent book like this.

I certainly highly recommend his book, his negotiation course, as well as William Ury as public speaker/trainer.

Content:
Overview: Negotiating with difficult people

Step 1: Go to the balcony (Don't react)
- Keep your eyes on the prize
o Identify your interests
o Identify your BATNA
o Decide if your should negotiate
o Stay focused on your goal
- Name the game
- Buy time to think
o Pause and say nothing
o Rewind the tape
o Take a time-out
o Don't make important decisions on the spot

Step 2: Step to their side (Disarm them)
- Listen actively
o Give your opponent a hearing
o Paraphrase and ask for corrections
- Acknowledge the point & the person
o Acknowledge your opponent's feelings
o Offer an apology
- Agree wherever you can
o Agree without conceding
o Accumulate Yeses
o Tune in to your opponent's wavelength
- Acknowledge the person
o Acknowledge his authority and competence
- Express your views without provoking
o Don't say BUT, say YES...AND
o Make I statements, not you-statements
o Step up for yourself
o Acknowledge your differences with optimism

Step 3: Don't reject....reframe (Change the game)
Step 4: Build them a golden bridge (Make it easy to say YES)
Step 5: Educate, don't escalate (Make it easy to say NO)
Conclusion: Turning adversaries into partners
Analytical table of contents


Getting Past No: Negotiating With Difficult People
Getting Past No: Negotiating With Difficult People
by Roger Fisher
Edition: Paperback
Price: £8.99

11 of 11 people found the following review helpful
5.0 out of 5 stars Negotiating with difficult people.....5 straightforward steps, 14 May 2011
Verified Purchase(What is this?)
William Ury wrote here an excellent sequel on the bestseller "Getting to Yes" and expands hereby the negotiation tools set to be more equipped towards dealing with the difficult person in a negotiaton (or situation).

The book follows 5 steps. It covers basic communication styles to diffuse the situation and elements to boost your BATNA (your best alternative) overall. The content list of his book gives already some ideas of this approach. The book covers these 5 steps in a schematic way, by being brief and very much to the point. Compact written and easy to assimilate.

William Ury does also give the course "Dealing with Difficult People and Difficult Situations" at the Program on Negotiation (PON) at Harvard Law School. This course follows also these 5 steps as illustrated here in this book. He is certainly a highly experienced and empathic speaker. He is a great person to come across and therefore I am not surprised he wrote a excellent book like this.

I certainly highly recommend his book, his negotiation course, as well as William Ury as public speaker/trainer.

Content:
Overview: Negotiating with difficult people

Step 1: Go to the balcony (Don't react)
- Keep your eyes on the prize
o Identify your interests
o Identify your BATNA
o Decide if your should negotiate
o Stay focused on your goal
- Name the game
- Buy time to think
o Pause and say nothing
o Rewind the tape
o Take a time-out
o Don't make important decisions on the spot

Step 2: Step to their side (Disarm them)
- Listen actively
o Give your opponent a hearing
o Paraphrase and ask for corrections
- Acknowledge the point & the person
o Acknowledge your opponent's feelings
o Offer an apology
- Agree wherever you can
o Agree without conceding
o Accumulate Yeses
o Tune in to your opponent's wavelength
- Acknowledge the person
o Acknowledge his authority and competence
- Express your views without provoking
o Don't say BUT, say YES...AND
o Make I statements, not you-statements
o Step up for yourself
o Acknowledge your differences with optimism

Step 3: Don't reject....reframe (Change the game)
Step 4: Build them a golden bridge (Make it easy to say YES)
Step 5: Educate, don't escalate (Make it easy to say NO)
Conclusion: Turning adversaries into partners
Analytical table of contents


Best Practices in Biotechnology Business Development
Best Practices in Biotechnology Business Development
by Yali Friedman
Edition: Paperback
Price: £49.99

3.0 out of 5 stars Article collection on biotech business development, 14 May 2011
Verified Purchase(What is this?)
This rather small book (186 pages) contains a collection of 11 articles written by 11 authors, covering biotechnology business development from various angles.

The quality of these articles is variable. Some articles are really good (still rather short) and some others are quite general. Also the focus is shattered around a bit with this "local expert" articles-approach.

So if interested in a rather basic overview dealing with biotech business development, go for it. On the other hand, if you expect a detailed in depth coverage I would encourage you to look elsewhere.

Overall the book cover price (US $67.95; £49.99) is rather expensive for the amount or quality of data covered.

