452 / INDEX
Index
A
ability, and performance
46–47
accountability, delegation
43
action plans, time
management 188
administrators 140–141
advantage, competitive
132
advice
giving 217
mentors 226
affirmations 148
agenda 288, 308, 309, 376
agendas, for meetings
195
aggressive behavior 22
agreement, team
performance 39
agreements
international 438
multiparty 432–433
and mutual trust 394
negotiated 424–425
Alessandra, Tony 253
Allen, Elizabeth 257
allies, gaining 437
ambiguity, cultural
differences 303
ambitions 172
analysts 140–141
anchoring and adjustment
416
anger 419, 420, 423
anger, in letters 275
appearance 336–337
appearing confident
206
brand development
176, 177
nonverbal
communication 287
at teleconferences
310
appraisals 50, 54–55, 116,
118, 120–121, 123
Asian negotiations
438–443
assertiveness 22–23,
67
association power 65
assumptions, self-
awareness 24–25
audience
feedback 245
gender traits 247
maintaining interest
267
matching messages
250–251
media interviews
314–315
medium choice
252–253
motivation 246,
249, 290
report compilation
280
social media
engagement 307
socioeconomic factors
248
targeting 248–249, 256,
258–259
understanding 245, 246,
250–251, 290–291
authority, delegation
42–43
autonomy, job design
34
B
balancing targets 146–147
bargaining, building power
67
barriers, overcoming
240–241
BATNA (Best Alternative
To a Negotiated
Agreement) 374,
386, 400, 432, 445
benchmarking, problem-
solving 203
benchmarks
anchoring and
adjustment 416
competitive tactics 422
opening offers 404
setting 411, 415
benefits, emphasizing 409
blackmail, emotional 423
blocking coalitions 437
boards of directors 326
body language 253, 285,
286–287
appearing confident
206
audience 345
and confidence 340–341
listening skills 216
and problem solving
358
Q&A sessions 357
boundaries, ethical 58–59
brainstorming 104, 202
brand development
176–177
branding yourself 165
brands, building 316–317
breathing 346, 348–349
breathing, appearing
confident 206
bridges, and networking
225
briefings 288–289
building relationships
108–111, 114, 144–145
bullies 23
bundling issues 391, 423
bureaucracy, cultural
differences 439
burnout 126, 136
business cards 223
business letters 274–275
C
calmness 127, 149
cards, business 223
career management 78–79
US_452-463_Index.indd 452 01/06/16 11:55 am
INDEX / 453
career moves 228–231
case studies 332
chairing
meetings 194–195
multiparty talks 433
change
cultural 301
enabling 90, 119, 121,
136–139
integrating 137
locating 132
managing 68–69
pace of 132
spotting signs of 157
channeling energy 346
charisma, power building
64
challenges, leading
through 102–153
clichés 270–271
client relationships 35
closed body language
206
closing
the deal 424–425
a sale 298–299
clothes 337
appearing confident
206
brand development
176, 177
coaches 172, 444–445
coaching 72, 76–77
executive 113
leadership
competences 114
leadership styles 89
for success 162–163
see encouragement;
feedback
coalitions
building, winning
434–435
dealing with many
parties 432–433
power building 67
recruiting partners
436–437
Coca-Cola 317
codes, planning approach
245
cognitive skills 450–451
color
clothes 337
storyboard notes 328
in visuals 261, 262
commitment
building trust 394–395,
411, 441
escalation of 373, 416
communication 88, 94, 95,
128, 378, 443
and accessibility 94,
136, 137
barriers 240–241
and coaching 114
and confidence 148
and cultural diversity
40–41
definition 238–239
effective 250–251
external see external
communication
levels 238
persuasive 290–291
positive regard 72–73
principles 239
problem solving 63
teaching skills
52–53
team management
38–39
question and answer
sessions 92
see writing
competences 112–117,
122, 123, 162
competition
compete or cooperate
dilemma 371, 385
cultural differences
442
escalation avoidance
373
as tactic 384–385,
422–423
