Selasa, 31 Agustus 2010

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Dragon Age: The Stolen Throne, by David Gaider

After his mother, the beloved Rebel Queen, is betrayed and murdered by her own faithless lords, young Maric becomes the leader of a rebel army attempting to free his nation from the control of a foreign tyrant. His countrymen live in fear; his commanders consider him untested; and his only allies are Loghain, a brash young outlaw who saved his life, and Rowan, the beautiful warrior maiden promised to him since birth. Surrounded by spies and traitors, Maric must find a way to not only survive but achieve his ultimate destiny: Ferelden's freedom and the return of his line to the stolen throne.

  • Sales Rank: #13736245 in Books
  • Published on: 2010-03-23
  • Formats: Audiobook, CD, Unabridged
  • Original language: English
  • Number of items: 11
  • Dimensions: 6.40" h x .90" w x 6.70" l,
  • Running time: 46800 seconds
  • Binding: Audio CD
Features
  • ISBN13: 9781400146215
  • Condition: New
  • Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

Review
"Hoye is a deliberate narrator who maintains a steady, forceful pace as he recounts the many challenges Maric encounters through battles and ordeals against strong odds." ---AudioFile

About the Author
Game designer David Gaider was the lead writer on the role-playing game Dragon Age: Origins. He previously worked on such titles as Baldur's Gate 2: Shadows of Amn; Star Wars: Knights of the Old Republic, which earned him a Game Developer's Choice Award; and Neverwinter Nights. He lives in Alberta, Canada.

Actor Stephen Hoye is a graduate of London's Guildhall and a veteran of London's West End. An award-winning audiobook narrator, he has won thirteen AudioFile Earphones Awards and two prestigious APA Audie Awards.

Excerpt. © Reprinted by permission. All rights reserved.
DRAGON AGE: THE STOLEN THRONE (Chapter 1)

"Run, Maric!"

And run he did.

His mother's dying words whipped him into action. The image of her grisly murder still burning in his mind, Maric reeled and plunged into the trees at the edge of the clearing. Ignoring the clawing branches that scraped at his face and clung to his cloak, he blindly forced his way into the foliage.

Strong hands grabbed him from behind. One of his mother's men, or one of the traitors who had just orchestrated her death? He assumed the latter. Grunting with effort, Maric shoved back, struggling to dislodge the hold on him. He succeeded only in getting a few more branches striking him in the face, the leaves blinding him further. The hands attempted to haul him back into the clearing, and he dug his boots into the ground, gaining a bit of purchase on gnarled tree roots. Maric violently shoved back again, his elbow connecting with something hard . . . something that gave way with a wet crunching sound and a startled grunt of pain.

The hands loosened, and Maric leaped forward into the trees. His cloak resisted, jerked him back. Something had caught on his long leather coat. He twisted and fought frantically, like a wild beast caught in a trap, until he somehow wriggled himself out, leaving the cloak torn on a branch. Maric gasped, launching himself into the darkness beyond the clearing without risking even a glance behind. The forest was old and thick, allowing only the faintest beams of moonlight through the dense canopy. It was not enough to see by, only enough to turn the forest into a maze of frightening shadows and silhouettes. Tall twisted oaks stood like dark sentinels, surrounded by dense bushes and recesses so black, they could have held almost anything.

He had no idea where he was going; only his urge to flee guided his feet. He stumbled over roots that jutted out of the uneven ground and bounced off solid tree trunks that kept springing out of nowhere. Wet and slippery mud made his steps treacherous and his balance so precarious, it seemed the ground might give way beneath him at any moment. The woods were completely disorienting. He could have been running in circles, for all he knew. Maric heard men shouting as they entered the woods behind him, giving chase, and he could clearly make out the sounds of fighting as well. Steel blade ringing on steel blade, the cries of men dying--his mother's men, many he had known his entire life.

