[P566.Ebook] Download PDF You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want, by Herb Cohen

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Herb Cohen believes the world is a giant negotiating table and, like it or not, you're a negotiator. Whether you're dealing with your spouse, boss, department store, bank manager, children, solicitor, or best friend - in every encounter with other people, negotiating is always taking place. And how well you handle those encounters determines whether you prosper happily or suffer frustration and loss. With his helpful and sensible approach Cohen shows that negotiating is a process you can understand and predict - and most importantly, that it's a practical skill you can learn and improve upon.

• Sales Rank: #21867 in Books
• Color: White
• Brand: Cohen, Herb
• Published on: 1982-12-01
• Released on: 1982-12-01
• Original language: English
• Number of items: 1
• Dimensions: 7.60" h x 1.40" w x 4.90" l, .26 pounds
• Binding: Mass Market Paperback
• 256 pages

About the Author
Herb Cohen has been called "the world's best negotiator. He's internationally renowned as a corporate and governmental consultant on negotiating strategy, commercial dealings and crisis management. As a U.S. presidential advisor, he has helped to formulate policy on hostage negotiations and terrorism.

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4 of 4 people found the following review helpful.
Sources of Power!
By O. Halabieh
As the title indicates, this book is about negotiation, which the author defines as: "What is negotiation? It is the use of information and power to affect behavior within a "web of tension." If you think about this broad definition, you'll realize that you do, in fact, negotiate all the time both on your job and in your personal life." Herb then summarizes the three pillars of negotiation, the main premise of the book: "In every negotiation in which you're involved--in every negotiation in which I'm involved--in fact, in every negotiation in the world (from a diplomatic geopolitical negotiation to the purchase of a home)--three crucial elements are always present: 1. Information. The other side seems to know more about you and your needs than you know about them and their needs. 2. Time. The other side doesn't seem to be under the same kind of organizational pressure, tune constraints, and restrictive deadlines you feel you're under. 3. Power. The other side always seems to have more power and authority than you think you have."

Below are key excerpts from the book that I found particularly insightful:

1- "Within reason, you can get whatever you want if you're aware of our options, if you test your assumptions, if you take shrewdly calculated risks based on solid information, and if you believe you have power. "

2- "You have more power sources at your fingertips than you realize! 1. The power of competition...2. The power of legitimacy. Legitimacy can be questioned and challenged. Use the power of legitimacy when it's advantageous for you to do so and challenge that power when ifs advantageous for you to do so...3. The power of risk taking You must be willing to take risks while negotiating. Risk taking involves mixing courage with common sense...4. The power of commitment...By syndicating your risk you put yourself in a position to exploit the favorable opportunity because the risk is only moderate for you...5. The power of expertise...Establish your background and credentials early in he confrontation. If you do, your statements may not even t challenged. In other words, cash in on the fact that in complicated negotiations, participants often lack specialized knowledge of certain aspects of the matter being discussed...6. The power of the knowledge of "needs" for: for: 1. The specific issues and demands, which are stated openly. 2. The real needs of the other side, which are rarely verbalized...7. The power of investment...My point is this: If you have something difficult to negotiate--an emotional issue, or a concrete item that can be stated numerically, such as price, cost, interest rate, or salary-cope with it at the end of a negotiation, after the other side has made a hefty expenditure of energy and a substantial time investment...8. The power of rewarding or punishing...If I'm aware of your perceptions and needs, and if I know you think I have power over you, I can control your behavior...9. The power of identification...You will maximize your negotiating ability if you get others to identify with you...10. The power of morality...11. The power of precedent...12. The power of persistence...Persistence is to power what carbon is to steel. By gnawing through a dike long enough even a rat can drown a nation. Most people aren't persistent enough when negotiating...13. The power of persuasive capacity...even if you present me with overwhelming evidence that I understand, should the conclusion depress me, I will remain unconvinced. Your facts and logic may be unassailable, but their acceptance will not meet my existing needs and desires...14. The power of attitude...Try to regard all encounters and situations, including your job, as a game, as the world of illusion. Pull back a little and enjoy it all."

