Nonfiction Books

An introduction to my nonfiction books, with sample chapters online...

B2B Sales: An Insider's Guide to Organizational Selling [Paperback and Kindle]

Organizational customers have their own unique ways of making decisions, and this book will give you an insider's perspective. Written by a 20-year veteran of B2B sales and purchasing, this book explores the challenges of B2B sales from both sides of the sales/purchasing equation. Explore the intricacies of selling to committee purchasing teams. Gain the insider's perspective that other salespeople lack.

Highlights include:
  • Master the committe-based sales situation. Learn why purchasing and end user groups at the Fortune 500 require different sales pitches, and how to filter information for both.
  • Speak the same language as your organizational customers. Understand how to align the traditional sales cycle to the corporate purchasing process. Learn the one discipline that will make every buyer eager to accept your calls.
  • Overcome the price vs. cost challenge. Learn the rules for quoting to B2B prospects, and discover how you can protect your company's pricing position in an era of rigorous cost analysis.
  • Never struggle with B2B cold calling again. Use five basic steps that make B2B cold calling far less nerve-wracking.
  • Move beyond the sales techniques that everyone else uses. Most sales techniques originate in B2C sales, which are inappropriate for B2B situations. The inside perspective of this book will help you to identify what aspects of your sales style may be holding you back when making pitches to large customers.
  • Work more effectively with corporate purchasing departments. Take an honest, inside, and "politically incorrect" look at Fortune 500 purchasing departments. Learn why many corporate buyers are challenging business partners, and how you can modify your style to reduce friction and be seen as an asset by even the most cynical buyers and purchasing managers. 
  • Understand how the Internet has impacted B2B sales. Learn how the information glut has changed the way organizational customers interact with salespeople, and how you can turn the new environment to your advantage.
  • The paper purchasing trail, organizational budgets, and more. This book explains the nuts and bolts as well as the "big picture." From organizational budgeting strategies to RFQs and online purchasing systems, this book gives you a grasp of the details that take many salespeople years to acquire through osmosis. 

Online Chapters: 

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Understanding the Middle East: History, Religion, and the Clash of Cultures [Paperback/ Kindle]

A chronological look at major conflicts and events in the history of the Middle East, from ancient through modern times. Understanding the Middle East is for the non-specialist reader who would like to better understand the historical events that are currently shaping the news.

Special topics include the Crusades (and their lasting impact), the Iranian Islamic Revolution, and Saudi Arabia's emergence as a petro-state and global sponsor of Wahhabi Islam. The rise of Islamic terrorism is also covered extensively.

Written in the wake of 9/11 and Operation Iraqi Freedom, this volume focuses on topics and conflicts that would be of greatest interest to outside observers of this tumultuous and important region.

Critical praise: 

Understanding the Middle East made the Catholic World Report's "Best Books I read in 2012" list. Read about it here:

Sample Chapters:

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Native English-speakers have become overly dependent on the language skills of others. And this dependence costs us dearly. The first half of this book examines the commercial, social, and political implications of American monolingualism. As Americans ignore foreign languages, new economic and political trends are making foreign language skills essential for native English-speakers in the twenty-first century. We need foreign language skills to compete successfully in the global marketplace, to understand others, and to protect ourselves from emerging threats throughout the world. The second half of the book explores the techniques and tools that a working professional can use to acquire functional skills in a new language. Discover how you can learn a foreign language through a self-directed program of independent study. Find out which languages are most useful in the business world, and how a new language can dramatically enhance your career prospects.

  • Used in university classrooms
  • Widely quoted in online and print media
Sample online chapters:

Introduction: English-Speakers Lost in Translation
Chapter 1: Does an English-Speaker Really Need a Foreign Language?

Modern Japanese Vocabulary: A Guide for 21st Century Students, Hiragana/Katakana Edition (Japanese Edition) [Paperback]

A modern vocabulary guide for the serious student of Japanese, this volume contains 21st century vocabulary. There is thorough coverage of contemporary topics like the Internet, the post-Soviet national divisions of Europe, and the environment. The guide also inlcudes a number of special topics not ordinarily contained in vocabulary books, such as Japanese homonyms, Sino-Japanese verbs, prefixes, and suffixes. All pronunciation keys are in hiragana and/or katakana.