As he frantically ran on, images kept whirling through Maric's mind. Moments ago, he had been shivering in the cold forest clearing, convinced that his presence at the clandestine meeting was more a formality than anything else. He barely paid attention to the proceedings. His mother had informed him earlier that with the support of these new men, the rebellion would finally become a force. These men were willing to turn on their Orlesian masters, she said, and that made it an opportunity she wasn't willing to pass up after so many years spent running and hiding and only picking what battles they could win. Maric hadn't objected to the meeting, and the idea that it might be risky never even occurred to him. His mother was the infamous Rebel Queen; it was she who had first inspired the rebellion, and she who led the army. The battle had always been hers and never his. He, himself, had never even seen his grandfather's throne, never understood the power his family had possessed before the Orlesians invaded. He had spent his entire eighteen years in rebel camps and remote castles, endlessly marching and forever being dragged along in his mother's wake. He couldn't even imagine what it might be like to not live that way; it was a completely foreign concept to him.

And now his mother was dead. Maric's balance was ripped from him, and he tumbled in darkness down a short hill covered in wet leaves. He slid awkwardly and slammed his head against a rock, crying out in pain. His vision swam.

From far off came a muffled answering cry of his pursuers. They had heard him.

Maric lay there in the moonlit shadows, cradling his head. It felt like it was on fire, a raging inferno that blotted out reason. He cursed himself for being so stupid. By sheer luck if nothing else, he had managed to run some distance into the forest, and now he had given away his location. There was a thick wetness on his fingers. Blood was caking in his hair and running down around his ears and neck--warm in sharp contrast with the frosty air.

For a moment he shook, a single sob escaping his lips. Maybe it was best just to lie here, he thought. Let them come and kill him, too. They had already killed his mother and earned whatever lavish reward the usurper had surely promised them. What was he, besides an extra body to be slaughtered along with the too-few men Mother had brought? And then he froze as a terrible realization settled at the edge of his consciousness.

He was the King.

It was ridiculous, of course. Him? The one who elicited so many impatient sighs and worried looks? The one for whom Mother always had to make excuses? She had always assured him that once he got older, he would grow into the same easy authority that she evinced. But that had never happened. It was no great offense, either, as he had never taken seriously the idea that his mother might actually die. She was invulnerable and larger than life itself. Her death was a hypothetical thing, something that had no actual bearing on reality.

And now she was gone and he was supposed to be King? He was to carry on the rebellion on his own?

He could just imagine the usurper upon his throne in the capital, laughing uproariously when he received the news of Maric's succession. Better to die here, he thought. Better that they put a sword through his gut, just as they had done to his mother, than to become the laughingstock of Ferelden. Maybe they would find some distant relative to take up the banner of rebellion. And if not, then it was best to let the bloodline of King Calenhad the Great die here. Let it end with the Rebel Queen falling just short of her goal--rather than petering out under the leadership of her inept son.

There was a certain amount of peace in that thought. Maric lay there on his back, the damp coldness of the leaves and mud almost comforting against his skin. The irregular shouts of the men drew nearer, but it was almost possible for Maric to blot them out. He tried to focus solely on the rustling of the leaves in the wind overhead. The tall trees stood all around him, like giant shadows peering down at the tiny figure who had tumbled at their feet. He could smell the pine, the tartness of nearby tree sap. These forest sentinels would be the only witnesses to his death.

And as he lay there, the pain in his head dulling to an insistent throb, the thought rankled. The men who had lured his mother here with promises of aid were nobles of Ferelden, the sort who had bent knee to the Orlesians so they could keep their lands. Rather than finally live up to their ancestral oaths, they had betrayed their rightful Queen. If no one escaped to inform those who had remained with the rebel army about what had actually happened, they might never know the truth. They would guess, but what could they do without proof? The traitors might never pay for their crime.

Maric sat up, his throbbing head protesting fiercely. Aching and shivering, he was wet and chilled right to the bone. Getting his bearings was difficult, but he guessed he was not far from the edge of the forest. He had stumbled only a short ways in, and the men chasing him were not far away, searching and calling out to each other. Their voices were getting fainter, however. Maybe he should just remain still? He was in some kind of a depression, and if he stayed there long enough, these men could pass him by, giving him enough time to catch his breath. Perhaps he could find his way back to the clearing and see if any of his mother's men had survived.

