5 Business Skills Every Professional Must Master (Collection)

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FT Press, Oct 9, 2012 - Business & Economics - 1201 pages
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A brand new collection of indispensable business skills for professionals in any industry… 5 pioneering books, now in a convenient e-format, at a great price!

 

5 remarkable eBooks help professionals gain the business skills they need to advance in their careers

 

Today, business professionals need far more than technical skill to advance in their careers: they need a deep understanding of the business, combined with real leadership skills for motivating colleagues and executing on key assignments. This unique 5 eBook package brings together these crucial business skills, helping professionals rise far beyond their current roles. In The Art of Asking, Terry J. Fadem shows how to ask the right questions in the right ways, and get the answers you need to succeed. Discover the core questions you need to master... avoid the mistakes business questioners make most often... master ten simple rules for questioning more effectively… ask questions that give you control over tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! Next, in The Truth About Negotiations, Leigh L. Thompson reveals 53 proven negotiation principles: bite-size, easy-to-use techniques for becoming a world-class negotiator. Learn how to prepare for a negotiation within one hour… negotiate with people you hate (or love)… clearly identify your "best alternative" if a deal isn't possible… use reason, respect, and reciprocity to extract a deal's maximum potential value, create win-win solutions, and establish enduring relationships. In Presenting to Win, Updated and Expanded Edition, world-renowned presentation consultant Jerry Weissman shows how to connect with even the toughest, most high-level audiences...and move them to action. Drawing on his experience helping the world's top tech executives excel at make-or-break investor presentations, he shows how to dump those PowerPoint templates, tell compelling stories that focus on what's in it for the audience, and get action! In How to Keep Score in Business, long-time CEO Robert Follett helps you capture crucial insights buried in balance sheets, income statements, and other key reports. Follett shows how to apply core tools for analyzing financial reports and investment opportunities and demystifies accounting terms every decision-maker should know. Finally, in The Truth About Managing People, Third Edition, Stephen P. Robbins distills management to its essence, sharing 61 proven principles and real solutions for the make-or-break problems faced by every manager. You'll learn how to overcome the true obstacles to teamwork… why too much communication can be as dangerous as too little… how to improve hiring and employee evaluations… heal "layoff survivor sickness"… manage a diverse culture… lead effectively in a digital world… get past age stereotypes… and much more!

 

From world-renowned leaders and performance experts Terry J. Fadem, Leigh L. Thompson, Jerry Weissman, Robert Follett, and Stephen Robbins

 

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Contents

Postsettlement settlements
Contingent agreements
Are you an enlightened negotiator?
The reciprocity principle
The reinforcement principle
The similarity principle
Know when to drop an anchor
The framing effect

Does Your Question Lack Context?
Do You Put the Answer in the Question?
Just a Country Lawyer
When the Questioner Suddenly
Neglected Questions
Inquisitions Are Not
Demeanor Body Language and Facial Expressions
Types of Questions
Direct Questions
Indirect Questions
Open Questions
Closed Questions
Stupid Questions
Filtering Questions
DoubleDirect Questions
Hypothetical Questions If What If Suppose
Provocative Questions
Rhetorical Questions
Reflective Questions
Leading Questions
The Pause as a Question
Silent Questions
OneWord Questions
Clarifying Questions
Divergent Questions
Convergent Questions
Redirecting Questions
Negative Questions
EitherOr Questions
Loaded Questions
Trick Questions
DualAnswer Closed Questions
General Reference Questions to Keep Handy
Use of Skills 64 Do You Have a Plan?
FollowUps and Probes 66 FollowUp Questions 67 Probing Strategies
Does the Manager Need to Control the Conversation?
Strategies for Asking Tough Questions
Mounting Challenges
Eliciting Dissent
Are You Prepared for Any Answer? What About a Surprise?
Dont reveal your BATNA
Dont lie about your BATNA
Signal your BATNA
Research the other partys BATNA
Develop your reservation price
Beware of ZOPA myopia
Set optimistic but realistic aspirations
Plan your concessions
Be aware of the evensplit ploy
The pregame
The game
The postgame
What does winwin really mean?
Satisficing versus optimizing
There are really only two kinds of negotiations
Ask tripleI questions
Reveal your interests
Negotiate issues simultaneously not sequentially
Logrolling I scratch your back you scratch mine
Make multiple offers of equivalent value simultaneously
Responding to temper tantrums
Whats your sign? Know your disputing style
Using power responsibly
Saving face
How to negotiate with someone you hate
How to negotiate with someone you love
Building the winning negotiation team
Four Finding Your Flow
Five Capturing Your Audience Immediately
Six Communicating Visually
Ten Bringing Your Story to Life
Eleven Customizing Your Presentation
Twelve Animating Your Graphics
Thirteen The Virtual Presentation
Fourteen Pitching in the Majors
A Tools of the Trade
Acknowledgments
Index
Accounting
Introduction
Other Analysis Ratios and Tools
Glossary of Key Financial Accounting Terms
The Balance Sheet
More Balance Sheet
Still More Balance Sheet
The Income Statement
Appendix A Acme Widget Company
Why Many Workers Arent Motivated at Work Today
Telling Employees to Do Your Best Isnt Likely to Achieve Their Best
Not Everyone Wants to Participate in Setting Goals
Professional Workers Go for the Flow
Criticize Behaviors Not People
Managing Across the Generation
You Get What You Reward
Its All Relative
Recognition Motivates and It Costs Very Little
Theres More to High Employee Performance Than Just Motivation
The Truth About Leadership
Five Leadership Myths Debunked
The Essence of Leadership Is Trust
Experience Counts Wrong
Effective Leaders Know How to Frame Issues
You Get What You Expect
Charisma Can Be Learned
Charisma Is Not Always an Asset
Make Others Dependent on
Successful Leaders Are Politically Adept
Ethical Leadership
Leading from Afar
Adjust Your Leadership Style for Cultural Differences or When in Rome
The Truth About Communication
Hearing Isnt Listening
Listen to the Grapevine
Men and Women Communicate Differently
What You Do Overpowers What You
The Value of Silence
Watch Out for Digital Distractions
The Truth About Building Teams
Copyright

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About the author (2012)

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T.J. (Terry) Fadem, a veteran manager with 25 years of experience, speaks and consults widely on strategic management issues. He is now Managing Director, Corporate Alliances at the School of Medicine at the University of Pennsylvania, and a member of the Core Team of the Mack Center for Technological Innovation at The Wharton School. Leigh L. Thompson is J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations in the Kellogg School of Management at Northwestern University. An active consultant and internationally recognized scholar, she also directs Kellogg's ATandT Behavioral Research Laboratory and Leading High Impact Teams Executive Program. Jerry Weissman, the world's #1 corporate presentations consultant, is known worldwide for his confidential executive coaching sessions. His private client list includes the top brass at Yahoo!, eBay, Intel, Intuit, Cisco Systems, Microsoft, and many others. His techniques have helped nearly 400 client firms hone persuasive IPO road show presentations that have raised hundreds of billions of dollars in the stock market. Robert Follett was President of Follett Publishing Company and Vice Chairman of Follett Corporation. Dr. Stephen P. Robbins is the world's #1 best-selling textbook author in the areas of management and organizational behavior. His books, including Organizational Behavior, Ninth Edition (Prentice Hall), have sold 2,000,000+ copies. They are currently used by students at more than one thousand U.S. colleges and universities.

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