3- "1. Since most concession behavior and settlements will occur at or even beyond the deadline, be patient. True strength often calls for the ability to sustain the tension without flight or fight. Learn to keep your automatic defense responses under control. Remain calm but keep alert for the favorable moment to act. As a general rule, patience pays. It may be that the thing 5 do, when you do not know what to do, is to do nothing. 2. In an adversary negotiation your best strategy is not to reveal your real deadline to the other side. Always keep in mind that since deadlines are the product of a negotiation they are more flexible than most people realize. the benefits and detriments that will ensue as you approach, or go beyond, the brink.3. The "other side," cool and serene as they may appear. always have a deadline. Most often, the tranquility they display outwardly masks a great deal of stress and pressure. 4. Precipitous action should be taken only when ifs guaranteed to be to your advantage. Generally speaking you cannot achieve the best outcome quickly; you can achieve it only slowly and perseveringly. Very often as you approach the deadline a shift of power will occur, presenting a creative solution or even a turnaround by the other side. The people may not change, but with the passage of tune, circumstances do."

4- "Watch the increments of concession behavior, since they send a strong message about the real limits of authority."

5- "A negotiation is more than an exchange of material obj« It is a way of acting and behaving that can develop understanding, belief, acceptance, respect, and trust. It is the manner of your approach, the tone of your voice, the attitude you convey, the methods you use, and the concern you exhibit for the other side's feelings and needs. All these things comprise the process of negotiation. Hence, the way you go about trying to obtain your objective may in and of itself meet some of the other party's needs."

6- "Let me now elaborate on how the negotiating process and reconciling opponent's needs can be used to bring about collaborative Win-Wm outcomes: I. Using the process to meet needs 2. Harmonizing or reconciling needs...In general, the reason we are at odds on an issue may stem from three areas of difference: 1. Experience 2. Information 3. Role...3. Role...Successful collaborative negotiation lies in finding out what the other side really wants and showing them a way to get it, while you get what you want."

7- "Accomplishing mutual satisfaction using the collaborative Win-Win style involves emphasis on three important activities: 1. Building trust 2. Gaining commitment 3. Managing opposition."

8- "How can you ensure that you do not make visceral opponents? My two rules are stated in terse negative terms: 1. Never forget the power of your attitude 2. Never judge the actions and motives of others."

9- "Much like a great chess master, a winning negotiator needs to know every possible strategy from the opening gambit to the end-game play. Then he can enter the event with confidence that he is prepared for every possible eventuality that might occur. Nonetheless, he strives for the best outcome that can give everyone what he wants. And he knows that compromise may be acceptable, but it's not mutually satisfying. It is a back-up, a concluding strategy that he may ultimately have to use to avoid the consequence of a deadlock."

10- "Characteristics of Phone Negotiations: 1. More misunderstanding 2. Easier to say no 3. Much quicker 4. More competitive 5. Greater risk 6. Advantage--caller...The following are some suggestions that can be effortlessly customized to help you achieve success: 1. Be the caller/ not the callee 2. Plan and prepare 3. A graceful exit 4. Discipline yourself to listen 5. Write the memorandum of agreement."

11- "To maximize your impact as a negotiator-- no matter whom you are dealing with--you must personalize both yourself and the situation...Try not to negotiate on behalf of an institution or organization, no matter how large or small. Negotiate on behalf of yourself, representing the institution."

10 of 10 people found the following review helpful.
Old and not that good.
By Travis Zee
This book is very old and dated. It also has some pretty shaky advice like telling you to put a dent in the product you are trying to buy so you can get a discount. It also tells you to waste a bunch of the salesperson's time to try to get them to give you a deal. I had to force myself to finish the book because it just wasn't very good (and that is saying a lot because on average I read about 150 pages a day). At least it was cheap. I'm giving it a 2 star review because it wasn't horrible (which would be a 1 star review) but it wasn't even close to average. I would not read this book again and would not recommend it to anyone; might give it to the library.

3 of 3 people found the following review helpful.
Examples showing up the book's age
By Richard
Fundamentally I guess negotiations dont change, Time, Information, Power - the subject he talks about are still relevant. Most of the examples seem dated though, Carter and Nixon are talked about a lot, along with Soviet style negotiation.

More importantly today's consumers have a wealth of information on the internet so his example of people buying a fridge spending a lot of time researching prices at other shops seems a bit obsolete.