A sudden crunch of twigs nearby made him stop again. Maric listened carefully in the darkness for an agonizing moment, but heard nothing. The noise had been a footstep; he was sure of it. He waited longer, not daring to move a muscle . . . and heard it again. Quieter, this time. Someone was definitely trying to sneak up on him. Maybe they could see him, even if he couldn't see them?

Maric cast about desperately. The far side of the hollow he was in opened up into a downward slope. It was difficult to tell the general terrain with so little moonlight coming through the canopy. There were also trees in that direction, roots and thick bushes that would prevent him from crawling out of sight. He either had to stay where he was . . . or climb out.

A squelch of wet leaves nearby forced Maric as low to the ground as he could go. Listening closely was difficult given the muted shouting in the distance and the sound of the wind blowing high in the trees, but he could ever so faintly detect the soft steps of someone passing nearby. He suspected they couldn't see him at all. In fact, it was dark enough that his pursuer would likely end up doing exactly what Maric had done and fall right into the hollow.

Maric didn't exactly relish the idea of his enemy falling on top of him, so he cautiously tried to get up onto his feet. Sharp pain lanced through his knees and arms. There were cuts on his face and hands from the branches, and he was sure there was a gash on his head . . . but it all felt distant, as if someone else were experiencing the pain. He tried to control his movements, making them slow and quiet. Smooth. And he continued to listen for more footsteps, anxiously biting his lower lip. It was difficult to hear anything over the desperate thumping of his heart. Surely it was obvious to whoever was out there. Perhaps they were closing in for the kill even now, laughing at his terror.

Breathing deliberately, sweating despite the chill, Maric slowly pulled himself upright enough to get both his feet underneath him. His right knee spasmed, ...

Most helpful customer reviews

0 of 0 people found the following review helpful.
Must read for true Dragon Age fans
By Sarah
I enjoyed this book. It kind of read like the games at some parts but there was enough, character development, suspense and action to keep my attention. I also loved learning about characters I had only heard about in the games. Background context is wonderful when it comes to Dragon Age as the story line and characters are so complex.

My main complaint is that the ending felt a little forced and cut-off, like we missed a chapter somewhere. However, if you're a die hard Dragon Age fangirl and gamer like me, this book is a must read, particularly if you play the first game, Dragon Age: Origins. I have to say though, I wasn't a real fan of Maric after this book. I hadn't thought about him much before this, but I wasn't impressed. Definitely gives you a bit of insight into his sons and why they are the way they are and why it was a good thing one of them "got away" so to speak. (Don't want to give any spoilers).

Love Dragon Age and feel a real connection with all the characters? Buy it. Buy them all.

0 of 0 people found the following review helpful.
The one good thing that I will say about The Stolen Throne ...
By Philip James Lindecker
The one good thing that I will say about The Stolen Throne is that the characters were well created. It focuses mainly on four central characters. Prince Maric, who’s leading the rebellion to retake his kingdom. Loghain, who become one of his best friends… I really have no idea why because Loghain is such an unlikable character. Rowan, who is betrothed to Maric, but they act more like buddies than anything else. And Katrial, and elf bard who’s a double agent until she falls in love with Maric… Again I have no idea why, because for most of his parts, Maric does nothing but whine.

Okay… got the good out of the way, now onto the bad. The book is just flat out boring! There’s maybe two fight scenes in the entire book that are described in any detail at all. It’s really hard for me to remember anything else about the book… it was that boring! I remember David Gaider seemed to put a lot of emphasis on the chemistry between the four previously mentioned characters, but like I said before, I just don’t understand why they would even stick together.

The book has no real plotline, well rounded although boring characters, and a completely unsatisfying ending that offers no closure at all. This could have been story about an inexperienced king who grows into a great warrior and leads his rebel army against a brutal usurper, but it's not. It could have been about a heroic underdog who journeys around his kingdom in secret, rallying new followers to his cause until he finally gains enough support to challenge the invaders in open combat, but it's not. Instead it's a boring story about an immature prince trying to build relationships with the aforementioned characters. Gaider further disappointed me by completely skipped over the Battle of Riverdane that was turning point of the war, and then he did the exact same thing with the final battle where they finally killed the usurper king! The final battle was described second hand in the epilogue in a few measly sentences! I remember when I finished reading The Stolen Throne, I put the book down, and thought to myself, ‘Well I’m never getting those 16 hours of my life back!’

