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· 분류 : 외국도서 > 경제경영 > 협상
· ISBN : 9780470888025
· 쪽수 : 224쪽
· 출판일 : 2011-02-02
목차
Foreword (Louis J. Zaccone).
Acknowledgments.
Introduction.
Chapter 1: Sorting like a Profiler.
Value to Business.
Natural Profilers.
Tools of Profiling.
Disposition Matrix.
Action Matrix.
Profile Your People.
Chapter 2: Question like a Polygrapher.
Value to Business.
Theater of Polygraph.
Tools of Questioning.
Reading body language.
Using body language.
Questioning styles.
Questioning strategy.
Detecting deception.
Chapter 3: Network like a Spy.
Value to Business.
The Brain of a Spy.
Form and Function.
Tools of Networking.
Elicitation techniques.
Five questions.
Countering elicitation.
The fulfillment strategy.
Tools of influence.
Chapter 4: Interview like an Interrogator.
Value to Business.
Tools of Interviewing.
Screening.
Planning and preparation.
Establishing control.
Rapport building.
Approaches.
Questioning.
Tools of Interviewing Job Candidates.
Behavioral Interview Technique Enhanced (BITE).
Tools of Termination.
Process of termination.
Turning around a bad meeting.
Chapter 5: Close a Deal like a Hostage Negotiator.
Value to Business.
Tools of Negotiating.
Change management.
Taking Control.
Overcoming objections.
Reading body language in negotiation.
Chapter 6: Research like an Analyst.
Value to Business.
Roles.
Tools of researching.
Identifying gaps.
Targeting research.
Determining sources.
Information transfer.
Vetting sources.
Calculating proximate reality.
Matching audience and packaging.
Filters Affecting Analysis.
Chapter 7: Decide like a SEAL.
Value to Business.
Tools of Deciding.
Leveraging subroutines.
Contingency thinking.
Value planning.
AAR.
Chapter 8: Team-Build like Special Ops.
Value to Business.
Formula for Teambuilding.
Tools of Teambuilding.
Rite of Passage.
Homogenizing.
Top-grading.
Mechanics of Team Leadership.
Conclusion: Backbone or No Backbone.
Glossary.
Index.
