- Contents 5
- Introduction 10
- 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
- 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 (1/2)
- Motivating others 46 (2/2)
- 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 (1/2)
- Helping others improve 70 (2/2)
- Coaching and mentoring 76
- Managing careers 78
- LEADERSHIP 80
- Chapter 4 Understanding leadership 82
- Defining the challenge 84
- Leading from within 86 (1/2)
- Leading from within 86 (2/2)
- Leading through vision 92
- Growing with your role 94
- Chapter 5 Taking up your leadership role 96
- Preparing to lead 98
- Focusing your energy 102 (1/2)
- Focusing your energy 102 (2/2)
- Working at relationships 108
- Using competencies 112 (1/2)
- Using competencies 112 (2/2)
- 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 (1/2)
- Focusing on the future 132 (2/2)
- 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 (1/2)
- Investing in the future 156 (2/2)
- 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 (1/2)
- Planning the future 178 (2/2)
- Chapter 9 Improving your skills 184
- Managing your time 186 (1/2)
- Managing your time 186 (2/2)
- 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 (1/2)
- Making decisions 208 (2/2)
- Saying “no” 214
- Listening effectively 216
- Chapter 11 Becoming successful 218
- Networking 220 (1/2)
- Networking 220 (2/2)
- 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 (1/2)
- Planning your approach 244 (2/2)
- 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 (1/2)
- Becoming a better writer 268 (2/2)
- Writing a business letter 274
- Using email and texts effectively 276
- Writing reports 280
- 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 (1/2)
- Looking confident 338 (2/2)
- Holding the audience 344
- Calming nerves 346
- Speaking powerfully 348
- Succeeding with formal speeches 350 (1/2)
- Succeeding with formal speeches 350 (2/2)
- Running the Q&A 356
- Answering tough questions 358
- Dealing with the media 360
- Talking to reporters 362
- NEGOTIATING 364
- Chapter 18 Preparing to negotiate 366
- Becoming a negotiator 368
- Understanding negotiation dilemmas 370
- Being prepared 372
- Designing the structure 376 (1/2)
- Designing the structure 376 (2/2)
- 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 (1/2)
- Dealing with many parties 432 (2/2)
- Negotiating internationally 438 (1/2)
- Negotiating internationally 438 (2/2)
- Using a coach 444
- Being a mediator 446
- Learning from the masters 450
- Index 452 (1/3)
- Index 452 (2/3)
- Index 452 (3/3)
- Acknowledgments 464
NEGOTIATING
US_364-365_Negotiating_Introduction.indd 365 02/06/2016 16:41
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