Bottom line, I left feeling angry and unsatisfied, and I feel I can only recommend this book to diehard fans of Dragon Age.

0 of 0 people found the following review helpful.
This was a really nice way to learn a good chunk of the history ...
By MegKamikaze
I was first introduced to the dragon age world through the Inquisition game, so I really wanted to learn everything I could about his world. This was a really nice way to learn a good chunk of the history of Ferelden (and a bit of Orlais), how the inhabitants interacted and what caused many of the political strife between the two countries. It also gave me necessary backstory into some rather important characters and their motivations behind some of their actions, both in the past and in the future (which is when the first dragon age game starts). I definitely would recommend this book to anyone who wants to learn more about the history and past figures of the dragon age world

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Most helpful customer reviews

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Kamis, 26 Agustus 2010

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Assessment of Skeletal Maturity and Prediction of Adult Height, by Gunilla Tanner, Michael J. R. Healy, H. Goldstein, Noel Cameron, N. Cam

This book is a comprehensive and practical guide to assessing skeletal maturity and predicting adult height in children. It takes the reader through the main scoring systems and uses radiographs to illustrate the main stages of bone maturity in male and female children. The FREE CD-ROM contains a growth height prediction program, helping to predict growth height for each patient and storing data for comparison as the patient grows.

  • Sales Rank: #4723642 in Books
  • Published on: 2001-03-23
  • Original language: English
  • Number of items: 1
  • Dimensions: 12.00" h x 8.75" w x .50" l,
  • Binding: Hardcover
  • 128 pages

About the Author
James M. Tanner, Consultant Auxologist, University of London, London, UK; Michael JR. Healy, University of London, London, UK; N. Cameron, Department of Human Sciences, University of Technology, Loughborough, UK

Most helpful customer reviews

2 of 3 people found the following review helpful.
good work for many doctors and children
By A Customer
measurement of Bone age, is to say assessment of skeletal maturity was complex and vague work. Two method were usually used. One was Greulich and Pyle.s atlas. It was original and traditional method but was outdated on some point. Other was this book, Tanner and Whitehouse,s method, It,s 3rd edition was published on 2002. Additionally prediction of Adult Height was added. I prefered this book. But Its data and technique was not confirmed generally.
(Soory for my poor writing, But it was good book for pediatrician and prthopedic surgeon)

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Sabtu, 14 Agustus 2010

[A761.Ebook] Ebook Download Hablando bien se entiende la gente 2 (Spanish Edition), by Asociación Norteamericana de la Lengua Española

Ebook Download Hablando bien se entiende la gente 2 (Spanish Edition), by Asociación Norteamericana de la Lengua Española

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Hablando bien se entiende la gente 2 (Spanish Edition), by Asociación Norteamericana de la Lengua Española

En el anuncio de una sastrería se leía: “ ‘Se alteran’ pantalones”. ¿Cómo? ¿Pantalones enojados? Sin duda el anuncio quería decir que se arreglaban pantalones. Aunque el adjetivo alterado significa también cambio —“Lo encontré muy alterado; seguramente le habrían dado una mala noticia”—, en este caso de la sastrería el término más preciso es arreglar. Cuando vives en los Estados Unidos, hablar español correctamente se vuelve una “Misión casi imposible”. Cada día usamos más traducciones erróneas para comunicarnos; como es el caso, por ejemplo, del uso de “carpeta”, del inglés carpet, para referirnos a la alfombra, o “parquear”, del inglés parking, cuando lo que realmente queremos decir es estacionar. En Hablando bien se entiende la gente 2 la Academia Norteamericana de la Lengua Española reanuda la divertida aventura que inició en el 2009. En esta continuación del exitoso Hablando bien se entiende la gente, encontrarás los términos correctos para cientos de palabras así como las respuestas a algunas de las preguntas que nos hacemos más frecuentemente sobre el uso del idioma. ENGLISH DESCRIPTION Speaking Spanish correctly when living in the United States can become a “Mission almost Impossible.” Every day, more and more incorrect translations are used in our routine communications. Such is the case, for example of using the term “carpeta” (from the English word “carpet”) to refer to “alfombra,” or the use of “parquear” (from the English word “parking”), when what we really should be using is “estacionar.”In Hablando bien se entiende la gente 2, the North American Academy of the Spanish Language resumes the humorous and compelling adventure that began in 2009. In this sequel to the successful Hablando bien se entiende la gente, you will find the correct terms for hundreds of words—as well as the answers to some of the most frequently asked questions regarding the use of the language.

