Book Description
The nation's premier communications expert shares his wisdom on how the words we choose can change the course of business, of politics, and of life in this country
In Words That Work, Luntz offers a behind-the-scenes look at how the tactical use of words and phrases affects what we buy, who we vote for, and even what we believe in. With chapters like "The Ten Rules of Successful Communication" and "The 21 Words and Phrases for the 21st Century," he examines how choosing the right words is essential.
Nobody is in a better position to explain than Frank Luntz: He has used his knowledge of words to help more than two dozen Fortune 500 companies grow. He'll tell us why Rupert Murdoch's six-billion-dollar decision to buy DirectTV was smart because satellite was more cutting edge than "digital cable," and why pharmaceutical companies transitioned their message from "treatment" to "prevention" and "wellness."
If you ever wanted to learn how to talk your way out of a traffic ticket or talk your way into a raise, this book's for you.
Customer Reviews:
Great Book.......2007-10-07
Frank Luntz does a great job of driving across that it's not what you say, it's what people hear. Although the book had a lot of political references, the lessons to effective language can be applied to any walk of life.
Luntz's "1984".......2007-09-30
If you want to know how you are being manipulated, Frank Luntz will tell you how he does it in his candid book.
Clear. Concise. Comprehensive........2007-09-28
Dr. Luntz illustrates his 10 Rules of Effective Language in the subtitle of his book Words that Work: It's Not What You Say, It's What People Hear. His 10-rule, 10-word system proves the power of language.
Disturbingly accurate examples show the impact and importance of language. What gets wired in us and why? What moves us emotionally? What makes us spend? What connects us? Words are ripples.
Lutz reveals how we get so caught up in words that we fail to communicate. Consider leaders who speak in alphabet soup and spoil our language and understanding.
Like fine embroidery, words follow design; and design is seen differently by everyone with eyes.
Using case studies as examples, Luntz makes points about how passage of time affects words, how disordered words can cause dissension and how new words shade new meanings.
Most of all, he states, what we say is who we are. He's right. Think about it.
Rebecca Jacoby, copywriter
www.afewchosenwords.com
www.beckyjacoby.com
Brevity as an Effective Communication Skill (would that it were!).......2007-09-10
Mr. Luntz sites brevity as an effective communication skill, yet he goes on and on and on with his examples and repeats himself throughout the book.
He uses the book as a vehicle to promote his Republican platforms, which is boring and annoying.
He is a little impressed with himself and is not afraid to share that with the reader. An especially distasteful example of this is his self-serving introduction about performing for Democrats and celebrities at Ariana Huffington's home.
He tries to imitate Steven Levitt's style of writing but he's just not that interesting or cool.
WORDS THAT WORK.......2007-09-08
"Words That Work: It's Not What You Say, It's What People Hear" by Frank Luntz is a modern day "how to win friends and influence people" for the 21st century. "Words That Work" is a good book but the best part is the '10 Rules of Effective Language' in the first few chapters, which is basically the whole point of the book.
You may not want to read the other chapters because the book does surprisingly focus also on how businesses can use words. You can pretty much ignore the Publisher's Weekly criticism that this book is partisan. Luntz sights good and bad examples of communication from both Democrats and Republicans. His first anecdote deals with giving a seminar at Arriana Huffington's home for the Hollywood Elite!
People who don't care about politics or business will probably get bored with this book. But if you only get half-way through the book you will be convinced that "It's Not What You Say, It's What People Hear".
"MoveOn.Org" Democrats who try to smear the lessons Frank Luntz gives in this book may do so at your own peril.
Customer Reviews:
5 Stars but poorly structured for a book on structure.......2007-02-14
Excellent content but poorly structured for a book on structure. Ms. Minto must like to sell consulting services with her book.
Superb content, poor presentation.......2006-05-11
I read the Pyramid Principle in 1995 and dutifully trained myself to use it, with a little help from a class with Ms. Minto.
The hardest part was realizing that the Pyramid Principle isn't about forcing your current writing into Minto's structure; it's having the courage to tear your argument apart and recraft it if you can't support it in a properly constructed pyramid.
It took effort and practice to master, but it was well worth it. My writing has been widely published, and my articles are often praised for their clarity. The clarity comes from Minto, plain and simple.