Finally I don't like a lot of his attitude. He's surprised that people check out on time - "just because some little sign says so". He suggests spending multiple hours and visits with a salesman so that he's invested and you can wrangle a few more bucks off the price. really?

So its worth a quick read if you can pick it up second hand for next to nothing. Its not worth the $7 I paid.

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[E578.Ebook] Fee Download Media and Society: Critical Perspectives, by Graeme Burton

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This popular introductory book provides a clear introduction to the key ideas within media studies. The friendly writing style and everyday examples, which made the first edition a favourite with students and lecturers alike, has been retained and updated in this new edition.

This comprehensive text provides a wide-ranging perspective on the Media and:

• Uses examples and case studies from the real world
• Shows how key concepts can help us understand the relationship between the Media and society
• Provides a clear explanation of how critical perspectives on the Media construct thinking about media businesses, texts and audiences

The fully updated new edition features new boxed summaries of critical approaches and key thinkers. Chapters cover the main topics that students are likely to encounter in their studies, including advertising, media and violence, news, politics, young audiences, globalization, sport, popular music and new technology.

This book is essential reading for students in Media Studies, Cultural Studies and courses with a media interest, such as Sociology and English.

Please visit our supporting website for two additional chapters on Approaches to Film and Gendered Magazines: www.openup.co.uk/burton

• Sales Rank: #2810764 in Books
• Brand: Brand: Open University Press
• Published on: 2010-05-01
• Original language: English
• Number of items: 1
• Dimensions: 9.60" h x .79" w x 7.40" l, 1.67 pounds
• Binding: Paperback
• 352 pages

Features

• Used Book in Good Condition

About the Author
Graeme Burton has been writing books for students on media, communications and cultural studies for over 25 years and was most recently Visiting Lecturer in Media Studies, University of Teesside, UK.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Good intro to critical media studies
By Ela
Important summary of research on media. I am not convinced about certain theoretical statements but overall I think this is a well written and conceived book. A note of caution for a U.S. Undergraduate audience: the constant references to British television and media institutions may appear off putting or confusing.

0 of 0 people found the following review helpful.
Difficult to understand
By R. Bennett
I had this book assigned for a class, and contrary to the publisher's description, it was extremely difficult reading. The author engages in prolific polysyllabic pedantry, obfuscating the obvious with ostentation until this reader succumbed to obtusion.

Why use big words when simple ones will do?

0 of 0 people found the following review helpful.
very good
By Ye Sun
The book is in good quality. I bought it for my media and society class. It is very helpful and clear.

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[Y195.Ebook] Download Ebook Bird Strike: An Experimental, Theoretical and Numerical Investigation, by Reza Hedayati, Mojtaba Sadighi

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Bird strikes are one of the most dangerous threats to civil and military flight safety: between 1960 and 2014, they were responsible for the destruction of approximately 150 civil aircraft and the deaths of 271 people.

Bird Strike presents a summary of the damage imposed on the aviation industries by their avian counterparts. This book first presents and analyzes the statistics obtained from bird strike databases and offers various methods for minimizing the overall probability of bird-strike events. The next chapters explore how to analyze the ability of aero-engine critical structures to withstand bird-strike events by implementing reliable experimental, theoretical, and numerical methods. Finally, the book investigates the impact of bird strikes on different components of aircrafts, such as the metal fuselage, composite fuselage, engines, wings, and tail, and proposes two new bird models, with explanations of their use.

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• Sales Rank: #4570167 in Books
• Published on: 2015-09-24
• Original language: English
• Number of items: 1
• Dimensions: 9.10" h x .60" w x 6.10" l, 1.20 pounds
• Binding: Hardcover
• 258 pages

About the Author
Reza Hedayati is a Researcher in the Department of Mechanical Engineering at the Amirkabir University of Technology, Tehran, Iran. He completed his Ph.D. at Amirkabir University of Technology (Tehran Polytechnic) and his undergraduate studies at Isfahan University of Technology. His research interests lie in the area of Biomedical engineering, Biomaterials, metal foams, Composite structures, Multiscale Finite Element modeling, and beam and plate analytical analyses. Reza has also cooperated with TU Delft on analytical solutions, experimental testing, and multiscaling modeling of porous materials under static, dynamic, and fatigue loadings since 2013. In recent years, he has focused on better techniques for modeling and analyzing bird impact on different components of aircraft such as tailplane, windshield, and fuselage. He has proposed two novel bird models which have explained many discrepancies between the numerical, experimental and theories of bird strike. He has also collaborated actively with researchers in other fields of Mechanical Engineering, particularly 3D geometry modeling using CT images, Fatigue and Fracture, and Biomechanics.