  • Sales Rank: #1040988 in Books
  • Published on: 2013-03-25
  • Original language: Spanish
  • Number of items: 1
  • Dimensions: 9.00" h x .29" w x 6.00" l, .0 pounds
  • Binding: Paperback
  • 178 pages

Most helpful customer reviews

2 of 2 people found the following review helpful.
La diversidad de variantes dialectales del español en Estados Unidos ...
By María Elena Pelly
La diversidad de variantes dialectales del español en Estados Unidos inmersas en un ambiente anglohablante crea una situación sociolingüística propicia para confusiones, interferencias e influencias en el uso del castellano. Ante esta situación, además de estudios científicos de la lengua cuya utilidad es mediata, se requiere de una herramienta práctica accesible a todos los hablantes, que oriente y encauce la comunicación en español.
La sola existencia de ambos tomos de Hablando bien se entiende la gente es un estímulo para el cultivo de la lengua, y con humor ¿por qué no? Freud ayuda a tener un concepto de humor que permite comprender que, en estos libros, no es burla, mucho menos para los latinos; por el contrario, resulta un camino expedito, alegre y familiar hacia el mejor hablar evitando teorías y terminologías infranqueables para la mayoría de los hablantes; esta familiaridad con los lectores garantiza su utilidad masiva. Por eso que ya recibe el reconocimiento de aquellas personas a quienes están dirigidos.
La guía práctica que se presenta en Hablando bien se entiende la gente 1 y 2 no constituye un quehacer aislado, sino que complementa y se suma a la ingente labor que realiza la Academia Norteamericana de la Lengua Española tanto para dirigir y coordinar el estudio científico de esta lengua en Estados Unidos como para gestionar ante las autoridades correspondientes las medidas que asegurem adecuados métodos para su enseñanza -junto al inglés-, su aceptación, difusión y desarrollo.
Hablando bien se entiende la gente es útil en los Estados Unidos, pero su valor puede crecer también en países hispanohablantes donde se producen algunos de los fenómenos lingüísticos tratados en esta obra, bien por causas específicas del uso del español bien porque la influencia del inglés ya trasciende fronteras.

María Elena Pelly

0 of 0 people found the following review helpful.
Could be better
By Bill P
There are some interesting observations, but I didn't like it as well as the first edition. I got the impression that the compilers must have said,"Ah, let's find a few more expressions and publish another book. Maybe it'll sell." It's useful and interesting, but it could have been much better.

0 of 0 people found the following review helpful.
Four Stars
By Sofia Peralta
Helpful with understanding common mistakes when translating English words to Spanish

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Rabu, 11 Agustus 2010

[W417.Ebook] Ebook Download Managerial Economics, by William F. Samuelson, Stephen G. Marks

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Managerial Economics, by William F. Samuelson, Stephen G. Marks

Samuelson & Marks’ Managerial Economics, 8th Edition provides a detailed introduction to managerial economics for undergraduates, MBAs, and executives. This text illustrates the central decision problems managers face and provide the economic analysis they need to guide these decisions.