They should pipe this into a hospital room to save on anesthesia.......2006-02-07
It is VERY slow going, but you *do* get the impression that this is an important skill to have. The tips are good, and the examples are easy to comprehend. I dont think they should wait until you're in business to learn this. They should teach the Principle in highschool!... if you could stay awake long enough to learn it.
You Must Practice What You Read.......2006-01-09
I purchased this book primarily because it was referenced by several authors of other Mckinsey books that I've read. I was taken aback by the price of the book but I'm of the school of thought that great ideas need not come in large packages. As like many of the other reviewers, I found this book a tough read and had to break it down into smaller bite size readings. What I did that help me tremedously was build a Pyramid chart capturing the SCQ ---Answer using sticky notes. Once built, I was able to easily see the ideas she was presenting and was able to clarify my thinking and writing substantially.
For years I struggled with getting my ideas out of my head and onto paper coherently. Now, I have a great tool that speeds this process up and get my point across succintly.
Hard to find, hard to read, expensive, puts you to sleep, but brilliant and unique! A must read!.......2005-09-26
After an exhaustive search, I ordered this book directly from the author. Make sure to get the more recent 1996 edition, not the 1987 edition.
The book is awesome in that it applies concepts in a way that I haven't seen anywhere else!
I haven't finished the book yet, it is painful to read, partly because Minto doesn't always apply her own principles! However, there are many great diagrams, and the examples cited are entertaining. For example, she provides examples of "intellectually blank assertions".
I force myself to read a chapter in the book each month. It is painfully intellectual, and sometimes puts me to sleep. But many great books are that way.
I bought the book to help me with my business proposal writing. This book is well worth it, especially for all consultants and business people.
Average customer rating:
- Great Book - Get this one!!!
- Happy Book
- Little Green Book of Getting your Way
- If You Sell Something, Read This Book
- Fun and interesting
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Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books)
Jeffrey Gitomer
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Customer Reviews:
Great Book - Get this one!!!.......2007-09-22
Jeffrey Gitomer knows his stuff ... I am a professional presenter and found this book very useful. I would recommend it to a friend ... and often do! :)
Happy Book.......2007-09-13
Gitomer has an entertaining - yet direct style that always makes me smile. His written word is as entertaining as his live presentations. This is a great book to share with your loved ones.. and your collegues! Quick read, entertaining and thought provoking.
Little Green Book of Getting your Way.......2007-09-07
I have bought several of this title and given them as gifts. When you want to know how to get your way in many situations and the right way to do it, this is the book. Big print, quick reading.
If You Sell Something, Read This Book.......2007-08-28
Jeffrey has written a number of books and this is one you should have if you have to sell anything to anybody. Lots of ideas, fun to read, and most importantly, the stuff works if you will just do it. I always like a person who practices what he preaches. Jeffrey does that. Read it and learn.
Fun and interesting.......2007-08-28
It is a cool little book loaded with practical sales advice. Everyone who has seen it at my house, has looked at it, and asked to borrow it. The ideas, though not original, are refressing non the less, and is a wonderful reminder of the most basic ways to manipulate without other people feeling that way.
Amazon.com
Nearly everyone responds to a good yarn, and that's precisely the point behind The Story Factor by Annette Simmons. A "collaborative behavior" consultant to public and private organizations, Simmons argues that storytelling may just be the best management tool available to modern business leaders because it exerts influence in ways that other techniques cannot. And she doesn't suggest that stories be exclusively reserved for formal presentations, either; on the contrary, Simmons shows how they can be used effectively in small group settings and even one-on-one situations. She begins by describing six basic types that can be adapted to any circumstance (Who I Am, Why I Am Here, The Vision, Teaching, Values-In-Action, and I Know What You Are Thinking). She then offers pointers for finding them and advises that ideas be jotted down whenever they appear, built upon consistently, and practiced in private until the telling comes naturally. To that end, she includes helpful tips on presentation, noting that the words are only part of a package that includes body language, clothing, tone, and other components. Follow her lead and you'll likely never relate to any individual or group in the same way again. --Howard Rothman
Book Description
A modern classic, revised and expanded: How the age-old art of storytelling can transform the way we communicate—and the way we do business. The new material for this revised edition offers an expanded case study of storytelling in action that focuses on one of Simmons's success stories. Over one hundred stories drawn from the front lines of business and government, as well as myths, fables, and parables from around the world, illustrate how story can be used to persuade, motivate, and inspire in ways that cold facts, bullet points, and directives can't. These stories, combined with practical storytelling techniques show anyone how to become a more effective communicator. From "who I am" to "I-know-what-you're thinking," Simmons identifies the six stories you need to know how to tell and demonstrates how they can be applied. This revised edition offers a guide to using storytelling in specific business circumstances, including corporate reorganizations, layoffs, and diversity issues.
