Business and Management 2012 - Kogan Page

Business and
Management 2012
New titles and
essential backlist
www.koganpage.com

About Kogan Page
Kogan Page has been Europe’s leading
independent publisher of Business and
Management books for over 40 years,
publishing bestselling practical textbooks
and handbooks for practitioners in all
areas of Business and Management.
To access free online resources, to find out
more about any of the titles featured in
this catalogue or about the other books we
publish visit www.koganpage.com
About this Catalogue
This is a selection of our titles inHuman
Resource Management and Development,
comprising textbooks specially developed
for courses and professional titles chosen
for their contribution to business theory
and research.
Inspection copies are available to
teaching staff where an adoption would
result in the sale of at least twelve copies.
As a lecturer you can request up to three
adoptable books in this catalogue to assess
for potential recommendation to your
students. These are made available for a
60 day review period subject to
completion of an assessment form. Books
that you adopt you can keep free of
charge. See page 21 for details on how to
order inspection copies.
This symbol indicates online lecturer
and student resources available
All titles can be ordered using the order
form at the back of this catalogue, on our
website at www.koganpage.com, on
Amazon, or through your local bookshop.
Please recommend titles to your
acquisitions library and to colleagues.
We are always happy to send further
copies of this catalogue on request.
Contents
International Business 1
International Management 1
Walmart 2
Building Your Business through Export 2
International Trade 3
Business Insights: China 3
Business Insights: Europe 4
The Mindful International Manager 4
The Handbook of International Trade and Finance 4
Business Strategy 5
The Business Plan Workbook 5
The Strategic Planning Workbook 5
Implementing Strategic Change 6
Strategic Planning 6
Leading Strategy Execution 7
Strategic Thinking 7
Strategic Procurement 7
Fundamentals of Risk Management 8
Sustainagility 9
Bids, Tenders and Proposals 9
Leadership 10
Armstrong’s Handbook of Management and Leadership 10
Leading Through Leaders 10
The Language of Leaders 11
The New CFOs 11
The John Adair Lexicon of Leadership 12
Leadershift 12
Making Sense of Leadership 13
Making Sense of Change Management 13
Management Skills and Business Finance 14
The 30 Day MBA 14
The 30 Day MBA in International Business 14
The 30 Day MBA in Business Finance 14
The 30 Day MBA in Marketing 14
The Talent Wave 15
No Fear Finance 15
Financial Management for Non-Financial Managers 16
How the Stock Market Works 16
Accounting for Non-Accountants 17
How to Understand the Financial Pages 17
Project Management 18
20:20 Project Management 18
Strategic Project Management 18
The Handbook of Project Management 19
Goal Directed Project Management 19
Sales and Account Management 20
Key Account Management 20
Understanding the Professional Buyer 20
New Strategic Selling 20
Order form and inspection copy form – see inside back cover
For a complete list of titles, visit www.koganpage.com

INTERNATIONAL BUSINESS
International
Management
Explorations Across Cultures
Elizabeth Christopher
Designed for a Masters programme on international
management, as well as professionals and managers
tackling the business demands of global diversity, this book
provides a practical and unique exploration of the
challenges of international management. Over 10 chapters
the book summarises the key aspects and issues of the
cultural dimensions of international management - and by
extension all international and cross-cultural interactions.
Using a unique cross-disciplinary approach, Elizabeth
Christopher tackles the key issues facing today's
international managers, and provides a practical toolbox
for successfully growing a business in a world with a rich
tapestry of cultural diversity.
Contents
Introduction: The historical background to international
leadership; Industry: cultural differences in industry
leadership and the effects of mass media reports; Patterns
of employment: the roles of women and minorities in
international business; Management of public and private
sector involvement; International networks and alliances,
structures and controls, strategies for sustainable business;
Negotiations and decisions: leadership and motivation;
Technology, the internet and dealing with change;
Learning: action learning and learning organizations;
Language and culture: translations, interpretations and
world Englishes; The ethics of international business;
Looking to the future
Elizabeth Christopher is both an academic and a
practising consultant for cross-cultural leadership and
management training in Australia, Japan, the UK and the
US. She presents papers at international conferences, is a
reviewer for international journals and has published
widely in her field. She is senior associate of an
international leadership training consultancy in the USA,
and Honorary Associate of Macquarie University, Australia.
New
£39.99
PB
288 pages
August 2012
PB 9780749465285
EBK 9780749465292
1

INTERNATIONAL BUSINESS
New
£29.99 • PB • 240 pages • April 2012
PB 9780749462734
EBK 9780749462741
Walmart
Key Insights and Practical Lessons from the
World's Largest Retailer
Natalie Berg and Bryan Roberts
Walmart, the biggest retailer on earth, has a truly global influence that
touches consumers and businesses around the world every day. Rapidly
expanding into emerging markets, Walmart is a tough competitor for
retailers and a vital customer for manufacturers as well as a source of
best practice in a number of retail disciplines such as procurement,
logistics, systems and store format innovation. Walmart offers a
comprehensive insight into how the retailer emerged from its humble
roots in rural Arkansas to become a global retailing phenomenon. Berg
and Roberts offer an objective analysis of the company's global impact on
competitors, suppliers and consumers.
Natalie Berg has spent years working alongside major retailers and
vendors as they seek to better compete with, or partner with, Walmart.
Natalie is currently Global Research Director at Planet Retail.
Bryan Roberts has spent over ten years as a Walmart analyst and has
gained a great understanding of Walmart's strategies, objectives and
achievements. Bryan is Director of Retail Insights at Kantar Retail.
New
£24.99 • PB • 288 pages • May 2012
PB 9780749463755
EBK 9780749463762
Building Your Business
through Export
Part of the Strategic Success series
John Westwood
In this thorough but accessible guide, John Westwood explains how to
navigate the risks, build an understanding of potential target markets and
make the most of the services many governments make available to their
exporters as you develop and implement an export strategy. Including a
range of international case examples, complete sample export and export
marketing plans and supported by online checklists and country miniprofiles,
this book offers essential advice on choosing and using agents
and distributors, pricing, sales promotion, payment methods for export
sales and ensuring your company website is ready for international
customers.
John Westwood has held positions as Market Development Director,
Sales & Marketing Director and Vice President-Communications with
major multinational companies since gaining valuable experience as a
Export Sales Engineer and then Export Sales Manager. He has set up and
developed distribution networks for various companies in Europe and
Scandinavia, the Middle East and the Far East and managed distribution
operations in the USA and Canada.
2