  • Sales Rank: #86449 in Books
  • Published on: 2014-11-03
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.20" h x .70" w x 7.30" l, 1.80 pounds
  • Binding: Paperback
  • 576 pages

Most helpful customer reviews

1 of 1 people found the following review helpful.
but it is an excellent text! The authors really make it user friendly
By Amazon Customer
I rented this textbook for school purposes, not for pleasure, but it is an excellent text! The authors really make it user friendly, especially the mathematical explanations, both algebraic and calculus. I also like how after a new concept was explained there was a sample problem to be done right there so the process was fresh in the readers mind; it has been a long time since I was in a math class so I found that extremely helpful. There are two things that I dislike about this text, one is that is has no glossary, but the definition of terms in the text makes up for that. They are clearly defined and not just in one chapter, if the term comes up again in a different scenario is it defined again. The other thing I didn't really like about the text was that it was a bit repetitive the beginning and end of each chapter making the text longer, the only perk to this is that each time it repeated itself it built upon the idea a bit building a better understanding.

1 of 1 people found the following review helpful.
The book at times is not easy to follow
By Keith Talbert
The book at times is not easy to follow, but it does give you a great review of managerial economics.

0 of 0 people found the following review helpful.
Easy textbook to follow
By Waterdancer99
It has lesson objectives, summaries, nuts and bolts, and appendices for every chapter. It is relatively simple, clear, thorough, and explains how to do the work on spreadsheets. Entire book was in tact, including publishing info, and it arrived quickly. I will do business here again!

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Selasa, 03 Agustus 2010

[F233.Ebook] Ebook Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table, by Reed Holden, Mark Burton

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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table, by Reed Holden, Mark Burton

Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.

  • Sales Rank: #547319 in Books
  • Brand: Holden, Reed K./ Burton, Mark R.
  • Published on: 2008-02-25
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.30" h x .88" w x 6.35" l, .90 pounds
  • Binding: Hardcover
  • 240 pages

From the Inside Flap

Face facts: Customers have never met a price they liked. And they will use every trick in the book to get you to lower your prices and give up profits. The typical business response is to discount, discount, discount—resulting in less revenue and lower profits.

In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process of discovering and defending the value you create for customers.

Holden and Burton show you how you can get everyone in your firm to feel 100% confident in your pricing—no matter what customers are saying or how fierce the competition. By following the ten simple rules outlined in Pricing with Confidence, you will be able to hold steady or even raise prices while your customers experience increased value for every dollar they spend. The result is increased revenues and profits.

Pricing with Confidence is a road map for senior leadership in sales, marketing, finance, and pricing to work together to outperform the competition. Pricing with Confidence is organized into ten simple and practical rules to help senior leaders tackle rampant price discounting, negotiate with poker-faced customers, and protect the value a company works so hard to create.

From the Back Cover

Pricing with Confidence

Pricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right. Here is a sampling of the rules you need to follow if you want to stop leaving money on the table:

Rule One: Replace the Discounting Habit with a Little Arrogance

Who says you have to discount? See how one company kicked the end-of-quarter discount habit and increased revenue seventeen percent and profits thirty-seven percent, grabbing $300 million off the poker table.

Rule Two: Understand Your Value to Your Customer

Your customers are eager to tell you. Are you ready to listen? By focusing on value delivered, Phillips garnered twenty-five percent of the price-competitive lamp market. See how Phillips did it.

Rule Three: Apply One of Three Simple Pricing Strategies

One of these three simple strategies will work for you. See how Dell stumbled with the wrong pricing strategy and how it recovered.

Rule Five: Price to Increase Profits

Revenue is good, but profits are better. Southwest Airlines and JetBlue have figured this out and avoided "dumb-bell pricing." Here's how you can, too.

Rule Eight: Build Your Selling Backbone

Use the first seven rules to add confidence as you sell to tough customers. Find out how a supplier of commodity electronics grabbed an extra $12.5 million off the table in a tough customer negotiation.

About the Author

Dr. Reed K. Holden is founder of Holden Advisors, a pricing consulting firm that specializes in working across product, marketing, pricing, and selling functions to improve pricing performance. Dr. Holden is an Adjunct Associate Professor at Columbia University. He has been speaking professionally for twenty years and is a regular keynote speaker on pricing and customer value. He can be reached at rholden@holdenadvisors.com.

