INDEX / 457
interest-based
negotiations 386–387
international
communication 240,
287, 300–303
international negotiations
438–441
internet communication
304–305
social media 306–307
interpersonal
communication 238
interruptions 54
dealing with 191
interviews
media 314–315,
360–363
new job 231
performance appraisal
54–55
intonation 341, 348, 358
intrapersonal
communication 238
intrapreneurship 151
intrinsic rewards 48, 49
introductions 328–329
networking 222
intuitions 369, 370
jargon 270–271, 277
jewelry 337
job
descriptions 174
design 34–35
satisfaction 172–173,
228–229
titles 178, 231
journaling 125
journals 17
judgment errors 414–415
K
key decision-makers 251
key points
conclusions from 329
emphasizing 345, 348
identifying 323, 327
summarizing 357
key relationships 111
knowing yourself
brand development
176–177
future planning
178–183
goal setting 172–173
other people’s
perceptions 170–171
strengths and
limitations 174–175
knowledge, as personal
strength 174–175
knowledge levels 250
knowledge-sharing 115
see information
management
L
labor market diversity 40
language
body 253, 285,
286–287
choice of words 322,
350
cultural differences 241
defensive 356
formal presentations
350–351
intonation 341, 348,
358
organizational culture
60
leadership
building power 64–67
career management
78–79
challenges 132–153
and change see change
coaching and mentoring
72, 76–77
competences see
competences
development 156–165
ethics 58–59
expectations 101
feedback see feedback
growing with your role
94–95
helping others to
improve 70–75
leading from within
86–93
management
differences 85
managing change
68–69
organizational culture
60–61
patterns, adopting new
164–165
planning for future
132–137
problem solving
62–63
qualities in others,
recognizing 157
research 98, 115
self-development
124–125
skills 228
stages 157–159
targets see targets
and teams see teams
transitions 157,
158–161
vision see vision
learning
by experience 52
from entrepreneurs
150–153
from feedback see
feedback
from stories 110
see information
management
leaving the table 419,
450
lecterns 339
legal systems 375,
438–441
letters
business letters
274–275
cover letters 280
US_452-463_Index.indd 457 02/06/16 4:36 pm
458 / INDEX
form letters 275
see writing
life principles 84
life, work-life balance
126–127, 214
likeability 403
limitations, knowing
yourself 174–175
links, networking
225
listening skills 216–217,
284–285
lists 330, 333
looking at audience
see eye contact
M
majority rule (team) 429
management, leadership
differences 85
management styles
24–25
manipulative tactics
422–423
Maslow, Abraham 46–47,
248
mass communication
238
master negotiators
450–451
McGregor, Douglas 24
media interviews 314–315,
360–363
mediation 446–449
medium, choice of
252–253
meetings 288–289
agendas 195
chairing 194–195
dealing with difficult
people 196
minute taking 193, 194
networking 221, 223,
224–225
participation in
192–193
preparation for 192
memorandums of
understanding 438
memorized presentations
264, 298
mentoring 72, 76–77
mentoring see coaching
mentors 226–227
Merck & Company 312
mergers 110
messages
matching to audience
250–251
planning approach 245
microphones 354, 358
milestones, team
management 38
Milgram, Stanley 220
mind maps 201
minuting meetings 193,
194
mission statements
28–29
mixed-motive tactics 385
monitoring progress
232–233
motivation
audience 246, 249
cultural diversity 41
losing 145
management styles
24–25
motivating others
46–51
performance appraisal
54
persuasive 290
and professional
development 92
movement, effects of
340–342, 355
moving on 228–231
multiparty negotiations
432–437
mutual trust, team
management 37
Myers Briggs psychometric
test 170
N
names, remembering
99, 201
narratives (stories) 332
navigation aids, websites
305
needing the deal 400–401
needs, hierarchy of 46–47
negative
approach 418–421, 443
behavior, in difficult
people 197
thoughts 204
nerves 339, 341, 342,
346–347
networking 220–225
new job 228–231
nibbling tactic 423
“no”
cultural differences
in meaning 302
saying 214–215
noise
message traffic and
planning 245
reduction 239
nonverbal communication
253, 285, 286–287
nonverbal messages 340
notes 328
briefings and meetings
289
confidence
improvement 264
speech planning 259
numbered lists 330
O
objectives 372, 434–435
obligations, service level
agreements 146
offers 404–405, 416
opening presentations
325, 328
openness, team
management 38
operational thinking 86
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opinion leaders 251
opportunity dilemma 370
organizational culture
60–61
organizational growth
95
other-awareness 160
outline of speech 259
overconfidence 379, 415,
416
overpowering behavior,
difficult people 197
ownership of goals 142
P Q
pace of delivery 345, 347,
349
panel presentations 327
paperwork see lists; notes
paperwork, time
management 189
participant–observers,
team management 38
passive behavior 22
pauses 345, 348, 351
PDF files 305
performance
appraisals 50, 54–55
coaching 72, 76–77
feedback see feedback
helping others to
improve 70–75
high-performing teams
36–39
motivation see
motivation
reviews 116, 118,
120–121, 123
personality types 22
personal mission
statements 28–29
personal problems,
counseling 75
personnel selection
106–107
persuasion 408–411
use of 290–291
physiological needs 46
pitch, quick 325
planning
briefings and meetings
288
career management
79
detailed 244–249
future 178–183
report 280
resolution, and difficult
people 196
review 232–233
speeches 256–259
team management
38–39
teleconferences 308
time management
187, 188
Platinum Rule 253
podiums 345, 354–355
poise, maintaining 358
poker face 418–419
political issues 439
politicking, building power
65
portfolio careers 164–165
positive
approach 418–419,
420
regard 72–73