INTERNATIONAL BUSINESS
International Trade
An Essential Guide to the Principles and
Practice of Export
3rd Edition
Jonathan Reuvid and Jim Sherlock
Provides a thorough understanding of the issues involved in developing
and managing overseas trade. The book opens with a description of the
structure of the global economy and the dynamics governing world trade,
and covers a multitude of topics including: international marketing, legal
issues, customs control, risk management and export finance.
Written both for those studying for professional qualifications and
practitioners involved in export and international trade, the book
combines textbook information and accessible guidelines for best
practice. This new edition includes up-to-date material on EU and US law
and on major target markets such as China.
Jonathan Reuvid is an economist and was formerly engaged in
investment banking, and in general management for a Fortune 500
multinational and business development in China. He is consultant editor
of a number of titles published by Kogan Page, including Business Insights:
China, Managing Business Risk and The Business Guide to Credit Management.
Jim Sherlock is a Fellow of the Institute of Export and is a full-time
trainer and consultant in international trade, with extensive experience in
the UK export manufacturing sector.
Business Insights: China
Practical Advice on Operational
Strategy and Risk Management
2nd Edition
Jonathan Reuvid
“Achieves the remarkable feat of being both extremely easy to read and yet packed
with practical, ‘what you should do’ information... every page is full of valuable
tips and pointers, so my advice is, don't skip any page, let alone chapter... this is an
outstanding book, which we would certainly encourage anyone needing to know
about the business environment in China to acquire." China-Britain Business
Review
Increasingly open to foreign investment and with a burgeoning consumer
market, China represents an enormous commercial opportunity – but
how can businesses succeed? Business Insights: China gives an overview of
the corporate business achievements already made in China and a
comprehensive guide to the opportunities available for other businesses,
wherever they are in the world.
£19.99 • PB • 408 pages • 2011
PB 9780749462376
EBK 9780749462383
£24.99 • PB • 328 pages • 2011
PB 9780749459918
EBK 9780749459925
3

INTERNATIONAL BUSINESS
£45.00 • HB • 272 pages • 2009
HB 9780749450816
EBK 9780749456115
Business Insights: Europe
A Practical Guide to Company Formation,
Employment Law and Taxation across the EU
Adam Jolly
A detailed comparative study across all countries in the EU, looking at the key
issues that need to be addressed when drawing up a business plan for operating in
a new EU market. It gives a detailed breakdown of the legal, financial and
accounting and tax practices, and also shows the differences between exporting
from the UK and running an office, branch or subsidiary within the EU.
Adam Jolly is a business writer and editor specializing in the management of
growth, innovation, technology and risk. He is the Consultant Editor on several
Kogan Page titles, including The Handbook of European Intellectual Property
Management and The Growing Business Handbook.
£14.99 • PB • 176pp • 2010
PB 9780749461973
EBK 9780749462345
The Mindful International Manager
How to Work Effectively Across Cultures
Jeremy Comfort and Peter Franklin
Written primarily for readers who speak English as a foreign language, The Mindful
International Manager gives the reader the knowledge they need to understand how
to deal with different managerial situations and describes the skills and
competencies needed to work effectively across cultures.
Visit the website at: www.themindfulinternationalmanager.com
Jeremy Comfort founded York Associates, UK and has trained and coached
hundreds of individuals and teams who face the ever more complex challenges of
working internationally.
Peter Franklin is professor of intercultural business and management
communication at HTWG Konstanz University of Applied Sciences in Germany.
£39.99 • PB • 224pp • 2011
PB 9780749463977
EBK 9780749463984
New
4
The Handbook of International
Trade and Finance
Anders Grath
An essential reference guide for anyone involved in international trade, with
practical commentary of the key financial elements of cross-border business -
including international payments and currency management, bonds and
guarantees, credit insurance and trade finance. The book also describes the
negotiating process from the perspectives of both the buyer and the seller -
providing valuable insight into the complete financing process.
Anders Grath has over 25 years' experience in international trade and finance
within major European financial institutions. He is also the author of a series of
similar titles on individual markets, including the UK and the Scandinavian
countries.