Customer Reviews:
Impacting Your Story Culture by Listening First..........2007-09-29
Have you ever sat through a meeting where you could not understand what the person was talking about? Well, that person probably did not read this book...or, they are one of those curmudgeons that really don't belong telling stories in the first place...OK, OK, we all have stories, but not everyone can tell them well. The Story Factor touches many areas to help tell a story to gain credibility and capture the attention of your audience. Annette Simmons shares some insight into six types of stories outlined in the book:
* "Who Am I" Stories
* "Why I Am Here" Stories
* "The Vision" Story
* Teaching" Stories
* "Values-in-Action" Stories
* "I Know What You Are Thinking" Stories
By reading the book and connecting it to evoking emotion, engaging your audience, and empowering your listener to become active in their own stories, you can develop a positive impact on the story culture you may wish to create.
not what I wanted.......2007-09-22
I finished this book in an afternoon. It does categorize stories and give examples, but I had expected better ways of explaining life more generally. What patterns are there in life stories? What roles are there at different times and places? How do "stories" help sort that out? I would have been better off just reading novels or historical narratives that address these things.
Storytelling by a Proven Teller .......2007-04-10
Author Annette Simmons invites readers to get inside the story tellers skin and experience story telling vicariously. Annette has lived what she advocates. Furthermore, being a story teller myself, I resonate to Annette's dividing of stories in to major generic types.
Storytelling.......2007-03-13
I found the book to be very helpful. It gives me a platform from which I can be more personable and relate info in a more interesting way.
Interesting and insightful.......2007-01-12
If you think back to the last compelling presentation or conversation you had chances are what you remember are the stories. Annette Simmons provides a very readable account of why storytelling is so compelling and how it really can help reframe issues, defuse conflicts and, most importantly, make a personal connection with people. It's packed full of stories that can be adapted for you to use, but of course its best to find your own stories.
Annette provides plenty of reasons and logic behind why stories are good, but really her stories speak for themselves.
This is the only storytelling book I've read but I recommend it highly. I even bought a copy for a friend half way through reading it. If you're in a half mind whether to get it then I say just buy it. You won't regret it.
Customer Reviews:
Good but old.......2006-06-25
The elements of business writing give good point to look at.But the book is old and sometime give weird information.It's not an important book to have but, but still have some info.
Very helpful, easy to read........2006-02-01
This book was easy to read and very helpful in communication skills.
One the best guides for business writers.......2005-03-16
This book, with an obvious nod to Strunk and White (which it surpasses), lists 67 principles of good writing, with about two pages each of details and examples. It's on the short list of recommended resources in my book The McGraw-Hill 36-Hour Course in Business Writing and Communication.
A valuable writing guide.......2004-02-21
Remarkably concise and informative, The Elements of Business Writing: A Guide to Writing Clear, Concise Letters, Memos, Reports, Proposals, and Other Business Documents by Gary Blake and Robert W. Bly is more than just a tool for business people. Taking a common sensical approach, as opposed to a lofty educated tone, Messrs. Blake and Bly do not restrict themselves to business writing, in spite of the title. For the most part, The Elements of Business Writing is a valuable writing guide for just about all forms of writing. The book is strong on: knowing your audience; clarity; precision; and persuasion. When you think about those four elements, you're thinking about effective communication in general. This is something everyone--not just business people--can use in their daily lives.
Very useful.......2001-04-26
If you write letters, emails, business proposals or marketing plans, this book will be useful to you. It is very easy to follow. The book offers a number of suggestions for writing clearly and with style, and explains each point in detail. I used this book for a graduate level class, but it would be useful to anyone!