Japanese Compound Words: An Easy Way to Expand Your Japanese Vocabulary [Paperback]

A guide to Japanese compound words: compound verbs, nouns, and adjectives. Learn complex, precise words that are built from simple elements of Japanese vocabulary. (Sample pages available on

Japanese Word Power: Quizzes and exercises for building a more powerful Japanese vocabulary [Paperback]

  • You've learned the basics of Japanese....But how to you build a competent, sophisticated mastery of the language? This is the challenge that most advanced beginner to intermediate students face. 
  • If this describes you, then you need to acquire Japanese Word Power.
  • Japanese Word Power consists of forty intense, information-packed chapters that will literally pound Japanese vocabulary into your head, through a series of reading exercises, quizzes, and innovative exercises. This book contains study tools that have rarely, if ever, been applied to Japanese language studies, such as the Japanese Word Finderexercises. 
  • With an emphasis on the practicalJapanese Word Power draws its material from real-world sources: blogs, business letters, and newspaper articles. You will also expand your vocabulary with special Word Focus sections that break down "hard" Japanese vocabulary into bite-sized, easily understood pieces.

Japanese Culture from A to Z: Business, History, Politics, Sex, and More

Japan is the third largest economy in the world and America's primary ally in the Asia-Pacific region. Nevertheless, knowledge about Japan is sadly lacking the U.S. and other Western countries.

This is a book that should erase some of that gap. Japanese Culture from A to Z: Business, History, Politics, Sex and More is structured in an easy-to-navigate alphabetical format that facilitates individual research and encourages browsing.
Here is a sample of what's inside:
  • History and Politics: Topics in Japanese history from ancient times through the 2000s. A look at key historical figures: statesmen, emperors, writers and rebels. (The book includes an extensive timeline of major historical events through the late 20th century.)
  • Wars and warriors: The Japanese warrior code of bushido, Japan's internal wars, and conflicts with China and Russia in the late 1800s and early 1900s. Many topics related to WWII. The recent shift in public sentiment regarding the "peace clause" of the postwar constitution. 
  • Religion and Culture: Shinto, Buddhism, and Christianity in Japan. A look at key Japanese cultural holidays and festivals. 
  • Sex and gender: A variety of topics on gender relations in Japan, the truth about so-called "arranged marriages", and sexism in the workplace. The practice of "compensated dating" and the Japanese sex industry--including the establishment of Japan's most infamous red-light district in the 1600s.
  • Business and economics: Japanese economic trends, including the country's rise to postwar economic superpower status. The "bubble economy" of the 1990s. The unique aspects of Japanese business culture, like the emphasis on consensus building and the ritualistic exchange of business cards. Why sidelined corporate employees are collectively known as "the window-seat tribe."
  • Language: While not a language-learning book, students of the Japanese language will appreciate the Japanese language translations that are given for each topic heading. 

Tigers, Devils, and Fools: A Guide to Japanese Proverbs (Paperback) and (Kindle)

Some readers and reviewers have inquired about the title of this book..

The title is a reflection of the wide range of topics covered by Japanese proverbs. 

You are about to enter a world inhabited by a host of diverse characters, including: samurai, frogs, snakes, merchants, sparrows, thieves, tigers, devils, and fools....

A solid grasp of the proverbs is one of the factors that distinguishes serious students of Japanese from beginners. 

Your demonstrated knowledge of Japanese proverbs will pay dividends in reading, conversation, and an enhanced understanding of Japanese culture

One encounters proverbs frequently in Japan, in newspapers, business negotiations, and daily conversations. 

A salaried office worker may emphasize the need to move quickly on the development of a new product with the phrase "hayai mono gachi." Parents admonish their more unfocused offspring with the expression "tagei wa mugei." And there are a host of Japanese proverbs that cover friendship, enmity, and romantic relationships.

Chinese Business Vocabulary
in a Hurry:
a Brief Study Guide

All the Chinese business terms you need in one compact volume. A concise, innovative guide for learning the basics of Chinese business vocabulary.
Features include:
  • A Chinese-English memorization guide, organized by keyword and/or character 
  • An English-Chinese glossary
  • Special sections on major corporations, global currencies, e-commerce terminology, and automotive related terms.
  • Entries given in simplified Chinese characters and pinyin.

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