BUSINESS STRATEGY
The Business Plan Workbook
7th Edition
Colin Barrow, Paul Barrow, Robert Brown
“Practical, professional advice presented in a highly accessible format.” Internet
Works
Without a business plan no bank, venture capital house, or corporate parent
will consider finance for start up, expansion or venture funding. The Business
Plan Workbook is the essential guide to all aspects of business planning for
students, entrepreneurs and senior executives alike. Based on methodology
developed at Cranfield School of Management and using successful real-life
business plans, it brings together the process and procedures required to
produce that persuasive plan.
Case examples have been fully updated and include a cross section of
businesses at various stages in their development, making the book
invaluable reading for anyone in business.
Colin Barrow was formerly Head of the Enterprise Group at Cranfield
School of Management, and is a visiting professor at business schools
worldwide. He is the author of The 30 Day MBA series of books (see page 14).
Paul Barrow is an author, a Visiting Fellow at Cranfield, and also a
consultant advising SMEs on growth strategies.
Robert Brown directed the Graduate Enterprise Programme at Cranfield
School of Management, where he also led 3 MBA courses on
entrepreneurship.
The Strategic
Planning Workbook
3rd Edition
Neville Lake
An invaluable, ready-to-use guide to creating and implementing a
strategic plan, this book provides the concepts needed to do the thinking,
the tools to gather the necessary information, the techniques to make
your decisions and the frameworks to translate conclusions into action
plans.
In a clear and accessible style Neville Lake draws on a mixture of his own
diagnostic tools, analytical techniques and decision-making processes,
guiding readers through the key stages involved in strategic planning.
With a strong focus on matching the right kind of strategy to your
business and the all-important implementation of your plan, this fully
updated new edition includes supporting videos to help you think like a
strategist, understand your customers, analyse your competitors,
understand the pressures and define your company's mission, vision and
values.
Neville Lake has had a long and successful business career, during
which he has worked for some of the world's top consulting firms. A
registered psychologist, Neville has been a business and strategic
consultant for over 25 years, has visited over 100 world best-practice
organizations and has consulted to over 150 businesses.
£24.99 • PB • 352pp • April 2012
PB 9780749464615
EBK 9780749464622
New Edition
£24.99 • PB • 240pp • May 2012
PB 9780749465001
EBK 9780749465018
New Edition
5

BUSINESS STRATEGY
New
£34.99 • PB • 248pp • April 2012
PB 9780749465544
EBK 9780749465551
New
£14.99 • HB • 192pp • 2008
HB 9780749452339
Implementing
Strategic Change
Managing Processes and Interfaces to Develop
a Highly Productive Organization
Tom Bevington and Daniel Samson
Despite its importance, most change management projects fail or only
partly deliver on their promise, the missing link often being the conflict
between boardroom strategic initiatives and the working process design
of the company. Implementing Strategic Change shows that most of this
conflict occurs during interfacing activity - the seemly small activities
such as chasing, following up and seeking permission to proceed that
help drive a process forward, and helps develop the framework for
understanding and improving these activities in any organization.
Tom Bevington is a partner in Bevington Group and its sister company
Bevington Process Management Tools. He was previously CEO of an
international computer services organization with operations in 49
countries.
Professor Danny Samson is one of Australia's best-known executive
educators. He is Professor of Management and Director of the
Foundation for Sustainable Economic Development at the University of
Melbourne.
Strategic Planning
How to Deliver Maximum Value through
Effective Business Strategy
Robert Wittmann and Matthias Reuter
This essential guidebook gives practical information on how to develop
and implement successful, revenue-generating strategies within a
business. It includes key questions, proactive workshops, useful tips and
further reading, and provides ideas and guidance for producing strategic
business plans for companies.
Sample Contents
The Entire Model; Value Based Management; Environment and
Positioning; Offer and Marketing; Knowledge and Competencies; Value
Chain Organization; Measures and Control; Leadership and Mobilizing;
Finance and Evaluation; Opportunities and Risks
Robert Wittmann is Professor of Innovation Management at Ingolstadt
University of Applied Sciences and partner in ADDventure Consulting
GmbH, working with clients such as Audi, Metro, Siemens and Thyssen-
Krupp.
Matthias Reuter is Head of Strategy, Marketing and Sales in Siemens
AG's Training and Education Division.
6

BUSINESS STRATEGY
Leading Strategy Execution
How to Engage Employees and Implement Your Strategies
Suresh Mistry, Christine Antunes, Christophe Korda and Philippe
Korda
Shows how strategies can be implemented correctly throughout the company, with
all staff on board. Including ‘how to’ checklists and real-life examples, the authors
describe ways to successfully enthuse employees, so that they willingly implement
essential company strategies.
Philippe Korda is founder of training and consultancy firm Korda & Partners,
based in Paris and London. He is also an award-winning author and a leading
speaker on business management.
Christine Antunes and Christophe Korda both work as experienced trainers
and consultants at the firm.
Suresh Mistry is Head of the UK branch of the firm, and has years of
consulting/training experience working for clients such as Barclays, Tesco and BT.
Strategic Thinking
A Step-by-step Approach to Strategy and Leadership
3rd Edition
Simon Wootton and Terry Horne
Takes the reader step-by-step through sound strategic thinking by setting out the
questions to ask. In the process of answering these questions and thinking through
the important issues that they raise, readers will learn how to formulate strategies
and how to write clear and concise strategic plans. This fully updated third edition
includes new online material to support each step, prompt sheets, action plans and
useful summaries.
Simon Wootton is an Associate Director of Commissioning at NHS Manchester.
Terry Horne develops Masters programmes on strategic marketing and leadership
at Lancashire Business School
£24.99 • HB
216pp • 2010
HB 9780749460563
EBK 9780749460648
£16.99 • PB
160 pages • 2010
PB 9780749460778
EBK 9780749461102
Strategic Procurement
Organizing Suppliers and Supply Chains
for Competitive Advantage
Caroline Booth
Written for the non-procurement expert, Strategic Procurement explores the 'why'
and 'what' of good procurement rather than the 'how.' It explains why you should
focus your efforts on this previously neglected area of business: where P&L impact
is relatively painless and immediate, where benefit to cost ratios of 10 to 1 are
realistic ambitions and in-year payback is possible.
Caroline Booth specializes in procurement transformation – helping
organizations to recognize and exploit the real value of third party expenditure and
suppliers’ expertise. She has enjoyed an international career with Shell and, more
recently, as Procurement Director for Lloyds TSB.
£19.99 • PB
192 pages • 2010
PB 9780749460228
EBK 9780749460235
7

