MANAGING PEOPLE 12
Chapter 1
Understanding yourself 14
Developing self-awareness 16
Using emotional intelligence 18
Applying assertiveness 22
Examining your assumptions 24
Clarifying your values 26
Developing your personal
mission statement 28
Chapter 2
Managing a team 30
Setting goals and planning 32
Designing work 34
High-performing teams 36
Valuing diversity 40
Delegating effectively 42
Motivating others 46
Teaching skills 52
Appraising performance 54
Chapter 3
Leading others 56
Taking an ethical path 58
Ensuring cultural fit 60
Solving problems 62
Building power 64
Managing change 68
Helping others improve 70
Coaching and mentoring 76
Managing careers 78
LEADERSHIP 80
Chapter 4
Understanding leadership 82
Defining the challenge 84
Leading from within 86
Leading through vision 92
Growing with your role 94
Contents
Introduction 10
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Chapter 5
Taking up your leadership role 96
Preparing to lead 98
Focusing your energy 102
Working at relationships 108
Using competencies 112
Providing feedback 118
Learning from feedback 122
Developing yourself 124
Balancing work and life 126
Inspiring and encouraging 128
Chapter 6
Leading through challenges 130
Focusing on the future 132
Enabling change 138
Energizing the team 140
Leading difficult people 144
Balancing targets 146
Improving confidence 148
Learning from entrepreneurs 150
Chapter 7
Developing leaders 154
Investing in the future 156
Coaching for success 162
Adopting new
leadership patterns 164
ACHIEVING HIGH
PERFORMANCE 166
Chapter 8
Knowing yourself 168
Looking in from outside 170
Setting goals 172
Analyzing your strengths
and limitations 174
Developing your brand 176
Planning the future 178
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Chapter 9
Improving your skills 184
Managing your time 186
Participating in meetings 192
Chairing a meeting 194
Dealing with difficult people 196
Chapter 10
Becoming more effective 198
Reading and remembering 200
Being creative 202
Being confident 204
Making decisions 208
Saying “no” 214
Listening effectively 216
Chapter 11
Becoming successful 218
Networking 220
Working with a mentor 226
Moving on 228
Reviewing your plans 232
EFFECTIVE
COMMUNICATION 234
Chapter 12
Understanding
communication skills 236
Defining communication 238
Overcoming barriers 240
Communicating at work 242
Planning your approach 244
Matching the message 250
Choosing your medium 252
Chapter 13
Speaking and writing 254
Planning your speech 256
Developing visual support 260
Improving your confidence 264
Delivering your speech 266
Becoming a better writer 268
Writing a business letter 274
Using email and
texts effectively 276
Writing reports 280
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Chapter 14
Communicating with
your team 282
Listening to your team 284
Understanding nonverbal
communication 286
Running briefings
and meetings 288
Communicating
to persuade 290
Managing conflict 292
Chapter 15
Communicating externally 296
Selling 298
Communicating across
countries and cultures 300
Writing for the web 304
Communicating
through social media 306
Running a teleconference 308
Communicating in a crisis 312
Preparing for media interviews 314
Building brands 316
PRESENTING 318
Chapter 16
Planning to present 320
Putting the audience first 322
Presenting and selling 324
Presenting formally 326
Planning the structure 328
Selecting a framework 330
Chapter 17
Taking center stage 334
Creating a first impression 336
Looking confident 338
Holding the audience 344
Calming nerves 346
Speaking powerfully 348
Succeeding with
formal speeches 350
Running the Q&A 356
Answering tough questions 358
Dealing with the media 360
Talking to reporters 362
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NEGOTIATING 364
Chapter 18
Preparing to negotiate 366
Becoming a negotiator 368
Understanding negotiation
dilemmas 370
Being prepared 372
Designing the structure 376
Chapter 19
Setting your style 382
Defining negotiation styles 384
Defining interest-based
negotiation 386
Negotiating from
the whole brain 388
Creating win-win deals 390
Building relationships 392
Developing mutual trust 394
Negotiating fairly 396
Chapter 20
Conducting negotiations 398
Negotiating with power 400
Making offers and
counteroffers 404
Making concessions 406
Being persuasive 408
Managing impasses 412
Avoiding decision traps 414
Managing emotions 418
Dealing with competitive tactics 422
Closing the deal 424
Chapter 21
Developing your technique 426
Negotiating as a team 428
Dealing with many parties 432
Negotiating internationally 438
Using a coach 444
Being a mediator 446
Learning from the masters 450
Index 452
Acknowledgments 464
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