reinforcement 48
thinking 204–205
posture 339, 340, 357
and confidence 206
power
building 64–67
devolution 101, 142,
149
information as 372,
400–401
negotiating with
400–403
sources of 374,
408–409, 435
PowerPoint 260, 263, 264
practice see rehearsals
prejudice, banishing 240
preparation 368–381,
392, 429, 449
presentations
selling 298–299
speech delivery
266–267
speech planning
256–259
visual support 260–263
prioritizing tasks
balancing 138, 146–147
delegating 95, 104–107,
145
time management
102–103, 104
problem solving 62–63,
84–85, 140, 202–203
mentors 226
procedural complexity
432–433
procedural fairness
397
processes, structuring
370, 378–381
progress, monitoring
232–233
projects, evaluating 213,
215
promotion 228, 229
props 339
psychological traps 379
psychometric tests 170
psychosocial process
378–379
Quaker Oats 317
qualifications 182, 230,
231
questionnaires
feedback 123
personal 171
questions
holding an audience
344–345
open questions 22
panelist 327
Q&A 324, 356–357
tough 358–359
quick pitch 325
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R
rapport 340
networking 223
rational process 369, 418,
420
rational self 388–389
reading from scripts
350–351, 353, 355
reading skills 200–201
reasoning 331
reasons, understanding
386
reciprocation 395,
406–407
record-keeping 252
recording contacts,
networking 224–225
recruitment, and cultural
diversity 41
reflection, self 124–125
regulatory bodies
326–327
rehearsals
teleprompters 353
rehearsing speech 264,
289
reinforcement, positive
48
relationships
building 108–111, 114,
144–145, 384, 392–393,
424–425
client 35
cultural differences
440–443
emotional intelligence
(EI) 19
helping others to
improve 72
master negotiators
450–451
mentors 226–227
multiparty negotiations
432–437
mutual trust 394–395
networking 220–225
offers and counteroffers
404–405, 416
remembering names 201
reporters, media
interviews 360–363
report writing 280–281
reputation 395
research 372, 375, 415
audience 322
leadership 98, 115
media interviews 314,
speech planning 256
target audience habits
306
resistance to change 68
resources as power
400–401
response time
business letters 274
emails 278
responsibility
career management 79
taking 86, 105, 159, 160
results
achieving 114, 126, 136,
146–147
and coaching 162
résumé 178, 228, 231
reviewing plans 232–233
reviews, high-performance
teams 37
rewards 24, 48–49
rewards, team 92
risk-averse style 389, 391,
417
risk, decision-making 213
rituals 346
role models
coaching and mentoring
77
mentors as 227
organizational culture
60
roles
mediator 446–449
psychosocial process
379
role play 445
team members 431
rules 377, 380–381
S
safekeeping self 389
safety needs 46
sales presentations 325,
331
“saving face” 393, 412, 441
saying “no” 214–215
scanning, reading skills
200
scenario role play 445
Schultz, Howard 316
scripted briefings 289
scripts, reading from
350–351, 353, 355
self-actualization needs
47
self-assessment 112–113,
116
self-awareness 89, 122,
125, 162
assertiveness 22–23
career management 78
clarifying your values
26–27
development 16–17
emotional intelligence
(EI) 18–21
personal mission
statements 28–29
teaching skills 52
self-belief 338
self-confidence 148–149
self-development 124–125
self-esteem 50
self-image 412
self-knowledge 90, 149
self-management,
emotional intelligence
20
selling 298–299
and social media 307
senses 240, 249
sentence construction
270–273
service level agreements
146
setbacks, learning from
28
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7-38-55 rule 341
shoes 337
sight-lines 339
skills
analysis 174–175
chairing meetings
194–195
coaching to improve
444–445
cognitive 450–451
dealing with difficult
people 196–197
decision-making see
decision-making
effectiveness 200–217
job design 34–35
leadership 228
listening 216–217
meetings 192–193
networking 220–225
new job 228–231
reading 200–201
teaching 52–53
time management
186–191
Skype, teleconferences
310
slides 341
small numbers bias 417
SMART
goals 32–33
objectives 120–121
social
awareness, emotional
intelligence (EI) 21
complexity 433
needs 47
skills 450
socializing 392
socioeconomic factors
248
sound bites 362
South American
negotiations 442–443
speeches
confidence building
264–265
delivering 266–267
planning 256–259
preparing 258–259
teleconferences 311
visual support 260–263
writing 268–273
see presentations
stability, maintaining 138
stages of leadership
157–159
stakeholders
and change 138–139
inclusion of 375, 425,
436
key 111
relationships with
108–111
trust building
148–149
standing up 358
Staples 257
Starbucks 61, 316
status, of audience 248
stereotypes
audience 245
as barriers 241
sticky notes 328
stories 332
learning from
108–111
storyboards 328
strategic thinking 86
strategy
bargaining 397
dilemma 370
exit 372, 415
group 428–429
tailoring 375
stress 346–347
stress management 125,
127, 136, 157
structure design 376–381
structure and form
328–333
Stuart, John 317
style, adapting 242–243
styles of negotiation
384–385
subcultures 301
substance, in speeches
256
success
celebrating 136
confidence
improvement 148–149
energizing skills 94,
114, 140–143
entrepreneurial,
learning from
150–153
and key stakeholders
111
maps 181, 182–183
visualizing 338, 347
see coaching; vision
summaries
report writing 280,
281
teleconferences 311
websites 305
sunk costs 400–401,
450
support groups 29
supporting evidence 258,
259
SWOT analysis 175
symbols, of vision 148
T
tactical thinking 86
tactics, competitive
384–385, 422–423
targeted communication
248–249
targets 112, 138,
146–147
tasks
job design 34–35
see prioritizing tasks
teaching skills 52–53
team communication
briefings 288–289
conflict management
292–295
effective listening
284–285
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