BUSINESS STRATEGY
Fundamentals of
Risk Management
Understanding Evaluating and
Implementing Effective Risk
Management
2nd Edition
Paul Hopkin
New Edition
£35
PB
416 pages
May 2012
PB 9780749465391
EBK 9780749465407
Now more than ever, organizations must plan, response
and recognize all forms of risks that they face. Fundamentals
of Risk Management, now in its second edition, provides a
comprehensive introduction to the subject of commercial
and business risk for anyone studying for a career in risk as
well as a broad range of risk professionals. It examines the
key components of risk management and its application
with examples to demonstrate its benefit to organizations
in the public and private sector.
Key updates to the second edition:
• the influence of ISO 31000 international standard
• the emergence of Governance Risk and Compliance
(GRC)
• the wide use of the bow-tie method to illustrate risk
management
• a brand new chapter on the skills and competencies
required by an effective risk manager.
Contents
Impact of risk on organizations; Development of risk
management; Principles and aims of risk management;
Risk management standards; Risk management
responsibilities; Risk-aware culture; Risk practitioner
competencies; Risk assessment considerations; Risk
classification systems; Defining the upside of risk; Business
continuity planning; Risk control techniques; Stakeholder
expectations; Supply chain management; Reporting on risk
management; Importance of corporate reputation; Future
of risk management
Paul Hopkin is Technical Director at the Association of
Insurance and Risk Managers (AIRMIC). He was previously
Director of Risk Management for The Rank Group Plc and
prior to that Head of Risk Management at the BBC. He is a
Fellow of the Institute of Risk Management and project
leader for the development of ISO 31004, the
implementation guide to the international risk
management standard, ISO 31000.
8

BUSINESS STRATEGY
Sustainagility
How Smart Innovation and Agile Companies
will Help Protect our Future
Patrick Dixon and Johan Gorecki
“Patrick Dixon is the Global Change Guru.” Wall Street Journal
Includes text boxes containing statistics about the destruction of our
planet, examples of how innovation has created new green profitable
businesses, and numerous case studies of high-profile companies.
Sample Contents
Take hold of the future; Alternative power generation; Cleaner coal, oil
and gas; Smart power and the nuclear boom; Better cars, trucks, trains,
planes and ships; Future cities: Lower carbon to carbon-free; Green
product development and IT; Solving the water crisis; Protecting and
managing forests; Feeding the whole world; Funding green tech; Business
agility and innovation
Patrick Dixon is one of the world’s leading authorities on future trends
and one of the 20 most influential business thinkers alive today. He is
also the author of 12 other books.
Johan Gorecki is founder of the Globe Forum, an international market
place working for a more sustainable and profitable future. Johan was
one of the original team that developed Skype.
£19.95 • HB • 224 pages • 2010
HB 9780749460839
EBK 9780749460846
Bids, Tenders and Proposals
Winning Business Through Best Practice
Harold Lewis
“Takes you through the entire process of tendering, providing relevant examples of
situations and the appropriate responses, essential documents and detailed
supporting information.” Edge Magazine
This unique book is a practical guide to winning contracts and funding
through competitive bids, tenders and proposals. Written in a crisp,
accessible style using examples and checklists, it explains how to create
bids that are outstanding in both technical quality and value for money.
This fully updated fourth edition extends the scope and content of the
book to make it an even more useful and practical guide to successful
tendering.
Bids, Tenders and Proposals now includes advice on winning competitive
tenders from international funding institutions and aid agencies as well
as the latest information on the EU procurement framework, method
statements, prequalification documents and e-tendering. A practical
guide to winning contracts and funding through competitive bids, tenders
and proposals, this excellent title gives the reader the benefit of
powerful, best-practice techniques.
Harold Lewis is a leading authority on the development and writing of
competitive tenders.
New
£39.99 • PB • 256 pages • May 2012
PB 9780749465605
EBK 9780749465612
9