Content:
1. Introduction - Yali Friedman
2. Top 5 Mistakes - Carlos N. Velez
3. Communicating with Investors and the Media - Fay Weston
4. Securing intellectual property from the inside out - John Avellanet
5. Aggressive intellectual property strategies - Gene Rzucidlo & Stefan Miller
6. Market based business development - Ryan Bethencourt
7. The ins and outs of in- and out-licensing - Gil Ben-Menachem
8. Free cash flow - the essential ingredient for growing a business - Gerald S. "Sandy" Graham
9. Biotechnology transfers and models facilitate access to biotechnology inventions - Oleksandr Skorokhod
10. Maximizing the strategy impact of health- and pharmaeconomics in biotechnology companies - Ulf Staginnus & Stephen Russell
11. Valuation of technologies through services - Ingrid Marchal-Gerez
12. How big is the world market for biopharmaceuticals - Ronald A. Rader


Thinkpak: A Brainstorming Card Deck
Thinkpak: A Brainstorming Card Deck
by Michael Michalko
Edition: Cards
Price: £19.00

3 of 3 people found the following review helpful
4.0 out of 5 stars Handy... if interested in the SCAMPER method, 11 May 2011
Verified Purchase(What is this?)
This brainstorming card deck is fully based on the SCAMPER method. And this method allows "looking" differently at any topic. As long as you are happy with using the SCAMPER method only, this set will do great. If you are eager to look beyond the SCAMPER method, this card deck might be too limiting.

The cards are well designed and nicely packed in a strong box for easy handling.

The cards covering evaluation techniques are quite powerful as they cover briefly methods like "the Walt Disney method", Flip a coin, DeBono's pos/neg/interesting, etc...handy to know about and to use!

SCAMPER:
Substitute something
Combine it something else
Adapt something to it
Magnify or Modify it
Put to other Uses
Eliminate something / Minify
Rearrange or Reverse it

Thinkpak consists of 56 cards + Instructions:
- Card 1: Reference list of SCAMPER method
- Card 2: Thinkpak guidelines - Basic techniques
- Cards 3-47: Idea stimulator
- Cards 48-56: Techniques for idea evaluation (DeBono's pos/neg/interesting, Walt Disney's method, Mapping, Flip a coin, etc...)

Contents "Instructions for using the brainstorming card deck":
- What is Thinkpak
- The Thinkpak cards
- Thinking about your subject
- Group brainstorming
- More inspiration
- Summary


Inside Job [DVD] [2011]
Inside Job [DVD] [2011]
Dvd ~ Matt Damon
Price: £3.00

7 of 8 people found the following review helpful
5.0 out of 5 stars Strong and well made documentary !, 10 May 2011
This review is from: Inside Job [DVD] [2011] (DVD)
"The global economic crisis of 2008 cost tens of millions of people their savings, their jobs and their homes. This is how it happened."

Opening of the movie...and screen over to the beautiful Icelandic landscapes and not so beautiful Icelandic bank disaster. The documentary smoothly continues to tackle the recent economic crisis in a structured way, including plenty of interviews with (most of the) key players, uncovering the underlying issues following 5 chapters. Some of the key players refused for obvious reasons, making this documentary still a very strong portrait.

Part 1 - How we got there
Part 2 - The bubble (2001-2007)
Part 3 - The crisis
Part 4 - Accountability
Part 5 - Where we are now

As the documentary illustrates nicely, it might all have looked complicated at the time, but in fact it was plain simple and this movie follows up on the promise to explain what drove this bubble to its expansion and more...Excellent done with great cinematography in between!

Investment banks, rating agencies, insurance companies, US presidents, foreign ministers, policy makers, lobbyists, university professors, institutional (control) organizations...all get covered in a clean and clear manner.

Worrisome is the realization that very few has been done lately to mitigate the risks to avoid such crisis in the future. Denial is still present and the documentary shows this in a superb way by interviewing some academics and lobbyists with their (documented) conflict of interest in place.

Feedback loops are important in any system, which is basic system thinking. The interesting element is that in nature as soon as you remove any feedback loop (or any feed forward loop) from a healthy cell, you end up with a cancer cell. And who wants that really? Applying this system thinking principle to the present situation and knowing that part of these feedback loops are still absent (by ignorance, greed or plain denial), future economic disasters could happen again. Related to this principle it is interesting to know that the planned regulations as promised at the time by Obama (promised before election) are still not in place (now being Q2 2011), leaving the window wide open for future meltdown sequels.