Book Description
The art of persuasion as taught by one of the world's most sought-after speakers and pitchmen
In this daring book, Joel Bauer teaches you how to persuade by making your messages entertaining. Learn the secrets behind "The Fright Challenge," "The Transformation Mechanism," and other persuasion tactics used by pitchmen, carneys, and conjurors to convince people to their way of thinking. Along with coauthor Mark Levy, Bauer has taken these ethical, entertainment-based techniques, and has made them practical for everyday use-capable of influencing one person or a thousand, in business and in life.
Joel Bauer (Los Angeles, CA) is an expert in performance-based live marketing who The Wall Street Journal online referred to as "undoubtedly the chairman of the board" of corporate tradeshow rain-making. Mark Levy (Chester, NJ) has written for the New York Times, has authored or coauthored three books, and is the founder of Levy Innovation, a consulting firm that makes individuals and companies memorable.
Download Description
The art of persuasion as taught by one of the world's most sought-after speakers and pitchmen
In this daring book, Joel Bauer teaches you how to persuade by making your messages entertaining. Learn the secrets behind "The Fright Challenge," "The Transformation Mechanism," and other persuasion tactics used by pitchmen, carneys, and conjurors to convince people to their way of thinking. Along with coauthor Mark Levy, Bauer has taken these ethical, entertainment-based techniques, and has made them practical for everyday use-capable of influencing one person or a thousand, in business and in life.
Joel Bauer (Los Angeles, CA) is an expert in performance-based live marketing who The Wall Street Journal online referred to as "undoubtedly the chairman of the board" of corporate tradeshow rain-making. Mark Levy (Chester, NJ) has written for the New York Times, has authored or coauthored three books, and is the founder of Levy Innovation, a consulting firm that makes individuals and companies memorable.
Customer Reviews:
Fun and Effective.......2007-09-26
The focus of this book is in using, what I like to call "tangible metaphors" to persuade. The author provides examples where he used magic tricks. However, you may use other skills you posses to bring your point across by "showing" instead of "telling". And sometimes, the only skill required is a little bit of creative imagination, rather than any special dexterity.
Years ago, a friend frequently took me to different parties with him. As soon as we'd get to a party, he'd get out of sight and embark upon seducing other women. I wondered why he took me with him if his intent was to go skirt-chasing, but I didn't want to say anything. Instead, I cut one skirt short and decided to wear it to the next party. It worked like a charm - my friend stayed glued to me the entire time to protect me from other men.
Words have magic in them, but since people intepret words in different ways, and you may not always know what words would have the greatest emotional impact upon another, guiding your listener through an actual experience may prove to be much more effective, and you may have way more fun in the process.
Excellent read.......2007-05-12
A wel presented well written book. Lots of Mmmmmm moments. Some really clever stuff in this book.
You NEED To Read This Book.......2007-04-17
I have had the opportunity of meeting Joel Bauer in person. Let me just say that he is a great person who genuinely cares about people.
He spoke at an event I attended and I am sure that the majority of the people in attendance followed him to the back of the room to buy his kit.
But did he stop there? Oh no, he came back that evening, on his own time, and talked to whoever was interested, until the room had to be closed and believe it or not everyone moved to the hallway of the hotel where Joel continued to speak until almost 2:00 AM. I had never seen anything like this before or since!
This book gives you tips, hints and techniques to become a more persuasive and influential communicator. If you are willing to put some of these "transformational mechanisms" to work, you will see results.
Joel Bauer is the real deal!!
David Mason, Performance Development Coach
Author of Marketing Your Small Business for Big Profits
A Must-Have Persuasion Blueprint for Speakers, Coaches, and Consultants... .......2007-03-07
If you are looking for scientific explanations of emotional and psychological triggers that have been driving all human kind to action since the cave man, skip this book and pick up a copy of Robert Cialdini's "Influence: The Psychology of Persuasion."
But if you are looking for real-life tips you can start using immediately to grab and hold attention of your audiences or clients, you will find this book a treasure chest!
Joel Bauer and Mark Levy give practical tips and tools for commanding attention and persuading people who are numbed by millions of marketing messages, bored by their busy lives, and jaded by being over-promised and under-delivered to in the past.
After reading this book I started using several of the entertainment and fun-focused strategies and tactics to command attention of my audiences and drive home hard to explain, complex concepts. It works like a charm!