LEADERSHIP
£34.99 • PB • 368 pages • March 2012
PB 9780749465520
EBK 9780749465537
New Edition
New
£24.99 • PB • 272 pages • August 2012
PB 9780749466190
EBK 9780749466206
Armstrong’s Handbook of
Management and Leadership
Developing Effective People Skills for Better
Leadership and Management – 3rd Edition
Michael Armstrong
Packed with essential information, checklists, diagrams and summaries,
this established text is aligned with the Managing for Results module in
CIPD’s Leadership and Management Standards. The book is also suitable
for students on introductory management modules on business and HR
programmes.
Online resources include instructor material and an extensive set of Q &
As to help students test their learning.
Sample Contents
Leading people; Managing people; Developing people; Employee
engagement/Motivation; Commitment; Change management; Flexible
working; Managing interpersonal relationships at work; Influencing
people; Problem solving and decision making; Information handling skills;
Business and financial skills; Postgraduate study skills
Michael Armstrong is a former Chief Examiner of the Chartered
Institute of Personnel and Development (CIPD), joint managing partner of
e-reward and an independent management consultant.
Leading Through Leaders
Driving Strategy, Execution and Change
Jeremy Tozer
This book provides a coherent, complete set of proven and effective tools,
concepts, processes and principles which may be adapted and applied to
develop any organization's leadership capability to ensure the effective
development and execution of strategy/change plans.
A leadership model is introduced which examines what leaders do, how
they need to do it, and how they think when they process information to
create the conditions in which their teams may be successful. The
concepts and tools are based upon 'first principles' and a deep
understanding of human nature and human capability, and are intended
for intelligent application by a leader exercising discretion.
Jeremy Tozer has provided leadership consulting, strategy and
execution, organizational change and business improvement solutions to
clients in the private, public and third sectors across the UK, the EU, Asia,
Australasia and the USA.
10

LEADERSHIP
The Language of Leaders
How Top CEOs Communicate to Inspire,
Influence and Achieve Results
Kevin Murray
Based on original interviews with an extraordinary list of 60 top leaders
from a wide range business sectors, The Language of Leaders provides a
unique insight into how they have responded to the demands of a
transparent world, reports on what they have learned, and creates a
lexicon for successful communication. Their message is resoundingly
clear - communication is a now a crucial top three skill of leadership.
Filled with actionable lessons and insights from leading CEOs of highprofile
global organisations, The Language of Leaders is a book that anybody
in a leadership position, or who aspires to lead, should read and keep on
their desks.
Interviewees include chairmen and CEOs of globally recognised
organizations such as Airbus, Alcatel-Lucent, Aviva, Deloitte, Emirates
Group, GlaxoSmithKline, Lloyds, McLaren Automotive, Oxfam, The Red
Cross and Unilever.
Kevin Murray specializes in strategic communications, reputation
management and leadership communications coaching. He is currently
Chairman of the Bell Pottinger Group, the Public Relations Division of
Chime Communications.
The New CFOs
How Financial Teams and their Leaders Can
Revolutionize Modern Business
Liz Mellon, David C. Nagel, Robert Lippert and Nigel Slack
The New CFOs is the first book to provide a framework for the success of
corporate finance teams in the coming years, in particular the changing
role of the CFO and the new demands made of this position after the
global financial crisis. The winning CFOs in the next decade will be the
ones who get the basics right, who prioritise their efforts, and who invest
in the leadership development that creates the institutional capacity to
achieve and sustain leading industry performance.
Liz Mellon is the executive director of Duke Corporate Education, and
was one of the two founders of Duke's London office in 2000.
David C. Nagel has over 30 years' experience in the global energy
industry, having worked for Amoco and now for BP America Inc, where
he is Executive Vice President.
Robert Lippert is a financial economist and is a member of the Duke
Corporate Education Global Learning Resource Network.
Nigel Slack is the Professor of Operations Management and Strategy at
Warwick Business School and head of its Operations Management Group.
New
£19.99 • HB • 240 pages • 2011
PB 9780749463960
EBK 9780749464394
New
£34.99 • PB • 192 pages • April 2012
PB 9780749465179
EBK 9780749465186
11

LEADERSHIP
£39.99 • HB • 512 pages • 2011
HB 9780749463069
EBK 9780749463090
The John Adair
Lexicon of Leadership
The Definitive Guide to Leadership
Skills and Knowledge
John Adair
From the world-renowned leadership expert comes this unique volume of
all his classic works, including How to Grow Leaders, The Inspirational Leader,
Leadership and Motivation, Not Bosses but Leaders, Strategic Leadership and the
international bestseller The Leadership of Muhammad. Crossing boundaries
of culture, history, strategy and motivation, John Adair will transform your
understanding of how leadership works and enable you to learn the skills
that will transform you into a leader.
John Adair is the world’s leading authority on leadership and leadership
development. Over a million managers worldwide have taken part in the
Action- Centred Leadership programmes he pioneered. He is the author
of over 50 books, many of them published by Kogan Page.
£14.99 • PB • 192 pages • 2011
PB 9780749463038
EBK 9780749463045
Leadershift
Reinventing Leadership for the
Age of Mass Collaboration
Emmanuel Gobillot
“In today's wikinomics world, yesterday's leadership traits can be a liability.
Leadershift shows leaders how to prepare their collaborative minds.” Don
Tapscott, author of global bestseller Wikinomics
Mass collaboration is a form of collective action that occurs when large
numbers of people work independently on a single project, exemplified
by websites such as YouTube, Facebook and Twitter. How can we adapt
and change traditional models of leadership in response to the influence
of mass collaboration? Those in leadership roles need to understand their
place in this new hierarchy and how to respond.
Leadershift shows how to adapt traditional leadership roles, and
describes the tools necessary to embrace and succeed in this new age. It
presents a new business model that will enable you to engage
successfully with these new communities, recognize and develop talent,
and win customer loyalty.
Emmanuel Gobillot is a senior practitioner in the area of leadership and
organization effectiveness, and an engaging speaker who frequently
appears on television as a commentator on communication, innovation
and leadership issues.
12