Mark R. Burton is cofounder and Vice President of Holden Advisors. He speaks frequently at Fortune 2000 events and conferences, and has developed leading-edge, risk-based models for the pricing industry. He can be reached at mburton@holdenadvisors.com.

For more information, please visit: PricingWithConfidenceBook.com

Most helpful customer reviews

34 of 34 people found the following review helpful.
Setting an optimal price where company profits are maximized is one of the most difficult decisions to make when starting a biz.
By Jeff Lippincott
I liked this book a lot. I thought it was well outlined and well written. The book's overall message is that the small business owner should link prices to the value delivered. The reader should be able to optimize pricing for her services or products after considering the 10 rules of pricing presented in this book:

1. Generally, don't let the customer talk you down in price
2. Price your service or product at a level that a customer is willing to pay if they understand the value of your service or product
3. Know which of three pricing strategies you are using and stick to it
4. It's OK to negotiate price with customers, but make sure you win
5. It's OK to lower prices, but only in order to increase profits
6. Expand your offerings so you aren't locked into one price for one product
7. Great pricing will often force your competition to react to your pricing
8. Your company's sales force has to be expert at why and how you priced your services or products
9. Set prices based on value - not on cost-plus
10. Always keep in mind you are in business to make a profit without leaving money on the table

I loved the instruction that the author provides regarding how an owner of a small business has to be willing (and able) to fire unprofitable clients and customers. Business people who compete on price are playing a fool's game. Smart business owners understand that value is the basis for business exchange and that to be successful at business one must FULLY understand value. This book puts forth a pretty good effort to help the reader fully understand value, or at least how to go about fully understanding value after doing a little investigation and research of the market.

Pricing goods and/or services is far from simple. And setting an optimal price is one of the most difficult decisions to make when starting a business. Furthermore, as a business grows and matures pricing at an optimal level continues to be difficult. Prices never stay the same because demand never stays the same. To do this well one must know the market (competitors & customers), know the costs, know the perceived value, and know the actual value.

Getting a handle on all this is not particularly easy. This is especially true because customers are often times very hard to figure out. Some are price buyers, some are value buyers, some are relationship buyers, and some are poker-playing buyers. Knowing these four types of buyers is a heads up for the small business person. But he or she still has to read the customer and figure out which one of these four the customer is before negotiations can be performed in favor of the seller. Read this book and start on your path of being a better pricer of your services or goods. 5 stars!

20 of 23 people found the following review helpful.
Priceless Wisdom From Reed Holden and Mark Burton
By Ron Baker
The American writer Alfred Kazin remarked that "One writes to make a home for oneself, on paper, in time and in other's minds."

Well, Reed Holden certainly has had a place in my mind since I first read him back in October 1998. His book, co-authored with Thomas T. Nagle, The Strategy and Tactics of Pricing (STP) is a seminal work, adorning the bookshelves of anyone who takes pricing seriously. With this influential book, Holden and Nagle are probably more responsible than any other individuals for putting pricing on the organizational charts of companies around the world.

I was fortunate enough to receive an advance copy of Reed Holden and Mark Burton's new book, Pricing With Confidence, spending a couple of days after the New Year absorbing its many lessons. Of course, there is no possible way to do justice to this work in such a short space, so instead I will simply share with you some of the more brilliant insights that struck me like a thunderbolt.

In addition to a brief synopsis of the Ten Rules of Engagement, the Introduction starts out with a discussion of the pricing death spiral, a never-ending process whereby the buyer continuously gets the seller to offer more and deeper discounts. A process, the authors teach, with no winners, only survivors. The Ten Rules offered in the book are effective strategies to counter this trap--along with capturing more of the value a company creates.

The Introduction also contains a discussion on "What Is Your Pricing Purpose?" offering this advice: "In Reality, pricing is far from simple. Setting the optimum price is one of the most difficult decisions managers ever make."

Amen. This statement recognizes that pricing is not a science, it is an art; but it's also a skill, meaning the more we do it, the better we get. The authors also suggest that the highest purpose of pricing is to increase profits.