Adam Urbanski, "The Marketing Mentor"
If Magic Is Your Thing..........2007-02-21
This book was short on useable content and is geared more for the person wanting gimicks and tricks to attract people passing by on a busy trade show floor. I think that some of the tricks he shares do have value in driving your point home but pursuading people who don't want to be persuaded... so, so. I'm glad he made tons of money as a magician/entertainer and just made more on a less than stellar writing venture. I believe this could be used as a platform to begin being creative in you own enviroment.
Book Description
WHEN WORDS COLLIDE is the most versatile grammar and usage handbook for beginning and continuing media writers. As a main text, the book is praised by students and professors for its straightforward, clear treatment of grammar, offered in a lighthearted, almost conversational tone. As a handbook, the text serves as a reference tool for students throughout their writing careers. It provides concise and clear explanations and examples, or a quick and accurate answer to a grammar or usage question. The unique 'from writer to writer' perspective engages students and guides them firsthand through the writing process.
Customer Reviews:
The Answer to Beginner Grammarians' Nightmares.......2004-04-09
This guide wittily walks its readers through the rules of English grammar, breaks down every principle, identifies the most common mistakes among writers and gives excellent insight on how to fix these errors. The last 37 pages (the Topical Guide to Grammar and Word Use) simply list every misconception or fallacy regarding word and punctuation misuse and give quick explanations on how to correct these frequent blunders. This book is an absolutely must for any undergraduate student and I recommend it to even the most professional grammarians. It should be considered beginner grammarians' Bible.
Great Grammar Guide for Everyone.......2001-03-30
This a great guide for all journalists or anyone who wants to use proper grammar and punctuation. This textbook is owned by every student in the journalism school where the two authors teach, which is where I first picked up this book. I've been working in PR for the last four years and have it sitting on my desk for reference whenever I want to know the proper use of underway vs. under way or bad vs. badly or some other frequently misused words and punctuation.
A great, clear, easy guide to grammar rules,tricks and info........1998-10-17
This book changed my life! I took a class in college from tbe author and this was the textbook. I have been in advertising and marketing for the past 12 years and I use this book all the time. It's so easy to use and the info is really clear.
The best part is a guide at tbe back that explains the distinctions between commonly misused words. For Example: farther/further (farther--physical distance-throw the ball farther and further --degree,time or quanity - discuss the issue further); since/because (since -- denotes a period of time -it's been many years since we've been together and because gives a reason or cause); irregardless(isn't a word) etc. I recommend this book to everyone--it's great.
Book Description
With over 40,000 copies sold, the first edition of Persuasive Business Proposals helped many readers construct dynamic, effective proposals. Now in paperback, this fully-revised second edition still gives readers simple, effective techniques for organizing, writing, and delivering proposals while updating the author's winning strategies for today's global business environment.
By cutting through the confusion, and providing dozens of real-world examples, this updated version provides step-by-step instructions for crafting value-centered, recipient-specific proposal packages, with all-new discussions on:
* How to increase business using new communication channels from e-mail and electronic submissions to PDF, HTML, and others * The Seven Worst Proposal Mistakes illustrated with real-world examples
This is an essential book for anyone seeking to win contracts and sell projects.
Customer Reviews:
Practical Polish for Proposals.......2007-08-13
This is a great primer for writing general proposals. It's chock full of information as well as being very readable. I read it in 2 evenings and was able to utilize what I found the day the book arrived.
It's written by the founder of Sant Solutions, a great RFP/Proposal software, and never mentions this so there are NO infomercial ties as with lots of these kinds of things.
Excellent resource.
A practical guide that's also a lively read.......2007-07-16
Writing customer proposals, especially in response to a lengthy and complex RFP, involves more than simply answering the questions and attaching the required support material. It involves creating compelling messages and value propositions, understanding the customer's true needs, and establishing the credibility of your offering. Sant provides a practical, clear guide to both content and process when writing proposals. Many of his suggestions are relevant to other types of technical writing and marketing writing projects as well. His lively writing style and numerous examples make an otherwise dull subject an entertaining and informative read.
A Common Sense Approach.......2007-05-06
Dr. Sant's book equips you with the information you need, but doesn't bog you down with extensive processes. In today's fast paced contracting world, we no longer have the luxury of 30-60 days of writing time. We need to move towards a faster proposal turn around. Dr. Sant's book provides the framework to scale up or down depending on the size of your resources and time.