LEADERSHIP
Making Sense of Leadership
Exploring the Five Key Roles
Used by Effective Leaders
Esther Cameron and Mike Green
Practical, accessible and solution-focused, this book identifies the five key
roles used by effective leaders: the edgy catalyser, the visionary
motivator, the measured connector, the tenacious implementer, and the
thoughtful architect. Readers are encouraged to play with these roles,
recognizing and taking on those elements that most appropriately suit
their situation.
The book is supported by exercises for both individuals and groups, so
that the text can also be used as a learning and development resource
and for team facilitation and one-to-one coaching.
Esther Cameron is a consultant who specializes in change management.
Mike Green works as a consultant and tutor at Henley Management
College. Both are established authors in the area of change and
leadership.
£19.99 • PB • 224 pages • 2008
PB 9780749450397
EBK 9780749455583
Making Sense of
Change Management
A Complete Guide to the Models, Tools and
Techniques of Organizational Change
3rd Edition
Esther Cameron and Mike Green
“This is a book that lives up to its title … it really does provide a toolkit to make
sense of change.” Richard McBain, Director of Studies Distance Learning
MBA, Henley Management College
Making Sense of Change Management is the classic textbook in the field of
change management, containing a rich blend of theory and practice. It is
aimed at students who wants to understand why change happens, how it
happens and what needs to be done to make change a welcome rather
than a dreaded concept. It offers considered insights into the many
frameworks, models and ways of approaching change and helps the
reader to apply the right approach to each unique situation.
This completely revised and fully updated new edition includes additional
case studies and two brand new chapters on change agents and on
leading change in uncertain times.
Esther Cameron and Mike Green – see above.
£29.99 • PB • 488 pages • May 2012
PB 9780749464356
EBK 9780749464363
New Edition
13

MANAGEMENT SKILLS AND BUSINESS FINANCE
The 30 Day MBA series:
Fast Track Guides to Business Success
Ideal for
revision!
All £16.99
The 30 Day MBA
2nd Edition
312 pages • 2011
PB 9780749463311
EBK 9780749463328
The 30 Day MBA in
International Business
312 pages • 2011
PB 9780749462130
EBK 9780749462147
The 30 Day MBA in
Business Finance
248 pages • 2011
PB 9780749462154
EBK 9780749462161
The 30 Day MBA in
Marketing
256 pages • 2011
PB 9780749462178
EBK 9780749462185
Packed with links to free resources from the top business schools as well an online list of sources to keep you
informed on all the key business issues, texts in The 30 Day MBA series provide complete ‘courses’ spanning the
major disciplines in each subject area to equip students with the knowledge and confidence to pass. Ideal for
revision and self-study, the series places MBA success within reach of all students.
About Colin Barrow
Colin Barrow has spent 15 years applying the principles and knowledge acquired through his own MBA to
successfully running companies. He has lectured, researched and collaborated with colleagues in business schools in
the UK, America, Australia, the Far East and throughout Europe and is currently a visiting fellow at Cranfield
University and teaches there regularly. He is also the author of The Business Plan Workbook (see page 5).
14

MANAGEMENT SKILLS AND BUSINESS FINANCE
The Talent Wave
Why Succession Planning Fails
and What To Do About It
David Clutterbuck
Succession planning was once the key to identifying potential leaders to
fill important positions. However, in the rapidly evolving and changing
business world traditional succession planning is not longer a viable
strategy with research showing that 70% of succession plans fail within
two years, simply from lack of management support.
In a climate of growing skills shortages and lack of confidence in
leadership potential, David Clutterbuck offers a new a process of dialogue
between an organisation and its employees. The Talent Wave presents a
dynamic, flexible approach to succession planning. By attacking many of
the foundations on which it grew, Clutterbuck encourages solutions
which align employee ambitions and business priorities to ensure your
organization has the right leadership in place for ongoing success.
David Clutterbuck is a co-founder of the ECMC, a senior partner of
Clutterbuck Associates and lifetime ambassador for the European
Mentoring and Coaching Council. He was named 14th in the top 25 HR
thinkers in HR Magazine and is the author or co-author of 50 books on
the subject.
New
£29.99 • PB • 240 pages • August 2012
PB 9780749456979
EBK 9780749460785
No Fear Finance
An Introduction to Finance and Investment
for the Non-Finance Professional
Guy Fraser-Sampson
“An ideal introduction to the subject of finance for students.” The Weekend Book
Review on UK-Analyst
An accessible guide to the essentials of the finance and investment
sectors for students who may be approaching the subject for the first
time, or who are coming to it from a non-finance background. Covering
the fundamentals of finance - including an overview of business finance,
the basics of accountancy, financial risk and investment vehicles - the
book removes much of the fear experienced by many students when
confronted with complex financial issues, and enables them to gain a
clear understanding of the basic principles of finance, to which more
complicated financial models can then be applied.
Guy Fraser-Sampson designs and teaches a number of investment
modules at Cass Business School in the City of London. Previously, he ran
the international operations of a leading American fund manager, and
served as an investment controller with the Abu Dhabi Investment
Authority. Guy is the author of a number of best-selling finance titles.
New
£24.99 • PB • 264 pages • 2011
PB 9780749463878
EBK 9780749463885
15