The strength of this documentary is showing the plain facts (with numbers!) and matching interviews in which hard questions are asked to key players. Sure this documentary shows perhaps one side of the dollar but it is an important side.

This is certainly NOT a Michael Moore style of documentary or interview.

Also worthwhile to see are the "deleted scenes" (under special features of the menu), with excellent contributions of Eliot Spitzer, Charles Morris, Dominique Strauss-Kahn, Gillian Tett, Jerome Fons, Lee Hsien Loong, Satyajit Das, Simon Johnson and Yves Smith.

Highly recommended!
Comment Comments (3) | Permalink | Most recent comment: Dec 29, 2011 7:47 AM GMT


The Magic Megaphone: How to Get Your Projects Unstuck and Back on Track in Under 60 Minutes
The Magic Megaphone: How to Get Your Projects Unstuck and Back on Track in Under 60 Minutes
by Nick Montoya
Edition: Hardcover

5.0 out of 5 stars Makes planning, leading and troubleshooting of projects fun !, 7 May 2011
This is a short and very fast read covering an excellent project management tool. This project management tool is designed to get projects unstuck and back on track under 60 minutes (or even less). Even if you are familiar with the classic project management tools (PMP, PRINCE2, etc..), you will find that knowledge of this method will be of great added value.

The method is extremely simple to learn and to implement, whether it is a team project or a personal project.
The book itself follows 4 people with actual stuck projects and the 5 steps needed to get their project back on track. The simplicity of the tool allows getting a quick frame on the present situation such to be able to move forward.

I can see this method used even in technical loaded situations and I certainly can see this method applied with great success in blocked team settings. Recently I have been using this method for personal projects and each time I am amazed to see how fast I was able to get the actual plan written down and in action, following these 5 easy steps.

Makes planning, leading and troubleshooting of projects fun!

Table of Contents:

Foreword
Introduction

Part I - The Magic Steps

Step 0 - ReOrient (How you look at projects and problems)
Step 1 - Mega Mission (Why does your project exist?)
Step 2 - Mega Benefits (Translating your MegaMission into key values and benefits)
Step 3 - Mega Targets (Who cares or who should care)
Step 4 - Mega Magic (What does success sound like)
Step 5 - Mega Plan (Getting into action)

Part II - Mega Successes
Mega Successes
Mega Questions


Being Genuine: Stop Being Nice, Start Being Real
Being Genuine: Stop Being Nice, Start Being Real
by Thomas D'Ansembourg
Edition: Paperback
Price: £14.99

9 of 9 people found the following review helpful
5.0 out of 5 stars Stop being nice, start being real....yes for real, 10 April 2011
Verified Purchase(What is this?)
When applying empathy in our communication we have 3 options:
- Listen to others with empathy
- Speak to others with empathy
- Self-empathy

This book starts with the self-empathy stand and explores from that angle the empathic (nonviolent) communication towards others (by listening and by speaking).

Thomas D'Ansembourg does an excellent job here to go beyond the "it-looks-good-on-paper-so-it-must-be-good" phase and explores and suggests ways to ingrate this method in our daily thinking, relationships, business and social context.

Empathic communication or nonviolent communication (NVC) is the opposite of the judgmental style of communication. And this judgmental communication style is something most of us have been brought up with and use in (work) relationships. The main issue with this judgmental style of communication is that it results in a loss of connection (within us or with others) and therefore results in a loss of authenticity.

The NVC communication model based on 4 steps gets covered in detail (Ref Marshall B. Rosenberg):
- To observe, without judgment, analysis or evaluation
- To express feelings following up on this observation
- To express the needs connected with these feelings
- Making a request (towards ourselves or towards the other person) such these needs can be met within reason

The nice element of this book is also the focus on authenticity itself and the (self-empathic) way of getting a more authentic person, therefore the subtitle "stop being nice, start being real". It is in part autobiographic as Thomas describes his own experiences in becoming more real and this through honest and "real" communication towards himself and others.

Highly recommended!

Related suggestions:
- Words that work in business, a practical guide to effective communication in the workplace (Ike Lasater)
- Non violent communication, a language of life (Marschall B. Rosenberg)

Contents
Preface - Moving from being nice to being genuine
Introduction
1 - Why we are alienated from ourselves?
2 - Becoming aware of what we are truly experiencing.
3 - Becoming aware of what others are truly experiencing.
4 - Creating a space to connect.
5 - Emotional security and meaning: Two keys to peace.
6 - Sharing information and our values.
7 - Method
Epilogue - Cultivating pease
How to use the NVC process
Some basic feelings and needs we all have


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