competitive advantage
132
complexity, multiparty
432–433
concessions 406–407
and anger and threats
384, 419, 423
small 410, 423
conclusions 326–327, 329
conferences
networking at 222, 224
panel presentations
327
teleconferences
308–311
confidence 204–205,
326, 338–339, 347,
379, 415, 416
confidence, improving
148–149, 264–265, 267
confidentiality, counseling
74–75
conflict
avoidance 443
dealing with 196
management 26–27
292–295
mediation 446–449
resolution 140, 142,
144–145
consensus 429, 441
consensus, decision-
making 208
consistency 129, 149
contacts, recording
224–225
context, keeping in 362
contingencies 104
continuous development
164–165
contract
closing the deal
424–425
cultural differences
438, 441
negotiators 392–393
cooperate or compete
dilemma 371, 385
US_452-463_Index.indd 453 01/06/16 11:55 am
454 / INDEX
costs 394, 400–401,
450
counseling 72, 74–75
counteroffers 404–405,
416
counterparts
basic agreement with
377
closing the deal
424–425
competitive tactics
422–423
concessions see
concessions
cultural differences
438–443
offers and counteroffers
404–405
risk tolerance 391
self-image 412
thinking style
388–389
trust development
394–395
understanding 372–373,
374–375, 381
cover letters, with reports
280
creativity 140–141, 144, 387,
388–391, 418, 447
decision-making 209
skill development
202–203
credibility 325, 360
crisis management 66, 68
312–313
criteria, decision-making
209
cultural
differences 438–443
diversity 40–41
fit 60–61
culture
brand image 316
cultural differences
240, 287, 300–303
matching organizational
243
Curtis, Carlton 317
customers
brand image
316–317
and competitive
advantage 132
entrepreneurs, learning
from 150–151
feedback 94, 118–119
needs 115, 134–135,
164–165
service 146–147
and social media
307
D
data management 98
deadlines 104, 362, 380,
401, 423
and creativity 203
deadlock 412–413
deal breakers 372, 407
debriefing 106
decision-makers 251
and networking 224
decision-making
208–213, 370, 397,
411, 429
as competence 84, 95,
115, 134
cultural differences
441, 443
decision-tree diagrams
211, 213
and delegation 42
devolving 101, 142,
149
group decisions 209
SWOT test 132–133
traps 414–417
deductive reasoning
331
defusing impasses 413
delegation 24, 42–43, 95,
104–107, 145
“Plan to Delegate” table
106–107
delivery
formal speeches
350–353
pace of 345, 347, 349
desks 339
development
competences as tool
116, 122–123
continuous 164–165
and feedback 118–119,
122–123
leadership 156–165
self 87, 112, 124–125
devolving decision-making
101, 142, 149
diction 349
difficult people 144–145
196–197
dignity, protecting 393,
412, 441
dilemmas 370–371
directors, boards of
326
disengagement 145
distraction 145
distributive fairness
396–397
distributive style
384–385
diversity 40–41
documents, scanning
200–201
due diligence 404, 450
Dyson, James 203
E
effective communication
250–251
effectiveness 200–217
emails 276–279
time management
191
emotions
cultural differences
441, 442, 443
emotion management
250–251, 284
US_452-463_Index.indd 454 02/06/16 4:36 pm
INDEX / 455
emotional blackmail
423
emotional choices,
decision-making
212
emotional intelligence
18–21, 90–91, 388–389,
413, 421, 423
emotional problems
74–75
impasse management
412–413
managing 418–421,
450–451
multiparty negotiations
433
empathetic listening skills
217
empathy 20, 88, 89, 115,
369, 371, 421
empowerment 42, 51
encouragement 84, 116,
128–129, 149
and feedback 118–119
and future leaders 157,
162
see coaching
energizing skills 94, 114,
140–143
energy
channeling 346
focusing 102–107
entrepreneurs 150–153
environment, adapting to
242
EQ (emotional intelligence
measurement) 18–19
equality 396
equity 396
errors of judgment
414–417
escalation of commitment
373, 416
ethics 58–59
ethnic diversity 40–41
ethnicity of audience
246
ethnocentrism 302
evaluating projects 213,
215