MANAGEMENT SKILLS AND BUSINESS FINANCE
New
£24.99 • PB • 256 pages • May 2012
PB 9780749464677
EBK 9780749464684
Financial Management for
Non-Financial Managers
Clive Marsh
Part of the Strategic Success series
“If you want just one book to introduce you to the magical world of Finance; a
book that will stimulate your thinking and guide your learning then choose this
one!” Phil Ryan, Managing Director, The Management Centre, Bangor
University
An accessible, practical and easy to understand guide that will allow
anyone to gain confidence in understanding financial matters. A source
of invaluable expert advice on all the essential aspects of financial
management, it covers: business structures, accounting and financial
statements, analysis and ratios, planning, budgeting, product and service
costing, setting selling prices, investment appraisal, finance and working
capital, taxation and international transactions. Online spreadsheets and
worksheets are included to accompany key skills and practices explained
in the book.
Clive Marsh is a Chartered Banker, Fellow of the Chartered Institute of
Bankers in Scotland, Associate Chartered Accountant (NZ) and Fellow of
the Chartered Management Institute. He now works as a coach and
author with financial management skills as his main speciality.
£10.99 • PB • 184 pages • January 2012
PB 9780749464028
EBK 9780749466411
New Edition
How the Stock
Market Works
A Beginner's Guide to Investment
4th Edition
Michael Becket
Fully updated for this fourth edition, How the Stock Market Works provides a
clear, insightful and practical explanation of the way the UK's investment
and financial markets operate, and their interaction with other financial
markets around the world. From the practical consequences of being a
shareholder to a basic coverage of the taxation regime, the book provides
a wealth of information on individual product types as well as the key
players themselves.
Michael Becket is a much-respected financial journalist who has been
The Daily Telegraph's small business editor for the past 10 years. He is the
author of a number of successful books, including The Daily Telegraph's
An A to Z of Finance, published by Kogan Page.
16

MANAGEMENT SKILLS AND BUSINESS FINANCE
Accounting for
Non-Accountants
A Manual for Managers and Students
8th edition
David Horner
This updated edition of the best-selling handbook Accounting for Non-
Accountants provides the perfect introduction to the basics of accounting
and business finance. Designed for non-finance students who need an
insight into business finance and accounting, it guides them through the
maze of financial terms, theories and techniques in a meaningful and
easy-to-follow style.
Revised and updated for 2012, it includes information on the latest
accounting standards and taxation issues and is structured to provide indepth
understanding in three key areas: annual accounts; management
accounting and financial management. Already widely used as an
introductory text for business and management students on a variety of
courses, Accounting for Non-Accountants remains essential reading for
anyone looking to understand accounting principles and practice.
David Horner is Head of Critical Thinking at Colchester Sixth Form
College and co-author of Business Accounting Basics.
£19.99 • PB • 336 pages • January 2012
PB 9780749464943
EBK 9780749464950
New Edition
How to
Understand the
Financial Pages
A Guide to Money and the Jargon
2nd Edition
Alexander Davidson
“Bursting with clearly written need-to-know help on investment terms and
financial jargon.” What Mortgage
In a handy A–Z format, essential terms and concepts are explained in
non-technical English, and are extensively cross-referenced. The book is
international in scope and includes references to the use of technical
analysis in internet trading and the growth of financial services regulation
and compliance.
Journalistic in style, it will help non-finance students to read the financial
pages and gain a full understanding of the concepts involved.
Alexander Davidson is a leading financial journalist who has written
widely for the national press. Formerly a successful City share-dealer, he
has since worked in other areas of investment banking. He is the author
of several books, including How the City Really Works and How the Global
Markets Really Work, both published by Kogan Page.
£14.99 • PB • 384 pages • 2008
PB 9780749451448
EBK 9780749454937
17

PROJECT MANAGEMENT
New
£29.99 • PB • 272 pages • October 2012
PB 9780749466084
EBK 9780749466091
New
£24.99 • PB • 256 pages • July 2012
PB 9780749464332
EBK 9780749464349
20:20 Project Management
How to Deliver On Time, On Budget
and On Spec
Tony Marks
20:20 Project Management is the definitive guide to successful project
management in practice. It gives readers what they need to know: how to
pull off successful project delivery in the real world - on time, within
budget and at the right quality. With a focus on practicality, clarity and
applicability, it uses a wide range of international case studies to
demonstrate how best practice is applied in the world's leading
organisations.
With sections on specific tools in risk management, project leadership
and project teams it can be used as a standard text for the syllabi of any
of the three global professional bodies in project management - the APM
Group; the International Project Management Association and the Project
Management Institute.
Tony Marks is Managing Director of 20:20 Business Insight, the UK's
second largest specialist Project Management Training and Consultancy
company, with offices worldwide as well as in the UK. He is a lecturer and
examiner for The University of Aberdeen on their MSc in Project
Management course and is accredited by all three major project
management professional bodies.
Strategic Project
Management
Part of the Strategic Success series
Paul Roberts
Strategic Project Management uses real life case examples to characterize
and describe the organizational factors and conditions necessary for
projects to thrive and to deliver the organization's strategic objectives.
Accessible, practical and free of jargon, it offers the solutions needed to
successfully prioritize and manage a portfolio of projects, communicate
aims, align priorities to organizational objectives, evaluate progress,
manage supplier relationships and anticipate and mitigate the risks at
every stage.
Supported by a comprehensive package of online resources for project
portfolio planning, management and analysis this book will help readers
to build on their skills, knowledge and confidence to rise to the challenge
of governing and delivering successful projects.
Paul Roberts has been managing projects for over twenty years and is a
founding director of Fifthday Longview Limited, one of the world's
leading project management consultancies, providing expertise,
education and resources. He is the author of Effective Project Management,
also published by Kogan Page.
18

