ad hominem language, 105
Applied creativity, 55–57
Attention, perception, 106
Bernie Madoff’s Ponzi scheme, 39
Business affinity, 8
Clinton, Hillary, 33, 83
Conflict resolution
consensus, 59
definition, 59
keys to creating, 60
negative connotation, 59
steps involved, 61–62
Conscious competency, 133–134
Constant esteem, 81
Cowell, Simon, 31
Creative destruction, 55–57
Critical questioning skills
decision-making process, 48–51
guidelines for, 57–58
innovation, 55–57
planning, 51–55
problem solving, 45–48
Critical results language
rejection and objection, 75–79
resilience, 79–82
sales environment, 69–72
support gaining and influencing, 72–75
Critical situation skills
conflict resolution, 59–62
exploiting success, 65–68
negotiating, 63–65
Cultures of intelligent inquiry
hallmarks, 121–122
inquiry threat and interrogations, 109–111
integral components, 120–121
productivity, 122
response stall prevention, 111–116
self-limiting beliefs, 117–119
Decision-making process
alternatives, 49, 50
decision funnel, 49–50
decision-making chain, 51
objectives, 48
risk, 49
Dishonesty, 32
Distraction, perception, 106
Due diligence, 121
Educational language, 102–103
Electronic language, 127–129
Environment, perception, 106
Experiences, perception, 106
Eyewitness testimony, 38
Fear of not knowing enough, 7–11
Future aspects
electronic language, 127–129
self-language, 132–135
value of silence, 130–132
Gaffney, Steven, 130
He said–she said phenomenon, 38
Idioms, 90
Imperfection, 4
Innovation
positive deviation, 55
vs. problem solving, 56–57
visible depiction of, 55
Job interview, 113
Language adjustment
to audience, 97–99
to circumstance, 99–101
to perceptions, 105–108
to purpose
disputing or debating, 104–105
educational language, 102–103
promotion, 103–104
wielding influence, 103
Language of clarity
analytic arabesques, 15–18
information to knowledge, 22–26
priority setting, 18–22
wisdom pyramid, 26–29
Language of the truth
factual information, 34–36
honesty, 31–34
reliance creation on evidence, 37–41
trust but verify concept, 41–44
Language pressure anxiety
determined debate, 85–88
media management, 83–85
metaphoric question, 88–93
reality distortion, 93–96
Litotes, 91
McLuhan, Marshall, 106
Media management, 83–85
Mercedes executive strategy, 63
Metaphor, 88–89
Metaphoric question, 88–93
Negotiating process
case study, 63
communications skills, 63
tactics, 64–65
techniques, 63–64
Normative pressure, 11
Observed behavior, 37
Organizational tropism, 13
Perceptions, language adjustment
attention and preoccupation, 106
case study, 105, 108
constant and mutual validations, 108
distraction, 106
experiences and environment, 106
physicality, 106
reconciliation, 107–108
vigilance, 106
Perfection
assembly lines and automation, 5
errors and mistakes, 4–5
future power language and clarity, 5
perfect game, 4
performance anxiety issue, 6
Perspective, 33
Physicality, perception, 107
Planning process
contingent actions, 52, 53
major steps in, 52
preventive actions, 52–54
problems, 52
Politician’s faux stall, 114
Ponzi scheme investment strategy, 39, 42
Positive psychology, 132
Preoccupation, perception, 106
Priority setting, language of clarity
autocratic, 19
case study, 19
growth, 21
language of success, 22
medical setting, 20
organization’s strategy, 19
seriousness and urgency, 21
triage concept, 20–21
Problem solving
example, 48
objective, 45
relevant change, 46–47
true problem anatomy, 45, 46
Profitable language, 5, 9, 125–127
Purpose, language adjustment
disputing or debating, 104–105
educational language, 102–103
promotion, 103–104
wielding influence, 103
Questioning, hesitancy
fear of falling off the bandwagon, 11–13
mania of perfection, 4–7
stereotypical fears, 1–4
“What do I know?” syndrome, 7–11
Reality Distortion Field (RDF), 93, 94
Resilience, 79–82
Ritz-Carlton Hotel approach, 64–65
Schoolyard language, 105
Schumpter, Joseph, 55
Self-language, 132–135
Self-limiting beliefs, 117–119
Simile, 89–90
Socratic inquiry method, 121
The Knowledge Creating Company, 8
The New York Times, 7
Tough buyer, 113–114
Triage concept, 20–21
Unconscious competency, 133
Vigilance, perception, 106
Viral marketing, 84
“What do I know?” syndrome of knowledge inadequacy, 7–11
Williams, Brian, 32, 33, 84
Wisdom pyramid, 26
Wordplay, 38–39