Buy it today!.......2007-03-02
If you write proposals, or employ those who do, you need this book. Tom Sant is the Michael Jordan of proposals (although not as tall) and this book can help you write better proposals.
Tom's emphasis on the executive summary, methodology for structuring the document and ability to write about this complex subject in the correct tone set this book apart form all of the other books on the market. Of particular interest to those who have read many books on proposals should be the chapter on editing your proposal.
An unexpected by-product of this book is that you will find it helpful for all of your business communications. I've used Tom's NOSE structure successfully in many different areas.
This book is every bit as good as others say it is. There is a reason that Tom Sant is the only one name in the proposal game.
Best Book Ever on Persuasion.......2007-01-27
This is the Best Book Ever on Persuasion. No, I'm not exaggerating.
"Persuasive Business Proposals" only claims to be about, well, business proposals, but the advice on persuasion is useful to everybody -- I use it every time I need to use the written word to persuade others. I spent four years working as a business and technical writer, and during that time, I referenced Mr. Sant's original edition of "Persuasive Business Proposals" on a daily basis. But even after I moved on to a new career, I continue to use his persuasive tips and information every time I write. I've developed a reputation in my office -- colleagues and superiors always come to me to write important documents -- everything ranging from proposals to grant requests to cover letters. They come to me because these techniques work. I know they work -- hell, I've written three book proposals based on Mr. Sant's techniques and each book sold to publishers.
His persuasive strategies work. The specific methods he teaches are powerful and effective. As soon as I saw that Mr. Sant had a new, revised edition of the book, I bought a copy, and now I keep it next to my computer. Trust me, folks, this is THE MOST IMPORTANT book you'll ever buy, because it is useful for nearly anything you do that involves words. Personally, I've used it more often than anything else on my shelf -- dictionary and thesaurus included.
Highly recommended.
Book Description
As its title implies, this book deals with revising, not with original composition.
In business writing, where a first draft often emerges quickly under the pressures of facts, figures, and deadlines, revision is typically the major part of a writing task, and collaborative revision often produces the final document. Revising Business Prose provides detailed revision guidance and a collaborative approach to writing easily applied to writing in business, industry, government, and academics. Based on the premise that bad writing in organizations imitates the bureaucratic style The Official Style, as it's called here this book shows readers how to transform stilted, dense prose into plain English.
For anyone interested in the revision process in every business writing context.
Customer Reviews:
Stilted .......2007-05-25
Revising Business Prose was recommended to me by a co-worker. When not presenting examples of concise writing, Richard Lanham writes with a slow, stilted style, antithetic to his own recommendations. While instructing readers not to overwrite, he overwrites.
I won't even talk about the chapter, "Who's Kicking Who?" O! Wait a moment. I just did. He defends his misuse of the subject, "who," in place of the object, "whom," by claiming "whom" sounds stilted. So, it is OK for him to employ idiomatic language and yet write a book criticizing the same. At almost $0.35 per page ($40 MSRP/117 pages), I don't see the value.
Business writing revision made simple........2006-07-21
This great little book is an island of hope in a world flooded with pompous, pretentious messages. If you practice what Dr. Lanham preaches you will write leaner and tighter texts. You will use his smart paramedic method to get rid of unwanted lard. Just one wish for future editions: Please include some practical exercises. This will help less experienced readers not only gain but retain better writing skills.
Easy to understand .......2006-03-10
If you are looking to revise business prose this book is really good with explaining the process step by step. It is in plain english, no big words you will need to look up.It is also fun to read.
One the best guides for business writers.......2005-03-16
Taking the same basic approach to revision as I do, this book has gained wide recognition for its "paramedic method" of revising. It's on the short list of recommended resources in my book The McGraw-Hill 36-Hour Course in Business Writing and Communication.
Good Focus, Good Examples, Will Improve Your Writing.......2004-05-30
There are two kinds of bad English: one is the bureaucratic bad English, using 100 words where 10 will do, and the other kind is the one I have suffered from for decades, complex layering of convoluted ideas with too many commas and semi-colons, and too few periods. In a word, undisciplined.
This book will help both kinds of English. It is short, to the point, and after reading and practicing what this book preaches, you should be able to cut your confusion of words in half, and increase your clarity and communications value by 100%
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