PROJECT MANAGEMENT
The Handbook of
Project Management
A Practical Guide to Effective Policies,
Techniques and Processes.
Revised 2nd Edition
Trevor L Young
This book includes a free CD-ROM containing a collection of tools,
templates and procedures. Written by an experienced practitioner, it will
be particularly useful if you are: looking to develop project management
skills; starting a new project; wishing to acquire new skills; or training
others in project management skills.
Sample Contents
Defining the project; Planning your project; Launching your project;
Executing the project work; Closing your project; Using a computer;
Common Project Problems.
Trevor L Young was a senior consultant for the Industrial Society where
he designed and conducted public training courses in project
management techniques and project leadership. He is now an
independent consultant specializing in the introduction of programme
management.
Goal Directed Project
Management
Effective Techniques and Strategies
4th Edition
Erling S Andersen, Kristoffer Grude and Tor Haug
Goal Directed Project Management (GDPM) is a unique methodology that has
been developed and refined by the authors over a period of more than 20
years and has been widely adopted as a standard approach. The authors
emphasize the need for a People, System and Organization perspective
that goes beyond the technical aspects dealt with by most project
management literature, enhancing and prolonging the life of a project by
allowing the people and organization involved to develop simultaneously.
Their book gives detailed and practical guidance on how to plan, organize
and control these projects effectively.
Erling S Andersen is professor of project management and information
systems at the Norwegian School of Management BI, Oslo.
Kristoffer Grude is a former managing director and partner of Coopers
& Lybrand Consulting, Norway. He now has his own business consultancy,
Euroconsult.
Tor Haug is an independent consultant, specializing in IT strategies, reengineering
and project management.
£29.95 • PB • 304 pages • 2007
PB 9780749449841
£25 • PB • 272 pages • 2009
PB 9780749453343
EBK 9780749457556
19

PROJECT MANAGEMENT
£29.99 • PB
400 pages • January 2012
PB 9780749463519
EBK 9780749462215
New Edition
£24.95 • PB
208 pages • 2010
PB 9780749461232
EBK 9780749461478
Key Account Management
Tools and Techniques for Achieving Profitable
Key Supplier Status
5th Edition
Peter Cheverton
Key Account Management is a highly practical book with a unique yet simple planning
methodology for identifying, obtaining, retaining and developing key customers.
Very few books take the long-term, team-selling strategic view of KAM that this
book takes, and it is the only book that focuses on implementation rather than
theory. Based on real and current experience of companies facing the challenge, it
provides tools for use in the real world that will help you to plan your own strategy
as you proceed.
Peter Cheverton is Director of Insight Marketing & People, the leading
international training and consultancy firm in KAM implementation.
Understanding the Professional Buyer
Peter Cheverton and Jan Paul van der Velde
Sellers are now faced with more professional, more knowledgeable and more
powerful buyers than ever before, and the sales techniques used in previous years
are no longer working. This practical book shows how to understand this new
breed of buyer, in order to interact with them on a more level playing field.
Peter Cheverton is founding Director of INSIGHT Marketing and People, a global
training and consultancy firm specializing in the development of customer focused
business strategies.
Jan Paul van der Velde is a purchasing professional, and is currently VP
Purchasing with the Flint Group
£24.99 • PB
288 pages • 2011
PB 9780749462949
New Edition
20
The New Strategic Selling
The Unique Sales System Proven Successful
by the World’s Best Companies
3rd Edition
Robert B Miller, Stephen E Heiman and Tad Tuleja
A genuine business classic, this new edition confronts the rapidly evolving world of
business-to-business sales with real-world examples, strategies for confronting the
competition and a special section featuring the most commonly asked questions
from the Miller Heiman workshop.
Robert B Miller brings almost 40 years' experience in sales, consulting and
executive management to help clients succeed in the sales arena.
Stephen E Heiman has worked in sales development for over 30 years. Latterly he
was Miller Heiman's President, CEO and chairman.
Tad Tuleja is Miller Heiman's staff writer.

ORDERING BOOKS FROM THIS CATALOGUE
To order any of the books featured in this catalogue, visit www.koganpage.com
or call our credit card hotline on 01206 25 5800, quoting BMCAT2012ABC
Please ensure you have the noted the book title and ISBN before you place your order.
INSPECTION COPIES FOR ACADEMICS
Inspection copies are available to teaching staff where an adoption would result in the sale of at least
twelve copies. As a lecturer you can request free inspection copies of up to three books from this
catalogue marked with this icon . All books must be supplied to a work address and are subject
to authorisation. Please see the inside front cover of this catalogue for full inspection copy conditions.
REQUEST FORMS FOR INSPECTION COPIES (OR PHOTOCOPIES OF THEM) SHOULD BE SENT TO:
Marketing Department, Kogan Page, FREEPOST, 120 Pentonville Road, London N1 9BR
if sending from within the UK
or Marketing Department, Kogan Page, 120 Pentonville Road, London N1 9JN if posting from overseas.
Book title/ISBN:
BMCAT2012ABC
Module Name:
Module Start Date:
No. of Students:
Level eg: UG/1st/2nd/3rd/4th/MBA:
Your Name:
Address of Institution:
Postal Code:
Country:
Email Address:
Telephone number:
Please note: your email address will be only be used for the purpose of delivering the services
outlined above. If you would like to subscribe to our emails, please tick the boxes below.
❑
❑
Send me Kogan Page’s regular e-newsletter so I can find out about new Business and
Management books, special offers and other exciting Kogan Page developments.
Keep me informed of new and forthcoming Business and Management textbooks by email.
Please allow 28 days for delivery. Orders for books not yet published or temporarily out of
stock will be recorded and supplied as soon as they are available.

www.koganpage.com