- 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
PLANNING THE FUTURE / 183
Spend three to five
years as regional
sales manager
Handle large
accounts and have
major clients within
my portfolio
Obtain the relevant
professional sales
qualification
Achieve promotion
to the level of
national sales
director
40%
of US workers
have planned
a five-year
career strategy
of UK workers have planned
a five-year career strategy
with clear goals
55%
US_182-183_Planning_the_future.indd 183 30/05/16 3:03 pm
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