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PART II: APPLYING THE SKILL SET
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PART II: APPLYING THE SKILL SET
by Maryann Karinch, James O. Pyle
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Cover Page
Title Page
Copyright
DEDICATION
ACKNOWLEDGMENTS
CONTENTS
INTRODUCTION: YOU CAN TAKE THIS SKILL TO THE BANK
EXERCISE
PART I: BUILDING THE SKILL SET
CHAPTER 1: THE FOUR AREAS OF DISCLOSURE
CATEGORIES OF RESPONDERS
FOCUS ON THE FOUR AREAS
EXERCISE
CHAPTER 2: RESPONDING WELL TO EASY QUESTIONS
GOOD AND BAD QUESTIONS
EASY QUESTIONS, EASY ANSWERS
EASY QUESTIONS, TOUGH ANSWERS
EASY QUESTIONS, DEFLECTED ANSWERS
EASY QUESTIONS, NO ANSWERS
EASY QUESTIONS NOT WORTH ANSWERING
ANSWERING A QUESTION WITH A QUESTION
QUESTIONS TO DRIVE TO A CONCLUSION
CHAPTER 3: RESPONDING WELL TO TOUGH QUESTIONS
TOUGH QUESTIONS, EASY ANSWERS
TOUGH QUESTIONS, TOUGH ANSWERS
PARADOX THINKING
TOUGH QUESTIONS, DEFLECTED ANSWERS
TOUGH QUESTIONS, NO ANSWERS
EXERCISES
CHAPTER 4: THE MOTIVATION BEHIND THE QUESTION
SUBSTANTIAL RELATIONSHIPS
THEIR MOTIVATION VERSUS YOURS
EXERCISE
CHAPTER 5: ANSWER ENHANCERS
IDENTIFYING KEYWORDS
LEVERAGING KNOWLEDGE OF BODY LANGUAGE
EXERCISES
PART II: APPLYING THE SKILL SET
CHAPTER 6: JOB INTERVIEWS
A STRATEGY TO ENCOURAGE INTERACTION
EXERCISES
CHAPTER 7: NEGOTIATIONS AND SALES
THE PRISONER'S DILEMMA
GOLDEN BALLS GO TO WORK
EXERCISES
CHAPTER 8: MEETINGS
THE NATURE OF MEETINGS
EXERCISES
CHAPTER 9: MEDIA INTERVIEWS
THE NATURE OF MEDIA QUESTIONS
RESPONDING TO MEDIA
CHAPTER 10: SOCIAL INTERACTIONS
TEXTUAL ANALYSIS
BETTER UNDERSTANDING THROUGH BODY LANGUAGE
EXERCISE
GLOSSARY
NOTES
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CHAPTER 5: ANSWER ENHANCERS
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CHAPTER 6: JOB INTERVIEWS
P
ART
II
A
PPLYING THE
S
KILL
S
ET
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