The summary of Rule Two proffers this sage advice: "You can't have confidence in your pricing until you have confidence in the financial value that your offerings create for customers. Even though many managers are convinced they can't get this information, the reality is that most of your customers are eager to tell you. All it takes is asking the right questions and being willing to listen."

Yet how many firms truly understand this? It's much easier to sit around and lament the fact that what they sell is increasingly a "commodity," complaining about the procurement process, and whining that customers simply don't understand the value they create. But that's the cowardly way out, shifting blame and responsibility onto others.

If companies themselves don't take responsibility for comprehending, communicating, creating, convincing and capturing value, who will? How can you change something if you don't accept responsibility for the underlying causes?

The discount habit--what they label discount creep--is usually the result of either selling to customers who don't value what is offered, or a wrong customer to begin with--as they write, "the price isn't wrong; the customer is."

Rule Four identifies four types of customers: price buyers, value buyers, relationship buyers, and a group they call poker-playing buyers. The chapter goes on to discuss strategies--honed by real-world experience--on how to deal with each type that are worth the price of admission.

Lest anyone accuse me of writing a hagiographic review, I don't agree with everything in this book, a source of endless exchanges of emails between Reed and myself.

My biggest disagreement is with Rule Nine: "Take Simple Steps to Move From Cost-Plus to Value-Based Pricing." It's not that I disagree with the necessity of an incremental approach--since the cultural change required for any company to move to real Value Pricing is massive--it by necessity must be incremental.

My issue is with this statement: "There is nothing wrong with cost-plus pricing as long as it does a good job of leveraging the financial value you create for customers." Yet, it's highly unlikely that cost-plus pricing does this, except by coincidence.

My worry with this statement is that some leaders will use it as an excuse to delay, or put off entirely, making the transition to VP. Replacing cost-plus theory with value-based theory is hard enough without some people clinging to any last vestige of the proprietary of the old model, especially from someone as prominent as Reed Holden.

But then they write: "An important point about cost-plus pricing is that most organizations are comfortable with it," all I can say is a lot of people are comfortable being fat, but that doesn't make it optimal. I also reject their notion that "If an organization sharpens the quality of its costing data, it is always in a superior position." And "Applying incremental costing produces what we call value-enhanced cost-plus pricing." Huh? That's a enhanced contradiction in terms--like jumbo shrimp.

But becoming more accurate cost accountants isn't going to make a company become better pricers. Toyota doesn't even use a standard cost accounting system, but rather a process they call target costing.

These technical disagreements aside, they take nothing away from this work--a fantastic book that should be read by anyone who considers themselves serious about creating and capturing value through better pricing. Reed and Mark have created another permanent home in my mind with this work.

12 of 14 people found the following review helpful.
Practical steps that will improve pricing - Just do them
By Jim Geisman
Often books written by pricing consultants look at situations and tell the reader "what is possible". Many of these books should have a disclaimer saying "consultants not included" since many times the only way to get results is by hiring consultants.

While those books are rich on methodologies, analyses and frameworks, they are poor on answering the question "So what should I do first thing tomorrow?" That is where Pricing With Confidence comes in.

Reed Holden, one of the pricing community's thought leaders has authored a new book along with Mark Burton, co-founder of Reed's new consulting organization, Holden Advisors. General Managers and people in pricing functions will find this book valuable for several reasons.

First, the authors offer, as they say, ten ways to stop leaving money on the table. Second, the suggestions are immediately actionable without consultants. Third, they will bolster your confidence that, with some intestinal fortitude, change is possible.

The book chapters are devoted to each of the ten ways to stop leaving money on the table. The writing is down-to-earth and easy to read (and, even more important, easy to understand). For those readers who may want to skim the book, they would be well advised to read the introduction that contains an excellent summary of the ten chapters.

This book deserves bookshelf space for people who want to find ways to improve their company's financial performance and are willing to make the necessary incremental changes. There is no silver bullet or magic in Pricing With Confidence. It is a straightforward book that proves, once again, that 80% of success is just showing up (and doing a few things right.)

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