Dr. Mojtaba Sadighi was born in 1960. He received a BSc in Mechanical Engineering from Amirkabir University of Technology (Tehran Polytechnic), Iran, in 1985, and achieved his MSc and PhD from UMIST, Manchester, England. He is an Associate Professor in the Mechanical Engineering Department of Amirkabir University of Technology with his main research interests including impact mechanics, composite material, sandwich structures, cellular solids, and bird strike. He was the Head of the Solid Mechanics Group in the Mechanical Engineering Department for 2 years and he has also been a management committee member for the Iranian Association of Mechanical Engineers since 2009. Dr Sadighi was the conference chairman at the 15th International Conference on Mechanical Engineering held by the Iranian Society of Mechanical Engineers (ISME).

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[J583.Ebook] Download Ebook Principles of Distributed Systems, by Vijay K. Garg

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Distributed computer systems are now widely available but, despite a number of recent advances, the design of software for these systems remains a challenging task, involving two main difficulties: the absence of a shared clock and the absence of a shared memory. The absence of a shared clock means that the concept of time is not useful in distributed systems. The absence of shared memory implies that the concept of a state of a distributed system also needs to be redefined. These two important concepts occupy a major portion of this book.
Principles of Distributed Systems describes tools and techniques that have been successfully applied to tackle the problem of global time and state in distributed systems. The author demonstrates that the concept of time can be replaced by that of causality, and clocks can be constructed to provide causality information. The problem of not having a global state is alleviated by developing efficient algorithms for detecting properties and computing global functions.
The author's major emphasis is in developing general mechanisms that can be applied to a variety of problems. For example, instead of discussing algorithms for standard problems, such as termination detection and deadlocks, the book discusses algorithms to detect general properties of a distributed computation. Also included are several worked examples and exercise problems that can be used for individual practice and classroom instruction.
Audience: Can be used to teach a one-semester graduate course on distributed systems. Also an invaluable reference book for researchers and practitioners working on the many different aspects of distributed systems.

• Sales Rank: #1308645 in Books
• Brand: Brand: Springer
• Published on: 1995-12-31
• Original language: English
• Number of items: 1
• Dimensions: 9.21" h x .69" w x 6.14" l, 1.24 pounds
• Binding: Hardcover
• 254 pages

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Multilingual communication within the world community is important for economic, political, and cultural interactions. In a global environment where other languages are increasing in importance in addition to recognized intemational standards (i. e., English and French), language learning is becoming more important for improved international relations. At the same time, recent advances in instructional technology make the promise of building intelligent tutoring systems in advanced technology laboratories to teach these language skills a reality in the near future. These tutoring systems, therefore, may help us foster improved methods for acquiring languages. As active language learners and instructional technology researchers, we felt an international meeting with similar individuals was needed to discuss how such advanced tutoring systems are to be designed and implemented. We held such a meeting, the results of which are presented in this volume. The purpose of this Advanced Workshop, sponsored by the NATO Scientific Affairs Division, was to bring together a multidisciplinary group of researchers who were active in the development of intelligent tutoring systems for foreign language learning. Participants came from computer science, computational linguistics, psychology, and foreign language learning. Washington, D.C. was selected for the Workshop site since it is Merryanna's home city, the capitol of the United States, and an international, multilingual community in its own right. Masoud agreed to the location (with a promise to be shown the White House!) and graciously volunteered to coordinate activities from the European side.