evaluation criteria,
decision-making 209
example, leading by 86
exit strategy 372, 415
expectations, managing
249
experience
drawing on, and
confidence 205
gaining 174
new job 230, 231
experiential learning 52
experimental self style
388
expertise, building power
64
extemporaneous briefings
289
external communication
brand building 316–317
crisis management
312–313
cultural differences
240, 287, 300–303
media interviews
314–315
selling 298–299
social media 306–307
teleconferences
308–311
web writing 304–305
extrinsic rewards 49
eye contact 287
and body language
340, 358
listening skills 216
making 342–343, 345,
347, 355
with audience 353
F
facial expression 341, 344
facilitators 140–141
failure, dealing with 84,
105, 128, 150–151
fairness 395, 396–397,
440–441
family life 214
fast-track promotion
schemes 228
fears 346
dealing with 91,
145, 149
feedback
360º 122–123
appraisals 116, 118,
120–121, 123
audience 245
and confidence 338,
347
customers 94, 118–119
delegation 43
and development
118–119, 122–125
goals 38, 42
helping others to
improve 74
hostile 359
job design 34–35
performance appraisal
50, 54–55
personal 171, 204
Q&A sessions 324,
356–357
questionnaires 123
self-awareness 17
feeling self style
388–389
finances 394, 400–401,
450
financial rewards 92
financial targets 146
first impressions 171, 176,
336–337
and selling 299
flexibility, international
communication 303
focusing energy 102–107
following up contacts
224–225
form
letters 275
and structure 328–333
US_452-463_Index.indd 455 02/06/16 4:36 pm
456 / INDEX
formality and cultural
differences 438
formal presentations
326–327, 350–355
format, report 280
founders, organizational
culture 60
framework design 376–377
framing and risk 417
future, planning for
132–137
future leaders 95, 157,
158, 162–163
G
gatekeepers 251
networking 225
gender differences 429,
442–443
gender traits, of audience
247
gestures
and confidence 206,
339, 342–343
as emphasis 351
exaggerating 354
use of 287, 311
Glass, David 289
globalization 438–443
and diversity 40
goals 424, 442, 447
feedback 38, 42
mentoring 76
monitoring progress
232–233
ownership of 142
performance appraisals
50, 64–55
personal mission
statement 28
setting 172–173,
178–179
success maps 181,
182–183
team management
32–33
vision statement 181
Goleman, Daniel 18
good guy/bad guy tactics
422
grammar 271, 272–273
grooming 337
ground rules 377,
380–381
group decision-making
209
group dynamics 98, 140,
142
groupthink problems
431
growing with your role
94–95
H
hand gestures see
gestures
handshakes 343
hazards 372, 379, 429
hierarchy of needs
46–47
high-performing teams
36–39
holding an audience
344–345
honesty
dilemma 371
team management
37
humility, and international
communication 303
humor 393
in letters 275
in speeches 267
I J
Iacocca, Lee 36
ideological differences
438–441
image, brand 316
impasse management
412–413
implementation
424–425
implementation plan,
decision-making
213
impression management
65
inductive reasoning
331
influence, in coalitions
434–435
influencers, networking
224
influences 26
informal interaction
393, 438
information
complexity 432
decision-making 208,
209, 211
and decision trap
avoidance 415, 417
mind maps 201
as power 372,
400–401
primary 381
sharing 384, 387,
395, 402, 447
reading skills 200–201
information management
87, 98, 100, 119, 378
knowledge-sharing 115
see learning
innovation
as competence 138–139,
153, 163
continuous 115
inspiration, providing
128, 138, 162, 164
instinct, and choice of
medium 252
instrumental values 27
integrative style 384–385,
447
integrity 403, 437
intelligence, emotional
90–91
interactional fairness
397
interactivity 345
US_452-463_Index.indd 456 01/06/16 11:55 am
..................Content has been hidden....................
You can't read the all page of ebook, please click here login for view all page.