• Sales Rank: #11381036 in Books
• Published on: 2012-07-31
• Original language: English
• Number of items: 1
• Dimensions: 9.53" h x .83" w x 6.69" l, .0 pounds
• Binding: Paperback
• 347 pages

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Fractured Minds introduces the reader to clinical neuropsychology through vivid case descriptions of adults who have suffered brain damage. At one level, this is a book about the courage, humor, and determination to triumph over illness and disability that many "ordinary people" demonstrate when coping with the extraordinary stress of a brain disorder. On another level, it is a well-referenced and up-to-date textbook that provides a holistic view of the practice of clinical neuropsychology. Included are reader-friendly descriptions and explanations of a wide range of neurological disorders and neuroscientific concepts. Two introductory chapters are followed by 17 chapters that each focus on a specific disorder and include research, clinical assessment, rehabilitation, and a detailed case study. Disorders range across the full spectrum from common ones such as traumatic brain injury and dementia, to rare disorders such as autotopagnosia. Each of the 16 chapters retained from the first edition has been revised to reflect current research and clinical advances. Three new chapters on multiple sclerosis, Parkinson's disease, and Huntington's disease incorporate discussion of important current topics such as genetically-transmitted diseases, genetic counseling, gene transplantation, functional neurosurgery, and the complex ethical issues that go hand-in-hand with these new techniques. This informative and engaging book will be of interest to students of clinical psychology, neuropsychology, and neurology, health professionals who work with neurological patients, neurological patients and their families, and lay readers who are simply fascinated by the mind and brain.

• Sales Rank: #398881 in Books
• Brand: Ogden, Jenni A.
• Published on: 2005-02-17
• Original language: English
• Number of items: 1
• Dimensions: 6.10" h x .90" w x 9.20" l, 1.30 pounds
• Binding: Paperback
• 416 pages

Review
PRAISE FOR THE FIRST EDITION
 
"The selected cases are extremely well presented, rich in detail, and unmatched in the presentation of the human aspect of neurological disease." -Journal of the International Neuropsychological Society.
 
"The most remarkable feature of this volume lies in the author's emphasis on bringing clinical practice back to neuropsychology. ...It is a discipline that sets its goals on improving the quality of life for patients and their families." -Contemporary Psychology


"Although this book is very different than others in the field, its incorporation of the human element makes it stand out as a 'must have.' The second edition offers new chapters on multiple sclerosis, Parkinson's disease, and Huntington's disease, and improves previous chapters with new medical information and patient updates." --Doody's

About the Author
Jenni Ogden, Ph.D., FRSNZ, FNZPS, worked as a university professor, researcher and practitioner in the fields of clinical psychology and neuropsychology for 27 years. She is author of the popular book, Trouble In Mind: Stories From A Neuropsychologist's Casebook, and now lives with her husband on a remote island off the coast of New Zealand and writes nonfiction, and fiction with a psychological or medical theme.

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16 of 16 people found the following review helpful.
I wish she had more books out there!
By Jennie Barber
Ms. Ogden's writing has a touch of Oliver Sacks-like quality. Not only does she describe each patient's clinical assessment in terms of scores on neuropsychological testing batteries, but she also describes the processes by which the patients cope with their medical problems and how they affect their lives. The patients are seen as human beings overcoming difficulties, rather than anonymous cases. A great book for those interested in clinical neuropsychology. This book was also be very useful as a text book, as it describes medically what's happening to each patient as well as how it affects them behaviorally on neuropsychological testing and socially in their everyday lives.

11 of 11 people found the following review helpful.
Interesting and very informative
By Amanda Price
For several years, I have used this book for an undergraduate class I teach on Neuropsychology. The chapters, which each focus on a distinct type of brain damage or disorder, are well written and a relatively easy read. They also do an excellent job of covering the science of what causes each type of damage and why the damage impacts behavior the way that it does. My students seem to really enjoy each chapter and Ogden's discussion of her patients stimulate a great deal of discussion in class. I find Ogden's coverage to be more comprehensive and detailed than Oliver Sacks but she is certainly no less interesting to read.

2 of 2 people found the following review helpful.
This is a great read
By Robert Griffith
Dr. Ogden brings to life the case study approach. She writes well, clear and is informative. She gives us basic definitions in neurology and spells them out clearly; the difference between alexia and dyslexia, for example. She focuses on the machinery at the neurologists disposal and the testing battery of the neuropsychologist. She tells how each person tends to be one minute normal, the next, no so. She follows closely how something like neurotoxicity develops, a people cope with neurological illness and follows them in treatment. The book is full of learning material. I highly recommend it to the practicing psychologist or neuropsychologist, or someone curious about how the brain functions.

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• Sales Rank: #9237058 in Books
• Published on: 2015-09-21
• Original language: English
• Dimensions: 6.81" h x .75" w x 9.53" l,
• Binding: Paperback
• 240 pages

About the Author
JULES VAN CRUYSEN is a professional beer, wine and food writer with over ten years' experience in the liquor and hospitality industries. Having worked at Oamaru's Riverstone Kitchen as a sommelier, Jules fell in love with great beer, and continued this affair working at Wellington's craft beer bar, Hashigo Zake. With experience selling some of the world's finest wines at some of New Zealand's finest restaurants, Jules brings a unique perspective to writing about beer and is especially passionate about matching beer and food. He currently edits Eat New Zealand, and writes for a number of other publications including maintaining his own websites, XYEats and XYDrinks.

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• Sales Rank: #1260055 in Books
• Published on: 2013-08-22
• Original language: English
• Number of items: 1
• Dimensions: 10.00" h x 7.50" w x 2.50" l, 4.50 pounds
• Binding: Perfect Paperback
• 2482 pages

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[Y539.Ebook] Download Ebook Technology Enhanced Language Learning (Oxford Handbooks for Language Teachers), by Aisha Walker, Goodith White

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• Sales Rank: #635076 in Books
• Published on: 2013-06-28
• Original language: English
• Number of items: 1
• Dimensions: 8.00" h x .80" w x 9.90" l, 1.09 pounds
• Binding: Paperback
• 208 pages

About the Author
Aisha Walker and Goodith White are well-respected OUP authors.

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0 of 0 people found the following review helpful.
It is a good overview on a number of ways technology can be ...
By Kevin Nelson
It is a good overview on a number of ways technology can be used. I'll have to do an update when the book is finished, just in case the things I think it lacks are covered later...

0 of 0 people found the following review helpful.
Five Stars
By magnolia
thank you

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[B425.Ebook] Download Ebook Chemical Analysis: Modern Instrumentation Methods and Techniques, by Francis Rouessac, Annick Rouessac

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Chemical Analysis is an essential introduction to a wide range of analytical techniques and instruments. Assuming little in the way of prior knowledge, this text carefully guides the reader through the more widely used and important techniques, whilst avoiding excessive technical detail. Covering both instrumental techniques and the situations in which they are used, the text always strives to maintain a balance between breadth and depth of coverage. Carefully structured, this book clearly differentiates between separation and spectral methods, and includes a section on more specialised techniques. Chemical Analysis
* Provides a through introduction to a wide range of the most important and widely used instrumental techniques.
* Maintains a careful balance between depth and breadth of coverage.
* Includes many examples, problems and their solutions.
Chemical Analysis will be invaluable to those studying or using instrumental techniques throughout the sciences, medicine and engineering.

• Sales Rank: #3285880 in Books
• Published on: 2000-06-21
• Original language: English
• Number of items: 1
• Dimensions: 9.65" h x .96" w x 6.73" l, .0 pounds
• Binding: Paperback
• 300 pages

Review
"I would strongly recommend it for degree courses in analytical chemistry, as an introduction to an M.Sc course, or in the training of technicians..." (Chromatographia, Vol. 53, 2001) ..."delivers a huge spectrum of chemical analysis" (Chemweb, 15th January 2001) "This book would be useful as a core textbook." (Education in Chemistry, September 2001)

From the Back Cover
Chemical Analysis is an essential introduction to a wide range of analytical techniques and instruments. Assuming little in the way of prior knowledge, this text carefully guides the reader through the more widely used and important techniques, whilst avoiding excessive technical detail. Covering both instrumental techniques and the situations in which they are used, the text always strives to maintain a balance between breadth and depth of coverage. Carefully structured, this book clearly differentiates between separation and spectral methods, and includes a section on more specialised techniques. Chemical Analysis
* Provides a through introduction to a wide range of the most important and widely used instrumental techniques.

* Maintains a careful balance between depth and breadth of coverage.

* Includes many examples, problems and their solutions.
Chemical Analysis will be invaluable to those studying or using instrumental techniques throughout the sciences, medicine and engineering.

Most helpful customer reviews

0 of 0 people found the following review helpful.
good book to familiarize with chemical processes
By Jack W.
really diversely instructive. there are photos and diagrams that show how many of these analytical instruments are operated. qualitative and quantitative methods plus much more..

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